District Sales Manager - New England (Boston, MA)

District Sales Manager – New England

Position Overview

The District Sales Manager is responsible for driving revenue growth, achieving sales targets, and expanding market presence across an assigned New England territory. This role focuses on selling capital medical devices and aesthetic technologies to physicians, medical spas, and other healthcare and aesthetic practices, with an emphasis on laser, light-based, and radiofrequency (RF) technologies used in facial, body, skin, hair-removal, and women’s wellness treatments.

The District Sales Manager owns the sales process from prospecting and territory planning through clinical evaluations, product demonstrations, proposal development, equipment placement, and post-installation account development. Success requires the ability to communicate clinical value, demonstrate financial return on investment, and help practices integrate new technologies into their treatment offerings to drive patient demand and sustainable revenue.

Working closely with regional sales leadership, clinical educators, marketing, service, and applications teams, this individual ensures that customers receive the education and support necessary to implement new technologies, train staff, and increase utilization. The ideal candidate combines a proven record of quota achievement with strong clinical communication skills, disciplined territory management, and the ability to build trusted relationships with physicians and practice leaders.

Key Responsibilities

District Sales Strategy & Revenue Growth

• Develop and execute a comprehensive sales strategy for the assigned New England territory to achieve or exceed annual and quarterly revenue targets.
• Build and maintain a qualified sales pipeline across aesthetic practices, medical spas, physician offices, and other relevant healthcare providers.
• Identify and prioritize high-potential accounts based on clinical needs, purchasing capacity, treatment offerings, growth potential, and alignment with the product portfolio.
• Establish territory plans that allocate time and resources toward opportunities with the greatest potential for capital equipment placements and recurring revenue.
• Monitor territory performance against quota, identify gaps, and implement targeted action plans to recover underperformance.
• Manage the full sales cycle, including prospecting, needs assessment, demonstrations, clinical evaluations, proposals, negotiations, and closing.
• Develop relationships with multiple stakeholders within target accounts, including physicians, practice owners, medical directors, practice managers, and purchasing decision-makers.
• Maintain consistent field activity and strategic account coverage without prioritizing activity volume over meaningful commercial outcomes.
• Identify opportunities to expand territory penetration, increase market share, and develop long-term customer relationships.

Capital Equipment Sales & Clinical Evaluations

• Present capital medical devices and aesthetic technologies to physicians, medical spas, and other qualified healthcare providers.
• Lead clinical evaluations and product demonstrations that communicate approved treatment applications, technology capabilities, clinical value, and relevant business benefits.
• Explain how laser, light-based, and radiofrequency technologies may support practices’ treatment offerings and patient care objectives.
• Translate customer needs into appropriate technology recommendations and financially sound proposals.
• Demonstrate the potential return on investment of equipment purchases using relevant assumptions about treatment pricing, procedure volume, utilization, and consumable requirements.
• Coordinate with clinical educators and applications specialists to provide appropriate technical and clinical support during evaluations.
• Address customer questions, objections, and competitive considerations with accurate product information and approved claims.
• Manage opportunities through purchasing approvals, contract completion, order processing, installation planning, and customer go-live.
• Maintain consistent follow-up throughout the sales process to advance qualified opportunities and improve conversion rates.

Aesthetic Technology & Procedure Development

• Develop a strong working knowledge of the organization’s aesthetic technology portfolio, including laser, light-based, and RF systems.
• Educate physicians and practice leaders on approved applications across facial aesthetics, skin rejuvenation, body treatments, hair removal, and women’s wellness.
• Help practices evaluate how new technologies can complement existing services and address appropriate patient needs.
• Communicate product capabilities, treatment considerations, and clinical benefits accurately without overstating indications or outcomes.
• Partner with clinical educators to coordinate product demonstrations, training sessions, and procedure education.
• Support practices in integrating new procedures into their service offerings through structured implementation and follow-up.
• Identify opportunities to expand treatment menus across relevant product categories when clinically appropriate.
• Gather customer feedback and communicate insights about procedure demand, clinical needs, and market trends to internal teams.

Installed Account Development & Utilization Growth

• Build long-term relationships with installed accounts to support customer satisfaction, equipment utilization, and repeat business.
• Establish structured post-installation follow-up to assess staff readiness, treatment adoption, and customer support needs.
• Coordinate in-service training and refresher education with clinical educators and applications specialists.
• Help practices identify barriers to adoption and develop practical approaches to improve utilization of installed technologies.
• Monitor consumable usage, reorder patterns, and account activity to identify opportunities for recurring revenue growth.
• Identify opportunities to expand account relationships through additional equipment placements, complementary technologies, and appropriate treatment applications.
• Work with service and support teams to address installation issues, equipment concerns, and customer needs that may affect adoption.
• Encourage satisfied customers to participate in appropriate reference, referral, and peer education opportunities.
• Use customer feedback and account performance information to identify opportunities for retention, expansion, and improved customer experience.

Territory Planning & Account Prioritization

• Maintain a structured territory plan that identifies target accounts, decision-makers, opportunity stages, and expected revenue.
• Segment accounts based on potential value, clinical fit, purchasing readiness, and long-term growth opportunities.
• Develop account-specific engagement strategies that address each practice’s needs, decision-making process, and commercial objectives.
• Manage long sales cycles through consistent follow-up, stakeholder engagement, and clearly defined next steps.
• Build relationships with physician champions, practice managers, and other influential stakeholders who can support purchasing decisions.
• Monitor competitive activity, market trends, and emerging opportunities across New England.
• Use territory data and customer insights to adjust account priorities and improve sales effectiveness.
• Coordinate field visits, demonstrations, and follow-up activities to maximize territory coverage and meaningful customer engagement.

Sales Forecasting, CRM & Performance Management

• Maintain accurate and timely CRM records covering prospect activity, account interactions, opportunities, demonstrations, proposals, and sales outcomes.
• Prepare reliable monthly and quarterly forecasts based on opportunity quality, stage progression, customer commitments, and anticipated closing dates.
• Monitor pipeline coverage and sales conversion trends to identify risks to quota attainment.
• Develop written action plans to address forecast gaps and improve territory performance.
• Track capital equipment placements, consumable revenue, installed account utilization, and account expansion opportunities.
• Provide regular territory updates to regional sales leadership, including performance results, pipeline changes, competitive developments, and customer feedback.
• Maintain accurate documentation of customer commitments, opportunity next steps, and expected installation timelines.
• Use performance data to refine sales strategies, prioritize resources, and improve forecast reliability.

Cross-Functional Collaboration

• Partner with regional sales leadership to align territory activities with commercial objectives and broader growth strategies.
• Coordinate with clinical educators and applications specialists to support demonstrations, evaluations, training, and procedure adoption.
• Work with marketing to leverage approved promotional materials, campaigns, events, and educational resources.
• Collaborate with service and technical support teams to coordinate installations, resolve equipment concerns, and support customer satisfaction.
• Partner with finance and internal operations teams to facilitate proposals, contracts, order processing, and equipment delivery.
• Communicate customer needs, competitive insights, and product feedback to relevant internal stakeholders.
• Coordinate internal resources for strategic opportunities that require additional clinical, technical, or commercial support.
• Contribute to a collaborative sales culture focused on customer outcomes, accountability, and sustainable revenue growth.

Compliance & Professional Standards

• Conduct sales activities in accordance with applicable laws, regulations, company policies, and medical-device industry requirements.
• Communicate product indications, capabilities, benefits, and limitations accurately and within approved labeling and claims.
• Ensure that demonstrations, clinical evaluations, and training activities follow established company procedures.
• Use approved clinical, technical, and marketing materials when discussing products and treatment applications.
• Represent competitive products and comparisons accurately, professionally, and in accordance with company policies.
• Protect confidential customer, patient, and company information.
• Complete required compliance and product training and maintain current knowledge of relevant policies.
• Escalate product complaints, safety concerns, and other reportable issues through established procedures.

Qualifications

Required Qualifications

• Proven track record of achieving or exceeding sales quotas in capital medical device sales, aesthetic technology sales, or a closely related healthcare technology environment.
• Experience selling to physicians, medical spas, aesthetic practices, or other relevant healthcare providers.
• Demonstrated ability to manage complex sales opportunities from initial outreach through clinical evaluation, purchasing approval, and equipment installation.
• Working knowledge of laser, light-based, and radiofrequency technologies or the ability to quickly develop product-specific expertise.
• Ability to explain clinical applications and business value to physicians, practice owners, medical directors, and practice managers.
• Experience developing proposals and communicating return on investment using relevant practice economics and utilization assumptions.
• Strong territory planning, account prioritization, pipeline management, and sales forecasting skills.
• Ability to manage multiple stakeholders and maintain momentum throughout longer sales cycles.
• Strong written and verbal communication, presentation, negotiation, and relationship-building skills.
• Proficiency with CRM systems and standard sales productivity tools.
• Valid driver’s license and willingness to travel regularly throughout the New England territory.
• Bachelor’s degree or equivalent relevant professional experience in medical device sales or a related field.

Preferred Qualifications

• Experience selling aesthetic medical devices or energy-based technologies to physician practices and medical spas.
• Familiarity with facial aesthetics, skin rejuvenation, body treatments, hair removal, and women’s wellness applications.
• Experience managing both capital equipment placements and recurring consumable revenue.
• Established relationships with physicians, dermatologists, plastic surgeons, aesthetic practice owners, or other relevant healthcare professionals.
• Experience coordinating clinical demonstrations, product evaluations, staff education, and post-installation utilization initiatives.
• Familiarity with medical-device compliance requirements, approved product claims, and clinical training standards.
• Demonstrated success expanding installed accounts through increased utilization, consumable reorders, and complementary technology placements.
• Experience developing physician referral relationships and customer advocacy programs.