West Regional Sales Manager

Job Description

Job Description

Description:

We are a local medical equipment company that is a rapidly growing leader in the provision of clinical respiratory and durable medical equipment and service to patients is seeking a highly-motivated, energetic and experienced individual to become part of our organization.

You'll be a valuable team member working with top physicians in the sleep, cardiac, and respiratory market to accomplish sales goals and increase awareness and education of our products. In this exciting and unique sales role, you will be responsible for sales and education of durable medical equipment, respiratory equipment and sleep related products to meet the needs of both physicians and patients.

In order to be considered for the position, you must live in AZ or TX.

State Coverage: TX, KS, AZ, WA, OR, CA, MO, AR, LA, MS, AK, NE

Strategic Leadership & Regional Oversight

• Regional Accountability: Oversee, mentor, and drive performance across all assigned Area Sales Managers and Sales Representatives (including direct-report reps and independent reps requiring high-level support).
• Financial Ownership: Oversee regional revenue targets, manage expense budgets, and deliver accurate sales forecasting.
• Market Expansion: Develop and execute regional growth strategies to capture new market share in underpenetrated territories while maintaining current account stability.
• Market Intelligence: Monitor and analyze competitor activities, pricing models, and regional healthcare market shifts to proactively adjust sales strategies.

Performance Management & Team Governance

• Team Alignment: Lead weekly morning conference calls for the regional sales team to set objectives, maintain alignment, review CPAP Pipeline, Complex Pipeline and Care Optimizer orders
• Management Evaluations: Conduct formal Weekly, Monthly, Quarterly, and Annual Performance Reviews and strategic development plans for Area Sales Managers and direct-report reps.
• Operational Alignment: Lead Monthly End-of-Month (EOM) meetings with Area Managers to review overall representative performance and pipeline health.
• Sales Rep Goals: Outline sales goals for all sales reps in West Region, review with Area Sales Managers to ensure alignment and monitor monthly progress. 
• Executive Reporting: Biweekly alignment calls with the VP of Sales to provide data-driven updates on overall regional performance and strategic growth initiatives.

Talent Acquisition & Training Framework

• Strategic Hiring: Lead the regional recruitment pipeline for territory backfills and strategic expansion. 
• Talent Offboarding: Direct and execute the termination process for underperforming sales representatives.
• Training & Development: Own the regional training framework for new hires and coordinate advanced retraining or specialized workshops for team members requiring additional support.

Financial & Cross-Functional Management

• Expense Management: Review and approve all sales team expense reports, ensuring compliance and optimal allocation of budgets.
• Administrative Approvals: Manage and approve paid time off (PTO) requests, routing approval invitations to the VP of Sales and VP of Operations.
• Cross-Functional Collaboration: Partner closely with operations, corporate marketing, clinical education, and supply chain to resolve regional bottlenecks, patient care issues, or referral processing delays.
• High-Value Account Retention: Attend scheduled meetings with key accounts and physicians to secure partnerships and resolve high-level institutional friction.

Brand & Marketing Strategy

• Vendor Coordination: Coordinate vendor marketing initiatives and programs across the regional sales team.
• Collateral Development: Partner with the VP of Sales to create, develop, and update marketing materials, promotional items, and sales tools for management and field reps.

Performance Expectations: Quarter-over-Quarter (QoQ) Growth

• Sequential Revenue Targets: Achieve a consistent, target percentage of net revenue growth each quarter compared directly to the previous quarter set by VP of Sales and CEO.
• New Referral Expansion: Drive a continuous QoQ increase in net-new active accounts and referral sources across the entire region.
• Territory Progress: Ensure every local area within the region maintains a positive upward growth trend QoQ quickly correcting any flat or declining markets.
• Ramp-Up Speed: Measure the QoQ revenue contribution of newly filled sales positions to ensure open territories become profitable quickly.

*Additional duties and expectations to be assigned by VP or Sales and/or CEO

Requirements: