Regional Sales Manager - multiple US locations

Description

Reporting to the VP of US Sales and operating as part of the US Commercial Organization, the Regional Sales Manager will be accountable to achieve established sales targets within an assigned US region. The RSM's primary responsibility is to deliver against quota while providing excellent support and service to existing and prospective customers. The US is largest and fastest-growing market for Onera, and RSMs play a central role in scaling the Onera commercial footprint across sleep specialists, hospitals, and sleep clinics. Working closely with cross-functional teams in marketing, operations, customer success, and clinical, the RSM combines the entrepreneurial instinct of a scale-up sales builder with the clinical credibility required to engage sleep medicine specialists, pulmonologists, and health system decision-makers. Disciplined territory planning and sales execution are central to building durable customer relationships and delivering against the regional plan.

About Onera Health

Onera Health is a leader in transforming sleep medicine and remote monitoring. Our breakthrough diagnostic solutions and services are poised to help millions of people struggling with sleep-related ailments, while also impacting other medical fields by monitoring a variety of chronic conditions, ultimately improving the health and quality of life for patients around the world.

The company's innovative solutions provide comprehensive sleep test data to physicians in a variety of clinical and non-clinical environments to optimize patient care and reduce healthcare costs.

Key Responsibilities

Commercial Strategy & Execution

• Meet assigned sales quota within the deadlines and specific guidelines outlined in the compensation plan
• Develop new business relationships, manage existing accounts, and generate new sales leads across the assigned region
• Develop account strategies and territory plans to ensure a high level of customer satisfaction and achievement of sales targets
• Submit all required reports accurately and on a timely basis

Customer & Partnership Development

• Establish and maintain strong trust-based relationships with physicians, clinical staff, hospitals, clinics, Onera partners, local professionals, and other referral sources in the medical community
• Quickly investigate sales, customer, or market issues and escalate to team members as needed; troubleshoot product-related problems and escalate to the appropriate stakeholders where necessary

Sales Operations & Account Visibility

• Closely monitor account activity and maintain accurate, current Salesforce (SFDC) data to support account planning and broader account visibility across the company
• Assist in the planning and execution of sales exhibits and trade shows; attend medical congresses as required to represent Onera in the field

Market Intelligence

• Closely monitor account activity and maintain accurate, current Salesforce (SFDC) data to support account planning and broader account visibility across the company
• Assist in the planning and execution of sales exhibits and trade shows; attend medical congresses as required to represent Onera in the field

Requirements

Core Competencies

• Accountability & Drive: Drives to achieve revenue goals and consistently delivers against them. Takes ownership of results, demonstrates continuous improvement, and brings the persistence to overcome barriers in pursuit of customer outcomes and satisfaction.
• Product & Clinical Knowledge: Builds deep working knowledge of the Onera hPSG solution and the underlying sleep medicine science. Articulates clinical and economic value versus alternatives, and engages credibly with sleep specialists, pulmonologists, and other clinicians on the diagnostic workflow
• Consultative Selling & Demand Creation: Establishes trust and credibility with customers. Understands the market dynamics and drivers behind clinician and health system challenges. Identifies customer needs proactively and shapes solutions, building the kind of relationship where clinicians seek out the RSM's perspective as a thought partner.
• Territory Planning & Pipeline Management: Assesses regional potential across accounts and physician segments. Builds quarterly business plans with a healthy mix of new and existing customers, applies CRM discipline (Salesforce), maintains rigorous pipeline visibility, understands the reimbursement landscape, and plans field travel strategically to maximize commercial productivity.
• Sales Negotiation & Deal Closure: Reads customer dynamics to surface unstated needs and set up successful negotiations. Articulates Onera commercial models and tailors them to each customer's situation. Anticipates objections, brings creative alternatives, and closes complex deals with persistence and discipline.

Essential Requirements

• At least three (3) years of successful field sales, marketing, or clinical experience with focus in sleep
• Demonstrated track record of consistently delivering against sales quota and revenue targets in a fast-paced, entrepreneurial environment
• Minimum two (2) years' experience with Salesforce or an industry-leading CRM
• Valid US driver's license and willingness to travel at least 50% of the time, including overnight and extended trips
• Ability to secure vendor credentialing as needed for hospital and health-system access

Desirable Qualifications

• Experience selling or marketing sleep diagnostic and/or therapy products
• RPSGT (Registered Polysomnographic Technologist) certification or equivalent clinical sleep credential
• Existing relationships with US sleep specialists, pulmonologists, cardiologists, internal medicine physicians, or regional health systems