ZONE SALES MANAGER

Zone Leader, East

The Zone Leader, East is a highly visible, field-based sales leadership role responsible for driving revenue growth, customer engagement, and operational excellence across Elevate's Eastern U.S. territory. Reporting to the Vice President of Global Sales, this position leads, coaches, and develops a team of Territory Sales Managers while ensuring strong sales execution, accountability, and team performance within a high-growth region that contributes to Elevate's global sales business. The role requires extensive travel throughout the U.S. and Canada to support customers, develop team members, strengthen sales culture, and drive frontline success through direct engagement rather than desk-based management. Working closely with Strategic Account Managers, Sales Operations, Marketing, Product Segment Leaders, Customer Service, Project Management teams, distributors, partners, integrators, and key customers, the Zone Leader serves as a critical link between field execution and business objectives. The ideal candidate resides in the Eastern U.S. near a major airport, holds a valid passport, and excels in a hands-on leadership environment focused on coaching, mentorship, customer relationships, and delivering exceptional business results.

Job Purpose Summary:

The Zone Leader-East exists to accelerate market growth and strengthen Elevate's competitive position across the Eastern U.S. by building a high-performing sales organization, fostering meaningful customer relationships, and ensuring consistent execution of the company's commercial strategy. Through leadership, talent development, and cross-functional collaboration, this role creates the conditions for sustainable business growth, customer success, and long-term organizational performance.

Key Responsibilities

• Deliver profitable revenue growth for the Eastern U.S. region through disciplined funnel management, accurate forecasting, and strategic territory planning.
• Lead, coach, and develop TSMs through joint field travel, ride-along, customer visits, and ongoing performance management.
• Build a culture of accountability and excellence — ensuring consistent use of Elevate's CRM, Territory Action Plans, and key sales processes.
• Drive execution of commercial initiatives aligned with Elevate's strategic priorities: patient simulator, LearningSpace, and Life Cycle Management growth.
• Champion Elevate's "80/20" operating system and ensure resources are focused on the Super 80 markets and high-value accounts.
• Partner with Sales Operations to ensure funnel health, pricing discipline, and forecast accuracy.
• Collaborate cross-functionally with Marketing and Product leadership to ensure effective product launches and promotional activities.
• Ensure top customer engagement across academic, hospital, and government sectors within the zone.
• Promote a culture of trust, transparency, and bias for action through direct field engagement and clear communication.
• Lead by example — spending the majority of time in the field coaching, developing, and supporting the sales team.
• Coaches and develops each TSM through regular 1:1s, field travel, and performance feedback.
• Holds the team accountable for results while fostering engagement and trust.
• Creates an environment of collaboration, shared goals, and open communication.
• Exhibits a strong bias for action and urgency in achieving targets.
• Uses data to identify gaps and implements corrective actions quickly.
• Encourages TSMs to stretch beyond comfort zones and pursue breakthrough results.
• Ensures consistent use of sales processes, CRM hygiene, and performance reporting.
• Leads funnel reviews, pricing discussions, and forecast calls with rigor.
• Aligns resources with the "Super 80" market priorities.
• Spends significant time in the field (~50%) traveling with reps, visiting key customers, and ensuring visibility across the region.
• Observes, coaches, and supports TSMs to strengthen customer engagement and commercial execution.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

The Zone Leader-East must have the following skills:

Required Qualifications:

• Proven success leading geographically dispersed teams and coaching individual contributors to exceed targets (Ideally covering similar accounts / geography as defined in Eastern Area).
• Experience in medical technology, healthcare simulation, or capital equipment sales targeting Academia / Higher Education + Healthcare Providers. Elevate sells capital equipment mannequins + software + services to target clients.
• Demonstrated success building relationships with hospitals, universities, and healthcare customers through hands-on engagement. Must be passionate about being in the field — traveling with sales reps, meeting customers, and driving growth through visibility and influence.
• Strong command of CRM systems (preferably Salesforce) and funnel management practices. Ability to use data to drive decisions, improve forecast accuracy, and monitor territory performance.
• Ability to translate company strategy into actionable regional plans. Skilled at setting clear expectations, removing obstacles, and ensuring consistent execution across multiple states and markets.
• Proven ability to identify, coach, and retain top talent. Builds diverse, high-performing teams through empowerment, accountability, and recognition.

Preferred Qualifications:

• Entrepreneurial mindset — resourceful, adaptable, and action-oriented.
• Clear communicator with strong interpersonal skills and executive presence.
• Data-driven decision maker with strong business acumen.
• Confident yet humble leader who prioritizes team success over personal recognition.
• High learning agility and curiosity, always seeking better ways to serve customers and develop people.

Required Education and/or Experience:

• Bachelor's degree; Advanced degrees preferred
• 10+ years of experience in Sales, Sales Leadership & Team Development including progressive, successful experience.
• Minimum 3+ years direct Sales Leadership role managing field sales teams.

Key Personal Attributes

• Mission driven and passionate about making the world safer, healthier, and more productive.
• Intellectually curious, with a strong learning agility and the ability to leverage and adapt business intelligence tools to accelerate growth.
• Highly motivated hunter with a strong competitive drive; thrives in an autonomous environment and consistently engages with prospective customers.
• Results oriented.
• Personifies poise, grit, and perseverance under pressure.
• Excellent interpersonal, verbal, and written communication skills.
• Conducts themselves with professionalism and humility.
• Succeeds through positive relationships and influence.
• Unquestioned ethics, integrity, intellectual honesty, and sound judgment.

About the Company

Elevate Healthcare was recently added to the Madison Medical portfolio of companies in February of 2024 with the acquisition from CAE corporation. Elevate designs, manufactures, and services healthcare simulation products used to educate nurses, doctors and medical professionals on the proper techniques and procedures to have confidence and competence in the life saving moments that matter. Currently, society is facing a significant shortage of nurses and doctors needed to treat an aging world population. Medical errors represent the third largest cause of death in the United States. Elevate plays a critical part in reducing medical errors and expanding the workforce for healthcare professionals to improve patient outcomes. Elevate serves all the major nursing and medical programs at hospitals, universities, nursing schools, medical schools, medical associations and medical technology manufacturers worldwide.

Madison Industries Holdings LLC is one of the largest and most successful privately held companies in the world. Driven by a mission to make the world safer, healthier, and more productive, the company is uniquely designed to foster, empower, and build exceptional companies and teams that are essential to collective health and well-being.

Founded 25 years ago by Larry Gies, Madison Industries has morphed from a "buy, build, sell" model prevalent among venture capital and private equity firms, into partnerships that mutually benefit customers, employees and the business owners who join it. Madison's goal is to build something truly remarkable that will long outlast all of us. Through Madison's strategy, the company has grown into an international manufacturing powerhouse. It has built market leaders in the filtration, medical, safety, healthcare simulation, industrial equipment, process improvement, instruments & controls, plastics, energy, and indoor air quality industries with combined enterprise value of nearly $20 billion. Its footprint spans across Europe, Asia and the Americas operating over 300 facilities in 40+ countries, with over 18,000 engaged employees.

Madison/Elevate Culture

Elevate is on a mission to make the world safer, healthier, and more productive by inspiring positive outcomes in healthcare. We are committed to an entrepreneurial culture built on a