Manager, Sales Associates - Southwest
US
Sales Associate Manager – Southwest Region
Location: Candidate must reside in Southern California (Los Angeles–San Diego) or in Houston, Dallas, or Austin.
Job Purpose
The Sales Associate Manager oversees hiring, development, and performance of Sales Associates across the Southwest region, including Los Angeles, Orange County, San Diego, San Francisco, Phoenix, Dallas, Austin, Houston, San Antonio, and Sacramento.
Reporting to the Sr. Director, Sales Associates & Sales Administration, this leader is responsible for building a high‑performing team that supports sales growth, drives exceptional customer experiences, and develops future Sales Executives. The role requires strong collaboration with field sales, service teams, and internal functional partners.
Key Responsibilities
Leadership & Team Development
- Recruit, train, and coach Sales Associates to deliver strong sales support and progress toward Sales Executive readiness.
- Manage day‑to‑day field activities, ensuring consistent development in case support, technical troubleshooting, product demonstrations, and customer engagement.
- Provide timely performance feedback, mentor soft skills and selling competencies, and create growth opportunities aligned with career paths.
- Foster a collaborative, high‑performance culture centered on shared goals, accountability, and the KARL STORZ core values.
Operational & Territory Management
- Plan and execute regional goals, targets, and resource allocation to maximize coverage and sales impact.
- Align with local Sales Managers and Sales Executives to coordinate trials, loaners, installations, software upgrades, and tray inspections requiring Sales Associate involvement.
- Assign and oversee out‑of‑territory support when needed for trials, case coverage, or other strategic initiatives.
- Ensure adherence to all company policies, procedures, and ethical standards.
Strategic Planning & Program Development
- Provide clear direction on how Sales Associates can drive productive activity and contribute to territory growth.
- Partner with leadership to shape the regional deployment strategy and continuously evolve the Sales Associate program.
- Use data‑driven insights to identify risks, opportunities, and resource optimization strategies that improve market share and revenue.
- Help develop and implement initiatives that accelerate the promotion of high‑potential Sales Associates into Sales Executive roles.
Quota Support & Strategic Selling
- Guide the team in supporting complex capital opportunities involving senior hospital stakeholders.
- Model and reinforce disciplined strategic selling approaches that help the region meet quota.
Relationship Building
- Build strong, long‑term relationships with physician champions, hospital administrators, and key internal partners (Sales Finance, Service, Operations, Corporate Accounts, IS, Marketing).
- Represent KARL STORZ professionally during executive‑level interactions and market‑level engagements.
Qualifications
Education & Experience
- Bachelor’s degree or equivalent experience.
- Minimum 5 years in sales, ideally in healthcare capital equipment and/or consumables.
- At least 1 year of people leadership, project leadership, or “lead” responsibilities.
- Strong background supporting case coverage and understanding OR protocols.
- Proven experience in strategic selling with examples of impactful wins.
- Experience working with high‑tech or network‑based solutions.
- Experience engaging with C‑suite stakeholders and supporting complex financing discussions.
- Must be able to meet and maintain all credentialing requirements established by hospitals and healthcare facilities where services will be provided. This includes, but is not limited to, background checks, verification of licensure, certifications, immunizations, and any other documentation necessary for hospital privileges.
Skills & Competencies
- Ability to oversee field operations, including troubleshooting OR equipment, performing in‑services, and managing strategic activities.
- Strong communication, presentation, and influence skills.
- Success in territory management, opportunity creation, cold calling, closing, and compensation‑driven environments.
- Proficiency in Microsoft Word, Excel, and PowerPoint.
- Ability to travel up to 60% overnight.
- Inclusive, team‑oriented approach with strong problem‑solving ability and data‑driven decision making.
- Ability to facilitate diverse viewpoints and drive action‑oriented solutions.
Preferred
- Prior experience in a sales development program, particularly in medical devices.
- Experience as a high‑performing Account Executive in the device industry.
- KARL STORZ sales experience and Salesforce proficiency.
- Experience leading high‑performing teams, especially in sales.
- Demonstrated success in interviewing, hiring, and performance management.
Essential Functions
- Resource Optimization: Lead and develop Sales Associates to become the future sales bench of the organization.
- Strategic Alignment: Ensure deployment aligns with regional priorities, maximizing bookings potential and customer satisfaction.
- Performance Tracking: Monitor KPIs and training metrics, addressing performance gaps promptly.
- Pipeline Management: Help create and grow pipeline targets in collaboration with Sales Executives and local leadership.
#LI-MN1
KARL STORZ is committed to maintaining a safe work environment for our employees and customers. Most field-based roles at KARL STORZ require hospital credentialing/health screens as a condition of employment. Credentialing can include required vaccinations, health screens & other requirements as outlined by our customers. During the interview process, we encourage you to ask how credentialing/health screens may impact the role you are seeking and if you require any reasonable accommodations regarding these requirements.
The pay range and/or hourly pay rate listed is a good faith determination of potential base compensation that may be offered to a successful applicant for this position at the time of this job posting and may be modified in the future. When determining a specific team member’s base salary and/or hourly pay rate, several factors will be considered including such things as location, specialty, service line, years of relevant experience, education, professional credentials, internal equity, and the amount budgeted for the role.
KARL STORZ is committed to creating an inclusive space where employees are valued for their skills and unique experiences. To achieve this goal, we are committed to diverse voices, and all applicants will receive consideration without regard to race, color, sex, national origin, disability, veteran status, or any other protected characteristic. KARL STORZ is also committed to providing reasonable accommodations during our recruitment process. Should you need assistance or accommodation please email us at taoperations@karlstorz.com.
