Field Sales Trainer

🔥 1 minute ago

🌽 Illinois, Texas – Remote

🌽 Illinois – Remote 🤠 Texas – Remote

💵 $140k - $180k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🏙️ Outside Sales

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Distalmotion

WebsiteLinkedInAll Job Openings

51 - 200 employees

🏥 Healthcare

💼 Consulting

🍽️ Food & Beverage

💰 Venture Round on 2023-04

Healthcare • Consulting • Food & Beverage

Distalmotion is a company based in Switzerland, dedicated to empowering robotic surgery through its innovative product, Dexter. The company's mission is to make robotic surgery more accessible and easier to adopt for hospitals and surgeons globally, thereby providing more patients with access to minimally invasive care. Distalmotion has received De Novo approval from the U. S. Food and Drug Administration (FDA) to market the Dexter Surgical Robot for adult inguinal hernia repair. The Dexter system is designed to be simple, compact, and open-platform, facilitating its integration into clinical workflows and broad adoption across various healthcare facilities. Established in 2012, Distalmotion is committed to setting a new standard of care in the field of robotic surgery.

📋 Description

• Develop curriculum for new Area Sales Manager (ASM) and Clinical Sales Specialist (CSS) hires covering the capital selling process for high-priced strategic capital equipment • Develop and deliver training on value propositions for clinical, administrative, economic, and operational buyers • Develop and deliver curriculum on identifying, engaging, equipping, and mobilizing clinical champions toward platform acquisition • Train ASMs and CSSs to build coalitions of champion surgeons across territories, ASC networks, or IDNs • Coach teams on structured, reproducible sales methodologies, including opportunity qualification, needs development, consensus building, and advancing high-value capital deals • Help newly hired ASMs and CSSs create territory attack plans and prioritize target accounts • Teach strategic competitive positioning and differentiation of Distalmotion's DEXTER Robotic Surgery System • Coach teams on integrating clinical support and case coverage with capital selling to drive capital decisions and sustained utilization • Provide talent assessment feedback to leadership • Work closely with commercial leadership and field teams to establish repeatable sales methodologies and a results-oriented sales culture

🎯 Requirements

• Bachelor's degree required • Proven track record of success in selling high-value capital equipment, including experience developing financial models, structuring financing proposals, and presenting compelling economic value propositions to customers • Demonstrated history of consistently achieving sales quotas, with a strong understanding of the discipline, strategy, and execution required to close complex, high-value capital sales • Experience selling disruptive technologies or capital equipment that fundamentally changes how customers operate, deliver services, or approach their business • Strong understanding of the clinical, administrative, operational, and economic factors that influence capital purchasing decisions, beyond traditional clinical selling • Proven ability to identify, develop, and mobilize influential clinical champions, including surgeon Key Opinion Leaders (KOLs), to influence purchasing decisions and drive peer adoption of new technology • Experience building and leveraging networks or coalitions of surgeon champions to generate clinical advocacy, accelerate capital acquisition, and support long-term platform utilization • Ability to partner closely with clinical sales teams, translating clinical support, surgeon engagement, and case coverage into commercial opportunities and capital purchasing decisions • Expertise in structured, repeatable sales methodologies such as SPIN Selling, Miller Heiman Strategic Selling, Conceptual Selling, MEDDIC, or comparable frameworks, with experience coaching teams to apply these methodologies in complex sales environments • Demonstrated leadership and influence among peers, including experience serving as a field sales trainer, mentoring colleagues, participating in leadership development programs, or taking on other informal or formal leadership responsibilities • Strong understanding of the Ambulatory Surgery Center (ASC) environment, including operating agreements, Integrated Delivery Networks (IDNs), payer dynamics, reimbursement models, and state-specific regulatory considerations • Previous management experience, including hiring, performance management, talent assessment, and developing high-performing commercial teams • Preferred: Experience in marketing, product positioning, or commercial strategy, particularly within the medical device or healthcare technology industry

🏖️ Benefits

• Medical • Dental • Vision • 401K

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