Regional Sales Director

About the role

The Regional Sales Director is responsible for building and developing a highly effective sales team with the ability to successfully launch a new therapeutic product. This role establishes sales strategies to attain monthly, quarterly, and annual sales goals while penetrating underserved clinical markets. The hire will assist with the development and ongoing review of sales compensation and training programs to ensure competitive and performance-driven structures. A critical responsibility is ensuring all field representatives comply with regulatory requirements, including HIPAA, during every interaction. The director will educate therapists, patients, and physicians on the Flexitouch system and other company offerings through professional in-services and demonstrations. This position will provide input into senior management meetings and help shape continuous improvement and best practices for the sales organization. Ultimately, the hire will drive revenue growth and market adoption through strategic leadership and hands-on guidance.

Key facts

What you'll do

• Recruit, hire, train and lead a team of Territory Account Managers across assigned geographic locations, ensuring they utilize available resources to form alliances and close sales.
• Establish sales strategies to achieve monthly, quarterly, and annual sales goals through research and identification of new marketing opportunities.
• Provide analysis and evaluation of the effectiveness of sales methods, costs, and results to refine overall performance.
• Assist in developing and continuously reviewing Territory Account Managers' compensation and training programs to reward performance while preventing overcompensation of poor performers.
• Educate therapists, patients, and physicians on the Flexitouch system and other products and services offered by Tactile Systems Technology through professional in-services and demonstrations.
• Provide customer support by training teams, handling reimbursement concerns, and resolving complaints while staying current on reimbursement processes within the territory.
• Assist senior management in meetings by offering suggestions for continuous improvement and best practices based on field insights.
• Travel 70% of the time within territory and outside territory for conferences and training as required.
• Lift up to 20 pounds as part of regular job duties in field and office settings.
• Perform other duties as assigned by management to support organizational priorities.
• Ensure all field representatives maintain compliance with HIPAA and other regulatory requirements at all times.
• Identify and pursue new clinical markets to expand reach and product adoption.
• Monitor competitor activity and market trends to adjust strategies and maintain competitive advantage.
• Collaborate with marketing and product teams to align sales initiatives with broader company objectives.

Requirements

• Hold a Bachelor's degree or possess equivalent sales experience that demonstrates comparable knowledge and capability.
• Bring home medical equipment and/or pharmaceutical sales management experience to ensure familiarity with the industry landscape.
• Show a proven ability to increase revenue through motivation and the formation of strategic partnerships and alliances.
• Accumulate 5-10 years of experience in sales management roles with increasing responsibility.
• Demonstrate a documented ability to successfully launch new products in competitive markets.
• Maintain the physical capacity to lift up to 20 pounds during routine job activities.
• Commit to traveling 70% of the time within the assigned territory and to external locations for conferences and training.
• Operate effectively in a field environment that may involve extended hours and variable schedules.
• Adhere to company policies and regulatory standards, including HIPAA compliance in every interaction.
• Thrive in a results-driven setting where performance metrics directly influence compensation and career progression.
• Communicate professionally with therapists, patients, physicians, and internal stakeholders at all times.
• Accept responsibility for team development, coaching, and performance management to build a high-performing sales force.
• Navigate complex reimbursement processes and provide accurate guidance to customers and team members.
• Support continuous improvement initiatives by contributing insights during senior management discussions.

Nice to have

No preferred items were specified beyond the stated requirements and responsibilities.

Practical notes

• This position requires travel 70% of the time within territory and outside territory for conferences and training.
• The role is exempt from standard hourly wage regulations under sales classifications.
• Eligible candidates must meet the outlined experience and educational benchmarks without exception.
• The compensation range begins at $125,000 and extends to $157,500 based on location, expertise, and performance potential.
• Additional benefits include medical, dental, and vision coverage, retirement benefits, an employee stock purchase plan, paid time off, parental leave, family medical leave, volunteer time off, and other wellness benefits.
• Employment is offered as an exempt sales position with eligibility for the sales incentive plan.
• All hires must successfully complete any background checks or compliance verifications required by corporate policy.
• The start date will be determined based on business needs and candidate availability.
• Applicants must be authorized to work in the United States without sponsorship for this role.
• This position reports to senior leadership within the sales organization and operates as a key leadership role in the commercial growth strategy.