Director, Regional Sales - Mid-West

Role Summary

The Regional Sales Director is responsible for driving the success of their assigned region through strategic leadership, talent development, and sales execution. This role oversees a team of Territory Managers and partners cross-functionally to ensure commercial objectives are met or exceeded.

Responsibilities

• Sales Strategy & Execution:
  • Meet or exceed regional sales goals by executing aligned commercial strategies
  • Analyze market dynamics and regional data to guide resource allocation and sales optimization
  • Liaise with Marketing, Market Access, and Sales Operations to execute on regional and national plans
  • Monitor territory and regional performance through regular business reviews
• Team Leadership & Talent Development:
  • Recruit, onboard, and retain high-performing Territory Managers
  • Coach and develop team members through consistent field visits, feedback, and performance management
  • Foster a culture of accountability, collaboration, and continuous learning
  • Partner with Sales Training to ensure team alignment with current training initiatives
• Customer & Stakeholder Engagement:
  • Establish and expand a network of customer industry contacts across assigned region
  • Support Territory Managers in strategic account planning and key customer engagements
  • Ensure Vericel is viewed as a trusted partner across healthcare systems

Qualifications

• Bachelor’s degree in business or marketing
• 10+ years of experience in pharmaceutical, biotech, or medical device sales, ideally in orthopedics
• 5+ years of direct leadership experience managing a sales team
• Must have track record of exceeding sales goals in an OR environment
• Strong financial and business acumen with experience in forecasting and budget management
• Proven ability to lead through change, problem-solve, and influence cross-functional partners
• Understanding of medical reimbursement (billing, coding, coverage, and payment) in the healthcare system
• Proven ability to develop and manage high-value accounts, build long-term customer relationships, and drive revenue growth
• Ability to work independently, manage multiple priorities, and adapt in a dynamic environment
• Must manage daily travel demands, including occasional overnights and weekend days