Regional Sales Director, Endoscopy - Full Portfolio

The Regional Sales Director (RSD) leads a multi-specialty endoscopy sales organization responsible for accelerating regional growth and expanding adoption of Ambu’s full endoscopy ecosystem across hospitals and integrated health systems. This onsite role covers Denver, CO and Phoenix, AZ, with approximately 70% travel.

Role Overview

In this position, the RSD owns regional strategy, performance, and executive-level relationships. The team includes Respiratory, Urology, ENT, and Clinical Sales Specialists. The role drives ecosystem adoption through integrated Ecosystem Selling, manages forecast and pipeline discipline using Salesforce, and ensures consistent execution of the Ambu Way of Selling.

Key Responsibilities

• Lead, coach, and develop a high-performing, multi-specialty sales organization to meet 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 to position Ambu as a system-wide partner across the continuum of care.
• Serve as regional executive owner for hospital systems, corporate initiatives, and key strategic accounts.
• Conduct field coaching with documented feedback, including minimum 1–2 rides per quarter per team member, and complete the Field Coaching Report template.
• Recruit, develop, and retain top talent, including focus on engagement, succession planning, and leadership readiness.
• Partner with HR to address performance issues in a timely manner while retaining strong performers.
• Reinforce value-based selling and professional development across all specialties.
• Ensure disciplined opportunity management, forecasting, pipeline visibility, 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 and key stakeholders including 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.
• Deliver accurate forecasts, pipeline updates, and performance reports on time, and maintain data integrity in Salesforce and related business systems.
• Monitor productivity metrics, compensation progress, and execution against regional objectives.
• Drive accountability to performance metrics while ensuring ethical and integrity-based conduct in all interactions.
• 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.

Required Qualifications

• 5+ years of sales experience, preferably in medical technology and in hospital environments.
• 3+ years leading a sales team is preferred.
• Proven 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.

Travel, FLSA, and Technology

• Travel: ~70% (includes overnight and air travel)
• FLSA status: Exempt
• Technology: Salesforce

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.