Director of Sales= Central Region/Capital Equipment
Our client is seeking an experienced Director of Sales to lead and develop a regional sales team within the office-based capital equipment market. This hands-on leadership role is responsible for driving sales performance, developing talent, and executing growth initiatives across a large Central U.S. region. The ideal candidate has a strong track record leading sales teams that sell high-value capital equipment directly into dental practices, physician offices, clinics, or similar office-based healthcare settings. Dental capital equipment experience is strongly preferred; relevant office-based medical capital equipment experience will also be considered. This is an opportunity to make a meaningful impact on a developing sales organization, strengthen field execution, and accelerate growth across a region with significant untapped potential. We are looking for a leader who believes in being in the field with their team—actively coaching representatives, developing talent, driving accountability, and helping move opportunities through the sales process. The Director will be highly engaged with the field organization, customers, and sales process and should expect approximately 50%+ travel throughout the region.
Key Responsibilities
Lead, coach, and develop a regional team of sales representatives. Drive achievement of regional revenue, pipeline, and performance goals. Spend significant time in the field working alongside sales representatives, providing hands-on coaching and support. Coach representatives on prospecting, opportunity development, product demonstrations, ROI/value selling, negotiations, and closing. Conduct regular field rides, one-on-one meetings, pipeline reviews, and performance coaching. Develop and execute regional sales strategies to drive new business and market growth. Help representatives navigate high-value capital equipment opportunities from initial prospecting through close. Recruit, onboard, train, and develop sales talent. Establish accountability around sales activity, pipeline development, forecasting, and results. Build and maintain productive relationships with customers, distribution partners, and key stakeholders throughout the region. Partner with senior leadership on regional strategy, growth opportunities, and overall sales execution. Candidate Requirements: Proven experience successfully leading and developing field sales teams. Strong background in office-based capital equipment sales. Dental capital equipment experience strongly preferred. Experience with other physician-office capital equipment markets, such as aesthetics, ophthalmology, optometry, or similar healthcare specialties, will be considered. Demonstrated success selling and/or leading teams selling directly to practice owners and other office-based decision-makers. Strong understanding of the capital sales process, including prospecting, demonstrations, ROI/value selling, financing considerations, negotiations, and closing. Demonstrated history of improving sales performance through hands-on coaching and development. Experience managing a geographically dispersed sales organization. Strong business acumen with the ability to manage sales metrics, forecasting, pipeline, and regional strategy. Comfortable holding teams accountable while maintaining a positive, performance-driven culture. Ability and willingness to travel approximately 50%+. Texas strongly preferred due to the growth opportunity and geography of the region. Territory: Central U.S. – Covering Texas, Colorado (Denver), and extending east through the Midwest to Ohio, including Nashville. Travel: Approximately 50%+