Area Sales Manager, North Central

Distalmotion SA · Remote · US

Base: Not disclosed
OTE: Not disclosed
Posted: 1mo ago

Still open · checked 2h agoon Distalmotion SA's careers page

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The job

What you'd do: Sell the DEXTER robotic surgical system, a capital equipment platform, to ASCs, hospitals, IDNs, and academic centers in North CA (north of Fresno) and Portland, OR. You own the full cycle, including prospecting and closing, plus installed-base utilization.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 54 days. Ask why it's been hard to fill.
Company hiring: 3 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Distalmotion SA? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

About Distalmotion: Distalmotion is a global MedTech company with a mission to expand access to the benefits of robotic surgery through simplified and flexible robotic technology. Its DEXTER® robotic surgical system empowers more surgeons and sites of care—including hospital outpatient departments (HOPDs) and ambulatory surgical centers (ASCs)—to adopt robotic-assisted minimally invasive surgery. Designed to integrate seamlessly into existing surgical workflows, DEXTER is easily moved, quickly set up, and adaptable to operating rooms of any size. The system is commercially available in the United States and Europe. Distalmotion is headquartered in Lausanne, Switzerland. Position Overview: Distalmotion is seeking a high-performing Area Sales Manager to drive adoption of the DEXTER® robotic surgical system within a defined U.S. territory - North CA (North of Fresno), Portland, Oregon. This role will be responsible for developing strategic customer relationships, identifying and converting new business opportunities, and expanding utilization across ambulatory surgery centers (ASCs), hospitals, integrated delivery networks (IDNs), and academic medical centers. The successful candidate will have a proven track record of selling complex capital equipment, surgical technologies, or robotic platforms and will thrive in a fast-paced, entrepreneurial environment. This individual will play a key role in establishing DEXTER as the robotic solution of choice for surgeons and healthcare systems seeking flexibility, efficiency, and improved patient access to robotic surgery. Key Responsibilities: - Develop and execute a territory business plan to achieve and exceed sales objectives. - Identify, qualify, and advance opportunities within ASCs, hospitals, IDNs, academic medical centers, and VA facilities. - Build relationships with surgeons, administrators, supply chain leaders, and executive stakeholders. - Lead the full sales cycle, including prospecting, demonstrations, clinical evaluations, proposal development, contract negotiations, and closing. - Deliver compelling product presentations and demonstrations that clearly articulate the clinical and economic value of the DEXTER robotic surgical system. - Develop and maintain a robust pipeline of opportunities and accurately manage activities within the CRM system. - Partner closely with Clinical, Marketing, Training, and Customer Success teams to ensure exceptional customer experience and successful account launches. - Identify and cultivate key opinion leaders (KOLs) who can support broader market adoption. - Attend regional and national conferences, industry meetings, and customer events to increase market awareness and generate demand. - Drive utilization growth and customer satisfaction within the installed base. - Provide market intelligence, competitive insights, and customer feedback to support commercial strategy. Requirements Education - Bachelor's degree required. - Business, Life Sciences, Biomedical Engineering, Healthcare Administration, or related field preferred. - MBA or advanced degree is a plus. Experience - 7+ years of successful medical device sales experience with a documented history of achieving or exceeding quota. - Experience selling capital equipment, surgical robotics, operating room technologies, or other complex healthcare solutions strongly preferred. - Demonstrated success navigating complex healthcare sales environments involving multiple stakeholders and long sales cycles. - Experience working with ASCs, hospital systems, IDNs, academic medical centers, and physician leadership. - Proven ability to build new markets and drive adoption of innovative technologies. - Startup, launch, or high-growth commercial experience preferred. Skills & Competencies · Strong business acumen and financial selling skills. · Ability to communicate compelling clinical and economic value propositions. · Excellent executive presence, communication, and presentation skills. · Highly self-motivated with an entrepreneurial mindset. · Strong negotiation and contract management capabilities. · Ability to influence cross-functional stakeholders without direct authority. · Data-driven approach to territory planning, pipeline management, and forecasting. · Excellent organizational and account management skills. Distalmotion is an equal opportunity employer committed to building a diverse and inclusive workplace. Benefits Medical Dental Vision 401K

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