Regional Sales Director, Full Portfolio - Canada

Title: Regional Sales Director, AMBU Full Portfolio

(Respiratory, Urology, ENT, Anesthesia and Patient Monitoring )

Reports To: National Director of Sales - CANADA
FLSA: Exempt
Travel: ~70% (includes overnight and air travel)

Based Onatrio (GTA) Canada

Position Summary:

The Regional Sales Director (RSD) will lead a multi-specialty team consisting of Respiratory, Urology, ENT, Anesthesia and Patient Monitoring to drive growth and adoption of Ambu’s complete endoscopy ecosystem and Anesthesia/PM products within hospitals, EMS and integrated health systems. Working closely with the NSD develop and implement the regional strategy, manage performance, and executive-level hospital relationships. The RSD is expected to contribute to the hiring and develop high-performing teams, drive cross-specialty collaboration to maximize Ambu’s adoption across the continuum of care and align to Ambu values: Take Charge, Team Up, Be True.

Key Responsibilities

Leadership & Strategy

• Lead, coach, and develop a high-performing, multi-specialty sales organization to achieve regional revenue, margin, and market share goals.
• Develop and execute regional business plans aligned with national priorities and corporate objectives.
• Champion an integrated Ecosystem Selling approach, positioning Ambu as a system-wide partner across the continuum of care.
• Foster a culture of collaboration, accountability, and performance excellence.
• Serve as the regional owner for hospital systems, corporate initiatives, and key strategic accounts.
• Conduct regular field coaching (minimum 2-3 rides per quarter per team member) with documented feedback. Complete Field Coaching Report template.
• Assist with Recruiting, developing, and retaining top talent, with focus on engagement, succession planning, and leadership readiness.
• Work with the NSD to Retain top talent and partner with HR to address performance issues in a timely manner.
• Reinforce value-based selling and professional development across all specialties.
• Recognize performance while holding team members accountable to Ambu standards and values.

Sales Execution & Business Management

• Ensure consistent execution of the Ambu Way of Selling, including disciplined opportunity management and forecasting.
• Drive pipeline visibility, forecasting accuracy, and performance analytics through Salesforce.
• Oversee territory planning, targeting, and opportunity conversion across all portfolios.
• Lead Quarterly Business Reviews (QBRs) and regular performance reviews with actionable insights.
• Maintain budget, expense, and resource accountability within regional guidelines.
• Own executive-level relationships with hospital leadership, physicians, supply chain, value analysis, infection prevention, SPD, BioMed, and risk management.

• Align Ambu’s full-portfolio strategy to each institution’s clinical, operational, and financial priorities.
• Complete essential reporting of upcoming monthly forecasts
• Work with NSD on GPO alignment, and system-wide agreements.
• Ensure Ambu is positioned as a trusted, long-term partner delivering measurable clinical and economic value.
• Deliver accurate forecasts, pipeline updates, and performance reports on time.
• Maintain data integrity in Salesforce and related business systems.
• Monitor productivity metrics, compensation progress, and execution against regional objectives.
• Hold team accountable to all performance metrics; ensure accountability to maintaining ethics and integrity in all interactions.

• 70%+ overnight travel to visit with Sales Representatives, Distributors/Dealers, Prospects, Customers, and attend Ambu regional, corporate, and National Meetings to assist in sales generation

Cross-Functional Collaboration

• Drive a One Ambu mindset across all partners.
• Partner with Marketing, Health Economics, Training and Sales Enablement, Finance, and HR to accelerate adoption and execution.
• Leverage clinical and economic data to support conversions, trials, and executive discussions.

Performance Measures

• Achievement of regional sales quota and market share growth across all franchises.
• Expansion of Ambu’s ecosystem footprint within hospitals and integrated delivery networks.
• Forecast accuracy, pipeline health, and CRM discipline.
• Quality and consistency of coaching and talent development.
• Retention of key talent.
• Successful execution of product launches, conversions, and cross-specialty initiatives.
• Demonstrated collaboration, ethical leadership, and adherence to Ambu values and policies.

Qualifications

• 5+ years of sales experience, preferably in medical technology and in hospital environments; 3+ years leading a sales team is preferred
• Previous sales management experience, preferred
• Demonstrated success exceeding revenue targets and leading teams through growth and change.
• Strong understanding of hospital purchasing, contracting, and value analysis processes.
• Bachelor’s degree required; MBA preferred.
• Proficiency with Salesforce and standard business analytics tools.
• Valid driver’s license in good standing
• Process a Passport
• English a must and French Language, preferred but not mandatory