For more than 50 years, AliMed has helped healthcare professionals address real-world challenges through specialized medical products and practical clinical solutions. The Regional Sales Manager plays an important role in continuing that mission by developing the assigned territory, building strong customer relationships, and identifying opportunities to grow AliMed's business.
POSITION PURPOSE
The Regional Sales Manager is responsible for driving profitable growth within an assigned territory through new customer acquisition, expansion of existing accounts, and increased adoption of AliMed's products and solutions.
This position requires a strong understanding of the broader healthcare ecosystem, including IDNs, manufacturers, distributors, group purchasing organizations (GPOs), and healthcare providers, and the ability to translate that knowledge into business opportunities. The Regional Sales Manager serves as the primary owner of the territory, building relationships across clinical, supply chain, operations, and finance stakeholders while coordinating internal and external resources to execute strategies and achieve business objectives.
Success in this role requires a proactive, ownership-oriented approach to identifying opportunities, creating demand, developing customer relationships, and delivering measurable results.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Develop and execute a strategic territory sales plan to achieve revenue, gross profit, and growth objectives.
Identify, develop, and acquire new customers across hospitals, health systems, ambulatory surgery centers, and other healthcare markets.
Build and maintain long-term relationships with existing customers while identifying opportunities to expand product penetration and grow AliMed's proprietary and differentiated product portfolio.
Identify opportunities for product conversions, standardization, long-term customer agreements, and other initiatives that support profitable, sustainable growth.
Develop strong relationships with clinical stakeholders, including surgeons, nurses, and clinical leaders, to understand clinical needs and identify solutions that support patient care and workflow improvements.
Engage supply chain, purchasing, contracting, operations, and finance stakeholders to understand customer priorities, purchasing dynamics, pricing considerations, and financial objectives.
Serve as the primary coordinator, or "quarterback," for the territory by bringing together internal resources, sales partners, Strategic Accounts, Inside Sales, Product Management, and other stakeholders to support customer opportunities and execute account strategies.
Develop and maintain a qualified pipeline of new business and account-expansion opportunities.
Maintain accurate and timely customer, account, and opportunity information within the company CRM and use sales analytics and customer intelligence to support territory planning and forecasting.
Develop account strategies for priority customers and identify whitespace opportunities within existing accounts.
Monitor customer needs, market trends, competitive activity, and emerging opportunities within the assigned territory.
Understand the healthcare ecosystem and how IDNs, manufacturers, distributors, group purchasing organizations (GPOs), and healthcare providers influence purchasing decisions.
Collaborate with distributor representatives, independent sales partners, and other external sales resources to identify and advance opportunities.
Partner cross-functionally with Product Management and other internal teams to share customer and market intelligence and support commercial initiatives.
Apply strong commercial judgment to pricing, profitability, negotiations, customer economics, and resource allocation.
Provide regular reporting and updates regarding territory performance, pipeline development, customer activity, competitive dynamics, and growth opportunities.
Maintain knowledge of AliMed products, services, value propositions, and relevant healthcare-market trends.
Demonstrate ownership and accountability for territory performance and achievement of assigned business objectives.
Perform other duties as assigned.
EDUCATION AND/OR WORK EXPERIENCE REQUIREMENTS
Bachelor's degree in Business, Marketing, Healthcare Administration, or a related discipline is required.
5+ years of progressive healthcare sales or commercial experience, preferably within IDN-facing sales, medical manufacturing, healthcare distribution, GPOs, or direct provider-facing sales.
Demonstrated success acquiring new customers, expanding existing accounts, and delivering measurable revenue growth.
Proven success selling proprietary or differentiated medical products and supporting product conversions preferred.
Strong understanding of healthcare purchasing processes and the roles of clinical, supply chain, contracting, and finance stakeholders.
Demonstrated financial and commercial acumen, including knowledge of pricing, profitability, negotiations, and customer economics.
Proven ability to develop and execute territory and account strategies and manage a qualified sales pipeline.
Background working with hospitals, health systems, ambulatory surgery centers, healthcare distributors, GPOs, or similar healthcare organizations preferred.
Proficiency with CRM systems and sales analytics to manage customer activity, opportunities, forecasting, and territory performance.
Demonstrated ability to work cross-functionally and influence internal and external stakeholders without direct reporting authority.
Ability to independently manage a geographic territory while effectively collaborating with internal teams and external sales partners.
Strong communication, relationship-building, negotiation, organizational, and problem-solving skills.
Ability to prioritize opportunities, manage multiple customer initiatives, and adjust quickly to changing customer and market needs.
Demonstrated initiative, accountability, intellectual curiosity, adaptability, and commitment to continuous improvement.
PHYSICAL REQUIREMENTS:
Ability to safely and successfully perform the essential job functions consistent with federal, state and local standards, including meeting qualitative and/or quantitative standards.
Ability to maintain regular, punctual attendance.
While performing the duties of this job, the employee is regularly required to sit and talk and hear. The employee is occasionally required to stand, walk and reach with hands and Specific vision abilities required by this job include close vision and ability to adjust focus.
Must be able to travel approximately 50-75% of the time within the assigned territory and as otherwise required for customer meetings, company meetings, trade shows, and other business needs.
AliMed is an affirmative action/equal opportunity employer. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, military service, national origin, age, disability, veteran status, or any other basis protected by applicable state and federal law.