Enterprise Surgical Sales Executive

Role Overview

• Serve as the senior clinical sales specialist responsible for driving large-scale custom procedure tray (CPT) conversions at strategic accounts across nationally as prioritized by leadership.
• Partner closely with the Surgical Sales Executive and Surgical Sales leaders to deliver value-driven perioperative solutions through standardization, scaling, and margin up initiatives on existing CPT sales.
• Drive education of conversions and expansions of CPTs across the surgical sales teams while collecting feedback, implementing best practices, and finding solutions to scale and continuously improve profitably.
• Successfully lead high-stakes CPT conversions at specific strategic enterprise accounts.
• Drive and educate Surgical Sales Executives on the standard playbook to scale how to convert and increase overall CPT profitability.
• Expand market share across surgical and perioperative product categories.
• Lead stabilization of off-track conversions through compliance of timeline, target SKUs, and customer satisfaction to ensure long-term customer partnerships.
• Collect feedback, best practices, pain points, and find solutions to remove bottlenecks and scale to continuously improve process.
• Own strategic customer conversion planning and execution, clinical evaluation and implementation leadership, and leadership of CPT Program Management when assigned.
• Recommend improvements to standardization playbook, pricing strategies, margin optimization opportunities, product standardization or procedural optimization initiatives, and CPT growth strategy and proprietary product penetration initiatives.
• Inform sales leadership on account performance, conversion progress, and growth opportunities.

Requirements

• Bachelor’s degree required
• 7-10+ years of medical, B2B, or healthcare sales experience
• Extensive experience leading complex surgical product conversions and implementations
• Strong understanding of CPT programs, perioperative workflows, and hospital purchasing processes
• Proven success managing large strategic accounts and enterprise-level relationships
• Strong financial and business acumen with ability to identify profitability opportunities
• Exceptional communication, presentation, negotiation, and executive engagement skills
• Ability to lead cross-functional initiatives in highly complex healthcare environments
• Strong analytical and problem-solving capabilities
• Proven ability to meet or exceed sales targets in a quota-driven environment
• Proficiency in Microsoft Office (Excel, PowerPoint, Word)
• Preferred: 7+ years of OR/perioperative sales experience
• Experience with surgical products (e.g., drapes, gowns, custom trays)
• Experience leading IDN or large health system conversions
• Familiarity with SPD workflows and hospital systems
• Experience with Challenger or consultative sales methodologies
• Ability to travel extensively within assigned territory (up to 75-85%)
• Valid driver’s license and clean driving record required
• Ability to work in clinical environments, including operating rooms
• Ability to manage multiple complex customer implementations simultaneously

Benefits

• Comprehensive Healthcare Plan
• Medical, dental, and vision plans start on day one of employment for full-time teammates.
• Educational Assistance
• We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program.
• Employer-Paid Life Insurance and Disability
• We offer employer-paid life insurance and disability coverage.
• Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs.
• Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family.
• Health Savings Account (HSA) and 401(k)
• We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits.
• Paid Leave
• In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave.
• Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.