Job Title: Area Vice President, Sales, Endoscopy - Full Portfolio (Respiratory, Urology, and ENT)
Reports To: Vice President, Sales, North America
Position Summary:
Ambu is a global industry leader with the soul of a startup. Our dedicated and passionate team members are driven by our mission to save lives and improve patient care through innovative medical devices and industry changing single use scopes. We are led by our values: Take Charge, Team Up, and Be True.
The Area Vice President, Sales will lead multiple Regional Sales Directors (RSDs) and Senior Regional Sales Directors (SRSDs) overseeing Respiratory, Urology, and ENT. This role is responsible for developing and executing the regional commercial strategy, driving adoption of Ambu's full endoscopy ecosystem within hospitals, and ensuring alignment across franchises to deliver exceptional growth. The AVP will collaborate cross-functionally to expand Ambu's market-leading position in single-use endoscopy through a unified and customer-centered approach.
Essential Functions and Responsibilities:
Leadership & Strategy
- Lead, develop, and inspire a team of Regional Sales Directors and their multi-specialty field teams to achieve and exceed annual sales targets.
- Own the hospital ecosystem from a corporate standpoint, ensuring consistent engagement across administration, physicians, supply chain, infection prevention, and executive leadership.
- Develop and execute a comprehensive Ecosystem Selling strategy that integrates Respiratory, Urology, ENT, and Specialty portfolios into a cohesive value proposition for hospitals and IDNs.
- Partner with the CSO, VPs, and other ASDs to define and execute Ambu's national commercial strategy and ensure cross-regional alignment.
- Build and sustain a culture of performance, collaboration, accountability, and innovation.
- Collaborate with Marketing, Corporate Accounts, and Health Economics teams to drive strategic conversions and maximize value across health systems.
- Represent Ambu at the corporate level with hospital executives, ensuring alignment on contracts, capital planning, and system-level initiatives.
Sales Management & Execution
- Oversee all regional business planning, forecasting, and performance management processes.
- Ensure consistent use of Salesforce for accurate forecasting, pipeline visibility, and opportunity management.
- Monitor and analyze key performance indicators to identify opportunities, challenges, and competitive dynamics.
- Coach RSDs on strategic account planning, resource allocation, and large-deal execution.
- Partner with Corporate Accounts to secure system-level agreements and expand Ambu's footprint across IDNs and health systems.
- Collaborate cross-functionally to support product launches, ensure operational readiness, and accelerate adoption of new technologies.
- Manage area budgets, quotas, and expense controls to align with corporate financial objectives.
Coaching & Talent Development
- Recruit, develop, and retain high-performing Regional Sales Directors and future leadership talent.
- Conduct regular field rides and business reviews with RSDs and SRSDs to evaluate strategy execution and provide developmental feedback.
- Build leadership capability through consistent coaching and reinforcement of the Ambu Way of Selling methodology.
- Drive professional development and succession planning, ensuring readiness of next-generation leaders.
- Recognize performance excellence while maintaining accountability to Ambu's values and objectives.
Cross-Functional & Ecosystem Collaboration
- Champion the "One Ambu" mindset by driving collaboration across Respiratory, Urology, ENT, and Specialist teams to ensure full-portfolio execution and ecosystem alignment.
- Partner with Corporate Accounts, Clinical Education, Marketing and Integration teams to ensure successful evaluations, conversions, and implementations.
- Leverage Health Economics and clinical data to articulate Ambu's value proposition to hospital executives.
- Collaborate with Marketing and Global Product Management to align regional strategy with product development priorities and market needs.
- Actively participate in strategic planning sessions and corporate initiatives to shape Ambu's growth strategy.
External Stakeholder Engagement
- Serve as Ambu's executive representative to C-suite and system-level hospital stakeholders, ensuring alignment between corporate goals and customer priorities.
- Maintain strong relationships with key decision-makers, including hospital administration, physicians, supply chain, infection prevention, risk management, and BioMed.
- Support RSDs, SRSDs, and field teams in navigating complex health system relationships to secure long-term partnerships.
- Engage with Value Analysis Committees (VACs) and contracting teams to drive portfolio expansion and strategic agreements.
- Represent Ambu at national and regional conferences, professional societies, and industry events to build market presence.
Performance Criteria
- Achievement of assigned area sales quota and growth objectives across all portfolios.
- Expansion of Ambu's ecosystem footprint across hospitals and IDNs.
- Strength and accuracy of regional forecasting, pipeline management, and Salesforce discipline.
- Talent development and retention of high-performing RSDs and field teams.
- Execution of corporate initiatives, product launches, and system-level conversions.
- Demonstrated hospital ownership and engagement at the executive level.
- Alignment and collaboration across functional and franchise lines.
- Timely, data-driven reporting and performance transparency.
- Modeling of Ambu's values - Take Charge, Team Up, Be True - through consistent leadership and integrity.
Qualifications & Experience:
- Bachelor's degree in business, Management, or related field required; MBA preferred.
- Minimum of 2 years leading leaders (RSDs or equivalent) and 6+ years in hospital-based medical device sales leadership.
- Proven ability to lead multi-specialty sales organizations and exceed performance expectations.
- Strong financial and business acumen with advanced analytical and problem-solving skills.
- Demonstrated success managing large, complex IDN and hospital system relationships.
- Excellent communication, negotiation, and executive presence skills.
- High proficiency in Salesforce, Excel, PowerPoint, and data-driven business management.
Travel:
Approximately 60%+ overnight travel is required for field support and customer engagement.
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