Regional Director, U.S. Sales
Description
Candidates for this role should reside in the Western region of the United States.
Regional Director, U.S. Sales
Lead a regional team of Area Sales Managers (ASMs) and Clinical Area Managers (CAMs) and deliver regional revenue, volume and margin to plan. ASMs own DME revenue, contracting and branch execution; CAMs create clinical demand with physicians and care teams. The Regional Director brings both roles together in one regional plan and owns the performance of every ASM and CAM in the region (typically 3 to 4 ASMs and 8 to 10 CAMs).
This role works with the Lead, Clinical Success Enablement and the Senior Director, Clinical Success so that CAM capability and performance develop together.
Responsibilities (Specific Tasks, Duties, Essential Functions of the Job)
- Deliver regional revenue, volume and margin to plan.
- Build one regional plan that sets ASM revenue goals and CAM clinical demand goals together.
- Set goals, conduct performance conversations and own performance ratings for ASMs and CAMs.
- Approve territory plans; protect pod-based coverage and productive field time.
- Own hire and exit decisions for the region with HR, in consultation with the Senior Director, Clinical Success for CAM roles.
- Review each CAM’s strengths, gaps and development priorities with the Lead, Clinical Success Enablement, and coach in the field.
- Track each CAM’s progress toward certification within three months of completing the CAM onboarding program, and participate in certification decisions.
- Direct ASM contracting and pricing with DME customers within guardrails set by the VP, U.S. Sales.
- Translate National Account plans into regional priorities and execution.
- Resolve ASM and CAM boundary questions so the roles remain distinct.
- Run the regional operating cadence using shared dashboards and CRM data.
- Identify territory split triggers using activity, travel and coverage data.
- Conduct all activities in accordance with Inogen policy, the Anti-Kickback Statute and patient-choice requirements; never direct or steer patients to a specific DME.
Knowledge, Skills, and Abilities
- Field sales leadership and coaching at scale.
- DME commercial fluency, including contracting, pricing and branch readiness.
- Territory prioritization and capacity planning.
- Ability to lead two distinct field roles toward one plan.
- Performance management, including difficult conversations.
- Data-driven coaching using CRM and dashboards.
- Strong business acumen and results orientation.
- Excellent oral and written communication skills.
- Willingness to travel (50% to 60%, including overnights).
Qualifications (Experience and Education)
- Bachelor’s degree required.
- 8+ years in medical device, DME/HME or healthcare sales, including 4+ years leading field teams, required.
- Track record leading quota-carrying teams in a regulated environment, required.
- Experience leading clinical or specialist field roles alongside revenue roles, preferred.
- Respiratory, oxygen or sleep market experience, preferred.
- Intermediate proficiency in Microsoft Office and CRM (Salesforce preferred), required.
- Current/active driver’s license with clean DMV record and evidence of auto insurance, required.
Inogen assesses market data to ensure a competitive compensation package for our employees. The base salary for this position is expected to be between $167,000.00 and $192,000.00 annually plus variable compensation governed by the Sales Commission Plan. However, actual base salary if hired will be determined on an individualized basis and will be based on non-discriminatory factors, including as to individual skills, education, experience and market location.
Our Benefits and Rewards:
In addition to the expected base salary, this role is eligible to participate in Inogen’s highly competitive and company-sponsored benefits, and wellbeing programs rooted in our strong culture of excellence. As a valued member of our team, Inogen provides health, dental, and vision insurance, 401(k) plan plus employer contribution and match, and generous paid leaves such as vacation and sick leave, including paid volunteer time, that can support you and your family through moments that matter.
Inogen is an Equal Employment Opportunity/Affirmative Action Employer - Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.