Regional Sales Manager

Regional Sales Manager

Converge Medical Technology

Department: Sales

Location: Illinois, Field-Based

Employment Type: Full-Time

FLSA Classification: Exempt

Travel: Approximately 75%, primarily within the assigned region

Compensation & Benefits

Base Salary: $110,00-$165,000 annually

Incentive Compensation: This position is eligible for additional performance-based incentive compensation under the Company's applicable sales incentive plan. Actual incentive compensation may vary based on individual, regional, and company performance.

Benefits: Converge Medical Technology offers eligible employees medical, dental, and vision insurance, short and long term disability, accident and critical illness insurance, life and AD&D insurance, and hospital indemnity insurance, an employee assistance program, paid time off, paid holidays, retirement benefits, and other benefits in accordance with applicable company plans and eligibility requirements.

The anticipated compensation range represents Converge Medical Technology's good-faith estimate of the compensation for this position at the time of posting. Actual compensation will be determined based on relevant factors such as experience, qualifications, skills, geographic market, and internal compensation considerations.

The Opportunity

Converge Medical Technology is seeking an experienced Regional Sales Manager to lead sales execution, account development, and team performance across an assigned region.

This is a hands-on field leadership position. The Regional Sales Manager is expected to spend significant time in the field coaching sales professionals, developing customer relationships, evaluating market opportunities, and ensuring disciplined execution of Converge's sales strategy.

The RSM will lead and develop Sales Representatives, Market Managers, Team Leads, and Sales Associates while working closely with Channel Managers and cross-functional leadership.

Success in this role requires someone who can develop people, hold a team accountable, use data to make decisions, build strong healthcare relationships, and consistently execute in the field.

What You'll Be Responsible For

Lead and Develop the Regional Sales Team

• Lead, coach, mentor, and develop Sales Representatives, Market Managers, Team Leads, and Sales Associates within the assigned region.
• Establish clear performance expectations and measurable goals aligned with company and regional objectives.
• Conduct regular field coaching, performance discussions, and development activities.
• Identify performance gaps and develop appropriate coaching and improvement plans.
• Recognize and develop high-potential employees for future leadership opportunities.
• Reinforce a culture of accountability, continuous improvement, teamwork, ethical conduct, and professional development.
• Lead and participate in sales training and development programs.

Drive Field Execution

This is a field leadership role, not a desk-based sales management position.

• Spend approximately four days per week in the field, based on business needs, working alongside the sales team and engaging directly with customers and referral sources.
• Conduct joint sales calls, field coaching, account reviews, and customer meetings.
• Coach and manage the team toward company activity and performance expectations.
• Oversee execution of the Company's provider education and account-development strategy, including an expectation that Sales Representatives and Market Managers conduct approximately 12 qualified in-services and/or provider meetings per month, subject to territory and business conditions.
• Ensure required sales and customer activities are accurately documented in Salesforce.
• Develop and maintain relationships with key accounts, healthcare providers, referral sources, and strategic partners.
• Develop and execute regional and territory plans designed to achieve revenue, profitability, and market-development objectives.
• Identify new accounts and market opportunities within the region.
• Support new product and program launches.
• Monitor competitive activity, market conditions, and customer needs and recommend appropriate changes to regional strategy.

Manage Performance Through Data

• Monitor regional revenue, pipeline, activity, account development, and other established KPIs.
• Use Salesforce and other company systems to evaluate performance and identify opportunities for coaching and improvement.
• Maintain accurate and timely sales forecasts.
• Review territory-level performance and develop corrective action plans when results fall below expectations.
• Provide regular field and business updates regarding wins, challenges, market developments, competitive activity, and recommended actions.
• Manage regional expenses responsibly and in accordance with company policies and budget expectations.
• Partner with Operations to support appropriate inventory utilization and operational efficiency.

Collaborate Across the Organization

Converge operates through a collaborative, matrix-based sales structure. The Regional Sales Manager will:

• Partner with Channel Managers to execute product and channel strategies throughout the region.
• Coordinate with Sales Strategy and Sales Operations to maintain alignment between growth initiatives and operational execution.
• Work closely with Clinical, Intake, Operations, Marketing, Finance, Compliance, and other departments to support customers and patients.
• Share successful practices and market intelligence across regions.
• Help identify and resolve operational barriers affecting sales execution or customer service.

Maintain Compliance and Professional Standards

• Conduct business in accordance with applicable healthcare laws, regulations, company policies, and ethical standards.
• Protect confidential patient and business information and comply with applicable HIPAA and privacy requirements.
• Follow company requirements regarding pricing, contracting, expenses, customer interactions, and documentation.
• Maintain accurate and timely records in Salesforce and other required company systems.
• Complete required compliance and company training.
• Promote ethical, compliant, and professional sales practices throughout the region.

What We're Looking For

Required Qualifications

• Five or more years of relevant sales experience.
• At least two years of demonstrated experience leading, supervising, coaching, or developing sales professionals.
• Demonstrated history of achieving measurable sales or business-development objectives.
• Strong leadership, coaching, communication, and interpersonal skills.
• Ability to analyze sales performance, identify performance gaps, and develop actionable plans.
• Strong organizational, planning, and problem-solving skills.
• Experience using a CRM platform such as Salesforce.
• Ability and willingness to travel approximately 75%, including regular automobile travel and occasional overnight travel, based on business needs.
• Ability to perform the essential functions of the position, with or without reasonable accommodation.

Preferred Qualifications

• Bachelor's degree or equivalent combination of education and relevant professional experience.
• Healthcare, medical device, DME, rehabilitation, workers' compensation, VA, or related healthcare sales experience.
• Experience managing geographically dispersed sales teams.
• Experience working within a matrix management structure.
• Salesforce experience.
• Experience launching new healthcare products, programs, or markets.

What Success Looks Like

The successful Regional Sales Manager will:

• Consistently achieve or exceed established regional revenue and profitability objectives.
• Build a disciplined, accountable, and high-performing sales organization.
• Improve individual and team performance through consistent field coaching.
• Increase account penetration and market development within the assigned region.
• Maintain strong pipeline management and forecast accuracy.
• Ensure sales activities and customer interactions are appropriately documented.
• Develop future leaders within the organization.
• Work effectively across departments and channels.
• Maintain high standards of compliance, professionalism, and ethical conduct.

Our Values

Our culture is built around four core values:

Intensity: We bring energy, urgency, and discipline to our work.

Integrity: We do the right thing, particularly when no one is watching.

Continuous Growth: We continually improve ourselves, our teams, and our organization.

Team Player: We put the success of the team and our patients ahead of individual agendas.

Equal Employment Opportunity

Equal Employment Opportunity

Converge Medical Technology is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, sex, pregnancy, national origin, ancestry, age, disability, genetic information, marital status, military or veteran status, sexual orientation, gender identity, or any other characteristic protected by applicable federal, state, or local law.

Converge Medical Technology provides reasonable accommodations to qualified applicants and employees with disabilities and for other circumstances where accommodation is required by applicable law. Candidates who require a reasonable accommodation during the application or interview process may request assistance from Human Resources.

Additional Information

This job description describes the general nature and level of work expected for this position. It is not intended to contain a comprehensive list of every responsibility, duty, or qualification associated with the position. Responsibilities may change based on reasonable business needs.

Employment with Converge Medical Technology is subject to applicable company policies and lawful employment requirements.