Zone Sales Director - Western

This role can be based anywhere in Southern California and/or Phoenix, AZ with the expectation of 60-70% travel. About NeurOptics NeurOptics® is the global leader in the science of pupillometry, developing innovative technologies to enhance medical decision-making and improve patient outcomes in critical care, neurology, neurosurgery, emergency medicine, and clinical research. Headquartered in Irvine, California, our products are used in over 40 countries worldwide. At NeurOptics, we are passionate patient advocates, driven to improve neurological outcomes through advanced technology.---Position Overview The Zone Sales Director (ZSD) plays a pivotal role in leading a dynamic sales team focused on driving the adoption of pupillometry as a standard of care. Reporting to the Chief Commercial Officer, the Western ZSD is responsible for coaching, developing, and managing a team of Area Sales Managers (ASMs) who have responsibility for managing Territory Managers (TMs), and Clinical Specialists (CSs) to achieve their sales goals, build strategic account relationships, and execute the Company's sales strategies within their assigned geographic area and across their Area.This position requires extensive overnight travel, regular fieldwork, tradeshow attendance and engagement across multiple time zones. Participation in onsite meetings at our Corporate Headquarters in Irvine is required quarterly.---Candidate DescriptionThe Zone Sales Director (ZSD) candidate is an individual who emulates a collaborative, team-oriented approach. The successful Zone Sales Director (ZSD) candidate has a long history of demonstrated management skills to include:- High level of emotional intelligence as it relates to developing team-oriented, positive andteam-focused approach to interactions with their direct sales team members, colleagues, internal team members, etc.- Driven by affecting the achievement of success through others. The Zone Sales Director (ZSD) position is wholly focused on effectively coaching, developing, and motivating their sales team to achieve their territory objectives, develop successful customer relationships, and develop their sales and territory management skills.- Focused on team success. The successful Zone Sales Director (ZSD) candidate, while having a demonstrated history of individual sales success, is an individual who is internallymotivated by helping others succeed through coaching, strategizing, and working together with their sales teammates to achieve their team members' territory goals.- Enjoys and is motivated by affecting the achievement and recognition of success of others, vs individual success.---Key Responsibilities1. Sales Team Management:· Lead and develop a high-performing sales team, including ASMs, TMs, and CSs, to achieve territory sales objectives.· Coach team members in sales strategies, account management, and clinical applications of NeurOptics' products, driving adoption of technology across our customer base in the critical care and emergency medicine markets.· Create a collaborative, team-focused environment that values individual strengths and promotes professional development.· Implement incentive programs, establish clear performance metrics, and provide ongoing training to enhance team skills.2. Strategic Account Management:· Personally manage key strategic accounts, expanding pupillometry adoption within assigned health systems.· Work with the sales team to develop and execute account strategies, build deep customer relationships, and map decision-makers and influencers.· Develop deep customer relationships with Key Opinion Leaders across their assigned geography in strategic accounts.3. Sales Execution and Tools:· Manages front-end national, regional and individual account contract and pricing agreement requests by personally reviewing the contracts and ensuring standardization of terms and conditions per NeurOptics policies.4. Sales Execution and Tools:· Drive the effective use of CRM tools for account planning, data tracking, and sales analysis.· Partner with internal teams (Marketing, Customer Service, Operations) to support and achieve sales initiatives as determined by the Chief Commercial Officer.· Oversee product launch plans and ensure consistent sales messaging at the account level.· Provide leadership in standardized NeurOptics Sales Team Management Tools to include:o Path-to-Quota (PTQ) development by Territory, Area and Zoneo Territory, Area and Zone Funnel development and managemento NeurOptics Sales Procedures and Guidelines to include areas of: onboarding/ offboarding, recruiting, expense management, customer follow-up, etc.5. Travel and Field Engagement:· Conduct routine fieldwork with team members, prioritizing coaching and skill development through regular field work-with travel and customer sales meetings.· Attend key tradeshows, serve as "Director in Charge" when assigned, and participate in home-office meetings as needed.6. Vision and Leadership:· Foster innovative thinking to generate customer-focused business solutions aligned with company goals.· Collaborate with leadership to identify and develop new sales opportunities.---Candidate Qualifications· Education: Bachelor's degree required; Master's degree preferred.· Experience:o 15+ years of proven success in medical device sales and in critical care (ICU) and emergency settings with 5+ years of leadership and managing managers.o Demonstrated history of successful coaching and developing high-performing sales teams.o Expertise in concept-selling new clinical technologies to acute care providers.o High knowledge of CRM tools and data-driven account planning.o Strong level of experience developing territory funnels, establishing forecasts and projecting revenue by territory.· Skills:o High emotional intelligence and team-focused leadership style.o Exceptional written and oral communication skills.o Exceptional critical thinking skills.o Highly proficiency in MS Excel, PowerPoint, Word, and Outlook.· Other Requirements:o Up to 60-70% travel, including overnight stays.o Valid driver's license and ability to meet hospital credentialing requirements.---Training and Development NeurOptics emphasizes professional development through a comprehensive onboarding program, which includes training in leadership, strategic thinking, and account development. Ongoing education is provided to ensure all team members are equipped to represent our products effectively.---Compensation and Benefits We offer a competitive benefits package, including healthcare, 401(k), paid vacation, and sick time.---Physical RequirementsThis is a home-based role that requires extensive travel and frequent phone and computer use. Fieldwork involves standing, walking, and sitting for extended periods during customer meetings and hospital visits.

Created: 2025-03-09