Area Sales Director - Robotic Surgical Technologies (West)
Medtronic · Los Angeles, California, United States
We anticipate the application window for this opening will close on - 26 Oct 2026
Careers that change lives start here. Medtronic is a global leader in healthcare technology with a Mission to alleviate pain, restore health, and extend life. Our 95,000 employees work across more than 150 countries to put patients first — developing innovative medical technologies that improve the lives of 72+ million patients each year. Your unique talents will help shape the future of healthcare while building a career grounded in purpose, growth, and impact.
A Day in the LifeThe Surgical Robotics business is commercializing the Hugo™ Robotic-Assisted Surgery (RAS) System, expanding Medtronic’s surgical ecosystem across open, laparoscopic, robotic, and digital surgery technologies. This commercial organization partners with health systems, integrated delivery networks, academic medical centers, and community hospitals to advance adoption of robotic-assisted surgery through capital equipment sales, recurring instrument utilization, and service solutions.
This field-based sales leadership role supports an assigned U.S. region and requires residence within the territory. Regular travel to customer sites, regional meetings, and business reviews is required, with expected travel of approximately 50-75%.
The Area Sales Director is responsible for leading regional commercial strategy, revenue growth, and customer adoption of the Hugo™ Robotic-Assisted Surgery platform. This role leads a team of sales professionals focused on complex healthcare capital sales opportunities, develops strategic customer relationships, and collaborates cross-functionally to drive procedural growth and long-term business performance.
Primary Responsibilities
- Lead regional commercial strategy and execution to achieve capital equipment, service, and utilization revenue objectives.
- Direct, coach, and develop a team of Capital Sales Specialists through complex healthcare capital sales opportunities.
- Build executive-level relationships with hospital administrators, health system leaders, surgeons, and value analysis stakeholders.
- Drive opportunity management, forecasting accuracy, and pipeline performance utilizing SPANCO methodology and commercial review processes.
- Partner with Marketing, Clinical, Customer Success, Finance, Legal, and Market Access teams to advance strategic opportunities and accelerate customer adoption.
- Develop customer business cases, total cost of ownership analyses, and economic value propositions supporting capital investment decisions.
- Negotiate and execute complex agreements with health systems, integrated delivery networks, and academic medical centers.
- Recruit, develop, and retain top commercial talent while fostering accountability and customer focus.
Required Qualifications
- Bachelor's degree with 10+ years of healthcare capital sales experience, including 7+ years of people leadership; OR Advanced degree with 8+ years of healthcare capital sales experience, including 5+ years of people leadership.
- Experience leading complex healthcare capital equipment sales cycles, executive-level customer engagement, and contract negotiations.
- Experience managing regional sales performance, forecasting, and pipeline execution.
- Ability to travel 50-75% within the assigned region.
- Residency within the assigned U.S. sales region.
Preferred Qualifications
- 5+ years of experience leading sales teams in healthcare capital equipment environments.
- Experience in robotic-assisted surgery, minimally invasive surgery, surgical technologies, or medical device capital equipment.
- Experience managing sales forecasting, pipeline management, and commercial performance metrics.
- Experience developing customer business cases, total cost of ownership models, and procedural economics analyses.
- Experience selling to integrated delivery networks, academic medical centers, and large health systems.
For Baccalaureate degrees earned outside of the United States, a degree that satisfies the requirements of 8 C.F.R. § 214.2(h)(4)(iii)(A) is required.
Physical Job Requirements
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position.
The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role.
U.S. Work Authorization & Sponsorship
At Medtronic, we are committed to fostering an environment where employees can thrive and make a meaningful impact. In alignment with our enterprise-wide workforce planning approach, U.S. work authorization sponsorship (H-1B, TN, J, etc.) is offered exclusively for Principal-level roles and above, where specialized expertise aligns with long-term business needs. Roles below the Principal level require candidates to possess unrestricted U.S. work authorization at the time of hire and for the duration of employment.
Recruitment Fraud Alert
We are aware of phishing scams targeting job seekers. Please keep the following in mind:
Apply only through official Medtronic channels. All legitimate Medtronic recruiting communications come from approved Medtronic platforms and official @medtronic.com email addresses.
Medtronic will never ask for payment or sensitive personal information (such as bank account or Social Security details) during early stages of the hiring process. Any such requests are not legitimate.
If you receive a suspicious message claiming to be from Medtronic, do not respond, click links, or open attachments.
If you have any questions, concerns regarding the authenticity of a communication alleged to have been made by or on behalf of Medtronic, please contact us immediately at AskHR@medtronic.com.
Benefits & Compensation
Medtronic offers a competitive Salary and flexible Benefits Package
A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create. We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage.
Salary ranges for U.S (excl. PR) locations (USD):$230,000 - $230,000
The base salary range is applicable across the United States, excluding Puerto Rico and specific locations in California. The offered rate complies with federal and local regulations and may vary based on factors such as experience, certification/education, market conditions, and location. Compensation and benefits information pertains solely to candidates hired within the United States (local market compensation and benefits will apply for others).
In addition to Base Salary, this position is eligible for a Sales Incentive Plan (SIP), which provides the opportunity to earn significant incentive compensation for achieving or exceeding your goals.
The following benefits and additional compensation are available to those regular employees who work 20+ hours per week: Health, Dental and vision insurance, Health Savings Account, Healthcare Flexible Spending Account, Life insurance, Long-term disability leave, Dependent daycare spending account, Tuition assistance/reimbursement, and Simple Steps (global well-being program).
The following benefits and addi