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Regional Sales Director, Endoscopy

3 weeks ago

Portland, Oregon, United States Ambu AS Full time

Title: Regional Sales Director, Endoscopy – Full Portfolio
(Respiratory, Urology, ENT & Specialist)
Reports To:
Area Sales Director, Endoscopy – U.S.

FLSA:
Exempt

Travel:
~70% (includes overnight and air travel)

Position Summary
The Regional Sales Director (RSD) will lead a multi-specialty team consisting of Respiratory, Urology, ENT, and Clinical Sales Specialists to drive growth and adoption of Ambu's complete endoscopy ecosystem within hospitals and integrated health systems. This role is responsible for full ownership of regional strategy, performance, and executive-level hospital relationships. The RSD is expected to hire and develop high-performing teams, drive cross-specialty collaboration to maximize Ambu's adoption across the continuum of care and align to Ambu values:
Take Charge, Team Up, Be True.
Key Responsibilities
Leadership & Strategy

  • Lead, coach, and develop a high-performing, multi-specialty sales organization to achieve regional revenue, margin, and market share goals.
  • Develop and execute regional business plans aligned with national priorities and corporate objectives.
  • Champion an integrated Ecosystem Selling approach, positioning Ambu as a system-wide partner across the continuum of care.
  • Foster a culture of collaboration, accountability, and performance excellence.
  • Serve as the regional executive owner for hospital systems, corporate initiatives, and key strategic accounts.
  • Conduct regular field coaching (minimum 1–2 rides per quarter per team member) with documented feedback. Complete Field Coaching Report template.
  • Recruit, develop, and retain top talent, with focus on engagement, succession planning, and leadership readiness.
  • Retain top talent and partner with HR to address performance issues in a timely manner.
  • Reinforce value-based selling and professional development across all specialties.
  • Recognize performance while holding team members accountable to Ambu standards and values.

Sales Execution & Business Management

  • Ensure consistent execution of the Ambu Way of Selling, including disciplined opportunity management and forecasting.
  • Drive pipeline visibility, forecasting accuracy, and performance analytics through Salesforce.
  • Oversee territory planning, targeting, and opportunity conversion across all portfolios.
  • Lead Quarterly Business Reviews (QBRs) and regular performance reviews with actionable insights.
  • Maintain budget, expense, and resource accountability within regional guidelines.
  • Own executive-level relationships with hospital leadership, physicians, supply chain, value analysis, infection prevention, SPD, BioMed, and risk management.
  • Align Ambu's full-portfolio strategy to each institution's clinical, operational, and financial priorities.
  • Partner with Corporate Accounts to support contracting, GPO alignment, and system-wide agreements.
  • Ensure Ambu is positioned as a trusted, long-term partner delivering measurable clinical and economic value.
  • Deliver accurate forecasts, pipeline updates, and performance reports on time.
  • Maintain data integrity in Salesforce and related business systems.
  • Monitor productivity metrics, compensation progress, and execution against regional objectives.
  • Hold team accountable to all performance metrics; ensure accountability to maintaining ethics and integrity in all interactions.

Cross-Functional Collaboration

  • Drive a One Ambu mindset across all partners.
  • Partner with Marketing, Health Economics, Training and Sales Enablement, Finance, and HR to accelerate adoption and execution.
  • Leverage clinical and economic data to support conversions, trials, and executive discussions.

Performance Measures

  • Achievement of regional sales quota and market share growth across all franchises.
  • Expansion of Ambu's ecosystem footprint within hospitals and integrated delivery networks.
  • Forecast accuracy, pipeline health, and CRM discipline.
  • Quality and consistency of coaching and talent development.
  • Retention of key talent.
  • Successful execution of product launches, conversions, and cross-specialty initiatives.
  • Demonstrated collaboration, ethical leadership, and adherence to Ambu values and policies.

Qualifications

  • 5+ years of sales experience, preferably in medical technology and in hospital environments; 3+ years leading a sales team is preferred
  • Demonstrated success exceeding revenue targets and leading teams through growth and change.
  • Strong understanding of hospital purchasing, contracting, and value analysis processes.
  • Bachelor's degree required; MBA preferred.
  • Proficiency with Salesforce and standard business analytics tools.
  • Valid driver's license.