Manager, Sales Associates - Southwest

From the operating room to clinics-and everywhere in between-KARL STORZ is a global leader in medical technology and advanced visualization systems. For more than 80 years, we have partnered with physicians to develop innovative solutions that improve clinical decision-making and patient outcomes worldwide.

At KARL STORZ United States, our teams don't just support the business-they help advance healthcare. Behind every innovation in the operating room is a strong operational foundation, including a finance organization committed to accuracy, integrity, and continuous improvement.

Location: Candidate must reside in Southern California (Los Angeles-San Diego) or in Houston, Dallas, or Austin.

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 highperforming 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.

• Recruit, train, and coach Sales Associates to deliver strong sales support and progress toward Sales Executive readiness.
• Manage daytoday 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, highperformance culture centered on shared goals, accountability, and the KARL STORZ core values.

• 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 outofterritory support when needed for trials, case coverage, or other strategic initiatives.
• Ensure adherence to all company policies, procedures, and ethical standards.

• 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 datadriven 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 highpotential Sales Associates into Sales Executive roles.

• 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.

• Build strong, longterm relationships with physician champions, hospital administrators, and key internal partners (Sales Finance, Service, Operations, Corporate Accounts, IS, Marketing).
• Represent KARL STORZ professionally during executivelevel interactions and marketlevel engagements.

• 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 hightech or networkbased solutions.
• Experience engaging with Csuite 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.

• Ability to oversee field operations, including troubleshooting OR equipment, performing inservices, and managing strategic activities.
• Strong communication, presentation, and influence skills.
• Success in territory management, opportunity creation, cold calling, closing, and compensationdriven environments.
• Proficiency in Microsoft Word, Excel, and PowerPoint.
• Ability to travel up to 60% overnight.
• Inclusive, teamoriented approach with strong problemsolving ability and datadriven decision making.
• Ability to facilitate diverse viewpoints and drive actionoriented solutions.

• Prior experience in a sales development program, particularly in medical devices.
• Experience as a highperforming Account Executive in the device industry.
• KARL STORZ sales experience and Salesforce proficiency.
• Experience leading highperforming teams, especially in sales.
• Demonstrated success in interviewing, hiring, and performance management.

• 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.

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