FOR MORE THAN 80 YEARS, Natus has been committed to serving the varying needs of clinicians, delivering the highest-quality solutions to raise the standard of care for patients everywhere.
Our comprehensive diagnostic and therapeutic sensory solutions are designed to simplify workflows for sensory specialists, ensuring care teams have the right instrumentation to give patients the right support - and greater peace of mind.
Job Family: Direct Sales (IC)
SUMMARY
Natus Sensory, Inc. is seeking a dynamic and strategic Newborn Care Territory Sales Manager (TSM) to lead our West Coast sales efforts. This role is a hybrid of territory ownership and people leadership, responsible for driving regional sales performance while managing and developing two Direct Sales Managers (DSMs). The NBC TSM will play a critical role in onboarding new hires, shaping territory strategy, and serving as a key partner to the Regional Sales Director.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Leadership & Team Development
- Lead with vision and purpose, inspiring DSMs to achieve and exceed individual and team monthly quotas.
- Coach and mentor DSMs through regular feedback, performance reviews, and development plans tailored to their strengths and growth areas.
- Own the onboarding experience for new DSMs, ensuring they are equipped with the tools, training, and support needed to succeed from day one.
- Cultivate a culture of excellence, accountability, and collaboration, where team members feel empowered to innovate and take ownership.
- Drive engagement and retention by recognizing achievements, fostering career development, and creating a supportive team environment.
- Model leadership behaviours that reflect Natus Sensory's values, including integrity, customer focus, and continuous improvement.
- Facilitate cross-functional collaboration, encouraging DSMs to work effectively with internal teams such as Marketing, Technical Service, and Customer Service.
- Identify and nurture future leaders, creating succession plans and growth pathways that align with organizational goals.
Territory Management
- Actively manage your own territory, executing sales strategies to meet and exceed revenue targets.
- Build and maintain strong relationships with key accounts, clinicians, and decision-makers. Serve as a trusted advisor and advocate for Natus Sensory's solutions.
- Develop and implement territory-specific business plans, identifying opportunities for expansion, competitive positioning, and customer retention.
- Maintain a healthy sales pipeline through disciplined prospecting, lead qualification, and deal closure.
- Stay informed on local market dynamics, competitor activity, and customer needs to adapt strategies and stay ahead.
Oversight of DSM Territories
- Guide DSMs in developing and executing strategic plans tailored to their territories, ensuring alignment with regional goals.
- Regularly review DSM territory performance using KPIs, CRM data, and forecasting tools. Provide actionable feedback and support to optimize results.
- Support DSMs in building strong customer relationships, offering guidance on account strategy, negotiation tactics, and solution positioning.
- Collaborate with DSMs to identify underperforming areas, reallocate resources, and implement corrective actions to maximize territory potential.
- Participate in joint field visits with DSMs to reinforce strategy, deepen customer engagement, and model best practices.
- Encourage collaboration between DSMs to share insights, coordinate efforts, and leverage strengths across the West Coast region.
Strategic Partnership
- Collaborate closely with the Regional Sales Director to align territory goals with broader regional objectives.
- Provide insights and feedback to influence sales strategy, product positioning, and market development.
- Act as a liaison between field sales and cross-functional teams, including Marketing, Product, and Customer Success.
Operational Excellence
- Monitor KPIs and sales metrics to ensure team performance and territory health.
- Lead regular business reviews and forecasting sessions with DSMs and leadership.
- Ensure compliance with company policies, procedures, and ethical standards.
Travel Required: Extensive travel up to 90%.
Supervisory Responsibilities
Directly supervise and lead a team of up to ten employees, overseeing hiring, training, performance appraisals, and conflict resolution.
EDUCATION AND EXPERIENCE
- Proven experience in sales leadership, preferably in medical devices, diagnostics, or healthcare technology.
- Strong track record of territory management and sales performance.
- Exceptional coaching, communication, and strategic thinking skills.
- Ability to travel within the West Coast region as needed.
- Bachelor's degree in business, or related field; MBA preferred.
- Proven experience in consultative, needs-based selling and capital goods sales processes.
- Strong leadership, communication, and strategic planning skills.
PAY TRANSPARENCY
Actual compensation offered may vary depending on skill level, experience, and/or education.
Pay Transparency Details: The actual base pay offered will vary depending on multiple factors including job-related knowledge/skills, experience, business needs, geographical location, and internal equity. At Natus, it is not typical for an individual to be hired at or near the top end of the range.
Compensation and Benefits: Comprehensive benefit package that starts on your 1st day including medical, dental, vision, 401k contribution, 7 paid holidays + 2 floating holidays of your choosing, generous paid time off plan, tuition reimbursement assistance eligibility after your first year, and more.
Join Natus Sensory today. Confidence in every Sense.
|
Natus Medical
85,000 USD-120,000 USD
paid time off, paid holidays, tuition reimbursement, 401(k)
Sep 19, 2025