Regional Sales Manager

Job Overview

The Regional Sales Manager – East is responsible for leading and managing the assigned U.S. domestic sales territory for NSK America (NAM) Surgical division. This role supports and partners with Dealer Principals, Sales Managers, and Sales Representatives to achieve and exceed annual sales quotas through the effective promotion and sale of NSK surgical products.

The Regional Sales Manager oversees multiple territories within the region, directs sales activity, and adjusts sales goals, strategies, and processes as needed to optimize performance. This position designs and recommends sales programs, establishes short- and long-term sales strategies, and drives consistent execution across the sales organization. The role also focuses on building long-term, strategic partnerships with Key Opinion Leaders, surgeons, and customers through close, collaborative engagement.

Essential Functions

• Develop, assemble, and submit annual sales quotas for each assigned Sales Group within the territory; monitor performance against targets and implement corrective actions as needed.

• Provide regional sales leadership and oversight by maintaining strong working relationships with Dealer Principals, Sales Managers, and Sales Representatives to drive consistent execution and revenue growth.

• Build, foster, and maintain key relationships with surgeons, Key Opinion Leaders (KOLs), and clinical stakeholders within the assigned territory to support product adoption, evaluations, and long-term partnerships.

• Actively support Sales Representatives through joint sales calls, account strategy discussions, and ongoing communication (in person and via email, phone, and video conferencing platforms).

• Represent NSK in the operating room and clinical settings as required, providing product support, troubleshooting, and technical assistance during surgical procedures.

• Maintain and manage Salesforce CRM to track targets, pipelines, and opportunities for each Sales Group; generate rolling sales forecasts and ensure consistent follow-up on active opportunities.

• Plan and deliver independent and joint product trainings as needed, ensuring a master-level understanding of NSK products, applications, and sales techniques is communicated regularly to Sales Groups and Sales Representatives.

• Support and assist in the negotiation of sales transactions and agreements, including pricing strategies, consignment arrangements, evaluations, and other commercial terms.

• Prepare and submit monthly sales highlights, performance updates, and ad hoc reports to keep the National Sales Manager informed of progress, risks, and opportunities.

• Develop and execute territory-level sales plans in alignment with the National Sales Manager to maximize growth opportunities, including preparation of quarterly sales forecasts.

• Evaluate and rate Sales Group performance to establish targeted support and development plans aimed at improving execution and increasing revenue.

• Create and manage an annual territory business plan designed to achieve or exceed assigned sales quotas across all Sales Groups.

• Participate in and present at Quarterly Business Review (QBR) meetings, reporting on sales results versus quota, pipeline health, and forward-looking forecasts for individual Sales Groups and the overall territory.

• Collaborate with internal teams to support sample and demo inventory operations, ensuring timely availability, efficient turnaround, and continuous sales support.

• Attend and support tradeshows, cadaver labs, training programs, and professional conferences as required.

• Work closely with sales channels and internal stakeholders to establish and optimize the best route-to-market strategies for NSK product lines, brands, and targeted market segments.

Core Competencies

• Influential Communication: Proven ability to communicate effectively and influence stakeholders at all levels of the organization, including executive leadership, distributors, and clinical customers.

• Cross-Functional Collaboration: Demonstrated ability to work collaboratively across functions such as sales, marketing, operations, and customer support to drive aligned execution and results.

• Leadership Mindset & Professionalism: Consistently demonstrates a positive, professional attitude with the ability to lead through influence, accountability, and example.

• Strategic & Tactical Thinking: Ability to develop, support, and execute sales and marketing strategies that drive revenue growth and market expansion.

• Customer & Clinical Acumen: Strong ability to relate to, understand, and anticipate customer needs, including clinical workflows and decision-making processes.

• Product & Market Expertise: In-depth knowledge of company products, competitive offerings, and relevant sales and marketing principles within the medical device industry.

• Training & Presentation Skills: Comfortable delivering live product demonstrations, clinical trainings, and evaluations in professional and operating room environments.

• Analytical & Problem-Solving Skills: Strong analytical capabilities with the ability to identify issues, evaluate options, and implement effective solutions.

• Time & Territory Management: Excellent time management skills with the ability to prioritize tasks, manage multiple territories, and balance short- and long-term objectives.

• Adaptability & Travel Readiness: Ability to travel approximately 50% or more, including occasional weekends, and adapt to a dynamic, field-based work environment.

Qualifications

• A minimum Associate's degree required, with 5 years of experience in medical device sales, clinical sales, or sales management.

• Strong preference for experience in Neuro and/or Spine or other complex, procedure-driven surgical specialties.

• Excellent communication skills, including interpersonal, verbal, written, and presentation abilities, with the capacity to engage effectively with customers, distributors, and internal stakeholders.

• Demonstrated technical aptitude and business acumen, with the ability to translate clinical value into commercial outcomes.

• Proficient in Microsoft Office applications, particularly Excel, PowerPoint, Word, and Outlook.

• Experience using Salesforce or comparable CRM platforms preferred.

Physical Demands

While performing the duties of this position, the employee is regularly required to communicate verbally and audibly. The role involves a combination of sitting, standing, walking, bending, and repetitive hand and arm movements, including grasping, reaching, pulling, and typing.

The employee must be able to frequently lift and/or move up to 35 pounds, including handling product samples, demonstration equipment, and other materials necessary to support sales and clinical activities.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.