Sr Director - Robotic Surgical Technologies, Sales

Medtronic

Multiple Locations

Our Purpose

The Sr. Director, Sales – Robotic Surgical Technologies, Western Europe will own full regional responsibility for robotics sales across multiple countries. Reporting to the VP, Surgical – Western Europe, this leader will determine, execute, and deliver financial performance that drives profitable growth. You will direct both strategic and tactical execution, while building and developing a high-performing regional sales organization.

The role requires both visionary leadership and hands-on execution, balancing long-cycle capital equipment sales with near-term business development and team enablement.

Key Responsibilities

Develop, refine, and execute the regional sales strategy for Robotic Surgical Technologies in alignment with broader Surgical Western Europe and Global objectives.
Build, lead, and mentor a diverse team of sales managers, business developers, and clinical specialists across the region.
Drive adoption of Hugo™ Surgical Robotics Systems, including capital equipment, disposables, and service contracts.
Own P&L accountability for the region; deliver financial performance and sustained growth.
Lead the organisation through the transformation journey together with the WE OU leader and the country organisations.
Play an active role in shaping the short term and long-term strategy as part of the Surgical Leadership Team in WE.
Direct the development of sales plans, objectives, and policies that align with corporate marketing strategies.
Oversee allocation and deployment of regional resources and robotics-dedicated roles.
Serve as Medtronic’s senior representative for Robotic Surgical Technologies in the region, engaging with hospital executives, surgeons, and other stakeholders.
Engaging with Key Opinion Leaders in the market to gain credibility and support.
Undertaking field visits to target hospitals, physicians, and executives for valuable face-to-face interactions.
Lead complex negotiations, develop compelling value-based proposals, total cost of ownership analyses, and cost-per-procedure models.
Strengthening selling capabilities & equipping sales teams with forecasting tools, segmentation strategies, and sales methodologies (e.g., SPANCO, value-based selling frameworks) to improve pipeline velocity and accuracy.
Key focus on collaboration and innovation and working with internal and external stakeholders at all levels
Collaborate closely with PMO, marketing, and clinical teams to support market launches, congresses, demonstrations, and other commercial activities.
Actively represent Medtronic Robotic Surgical Technologies at congresses, forums, and KOL engagements to expand adoption and market credibility.
Coach Business Developers to combine clinical engagement with strong economic value propositions, empowering them to build hospital-wide coalitions and accelerate adoption.
Ensure compliance with Medtronic’s policies, healthcare regulations, and ethical standards.

Must Haves

Bachelor’s degree and minimum 15 years of relevant experience including at least 10 years of leadership experience.
Proven track record of success leading large regional sales teams in capital medical equipment.
Strong experience in complex negotiations, long-cycle sales, and building new markets.
Strategic thinker with ability to define and deliver both short-term wins and long-term growth.
Ability to lead a major transformation and drive strong performance while transformation
Demonstrated success in change management and building new organizations across multiple countries.
Ability to lead & inspire a large organization of different cultures and different stakeholders at all levels.
Experienced and energized by a highly competitive environment
Fluent in English; additional European languages strongly preferred.
Willingness to travel extensively across the region.

Nice to Have

Surgical Robotics experience
Deep knowledge of the surgical ecosystem, including open, minimally invasive, and robotic-assisted surgery.
Established network of surgeons, hospital executives, and KOLs in Western Europe.
Advanced business degree (MBA or equivalent).
Strong digital acumen and ability to leverage tools for sales effectiveness.

Personal competencies

Purpose driven, objective driven
Inspiring leader
Emotional intelligence
Strategic
Doer and pragmatic leader
Strong customer focus
High interpersonal skills, influence skills
Strong communication skills
Fast learner with a strong problem-solving attitude and ability to adapt drive execution
Ability to connect people and ensure strong collaboration and teamwork
Willingness to engage in a high potential and disruptive business area
Passion to work in a fast-moving environment, tolerating uncertainty