Area Sales Manager, Ambulatory Care, Upstate New York

Overview

Lead the Ambulatory Care sales team across Upstate New York, guiding a geographically dispersed team through change and growth while driving territory performance.

What you'll do

• Lead, coach, and develop a geographically dispersed sales team, supporting both tenured high performers and developing talent while fostering accountability, engagement, and continuous growth.
• Guide the team through evolving healthcare market dynamics, organizational change, and business transformation while maintaining clarity, focus, and performance.
• Develop and execute territory strategies that drive sales growth, profitability, customer retention, and market share.
• Drive consistent execution across the region through clear expectations, effective communication, coaching, and disciplined performance management.
• Maintain an active field presence through regular travel, customer engagement, and ride-alongs to strengthen relationships and provide real-time coaching.
• Build executive-level customer relationships and leverage market intelligence, customer insights, and business analytics to identify opportunities and deliver effective solutions.
• Use financial acumen and key performance metrics to evaluate territory performance, inform decisions, and drive profitable growth.
• Champion continuous improvement and the adoption of innovative technologies, data, and AI-enabled tools that improve team effectiveness and customer outcomes.

What you'll need

• 9 years of relevant experience.
• 1 year of direct or indirect leadership.
• Valid driver's license.
• Bachelor's Degree.
• Demonstrated healthcare industry experience required, preferably within medical distribution, medical-surgical, ambulatory care, post-acute care, physician office, or related healthcare markets.
• Must reside within the Upstate New York territory, preferably Albany, Syracuse, Rochester, or Buffalo.

Nice to have

• Proven success leading sales teams through change, transformation, growth, and evolving market conditions.
• Strong track record of coaching and developing both experienced and emerging sales talent while fostering engagement, accountability, and performance.
• Deep understanding of healthcare market dynamics, customer needs, and industry trends, with the ability to translate insights into effective sales strategies.
• Demonstrated ability to drive results across geographically dispersed teams through disciplined execution, strategic planning, and strong financial acumen.
• Growth-minded leader who embraces continuous learning, innovation, technology, and AI-enabled tools to improve business outcomes and team effectiveness.
• Executive presence with exceptional communication, relationship-building, and influencing skills.

Details

• Location: Upstate New York territory (Albany, Syracuse, Rochester, Buffalo and surrounding markets).
• Travel: 75% travel, frequent travel throughout Upstate New York with regular overnight travel.
• Pre-employment 7-year Motor Vehicle Record check.
• Compensation: Base salary $165,000 - $175,000; Management Incentive Plan 20% of base; Sales Incentive $59,000 target; company vehicle with fuel card or $668 monthly auto allowance; eligible for Long-Term Incentive Program.
• Working conditions: frequent automobile and air travel, regular walking and standing, significant field-based customer and team engagement; traditional office and remote work environments.