[Hiring] Field Sales Trainer @Distalmotion SA

Role Description

The Field Sales Trainer will play a critical role in strengthening and accelerating Distalmotion’s US commercial organization by developing the sales capabilities, strategic selling skills, and commercial effectiveness of our Area Sales Managers and Clinical Sales Specialists. This role will be responsible for designing and delivering comprehensive training programs focused on high-value capital equipment sales, complex multi-stakeholder selling, territory development, and competitive positioning.

A key component will be equipping our sales teams to identify and develop influential surgeon champions, build clinical advocacy, and translate clinical enthusiasm into capital acquisition and sustained utilization of the DEXTER® Robotic Surgery System. Working closely with commercial leadership and field teams, the Field Sales Trainer will establish consistent, repeatable sales methodologies, provide hands-on coaching, assess talent, and help drive a disciplined, results-oriented sales culture that supports Distalmotion’s continued growth in the US market.

Key Responsibilities

• Develop a curriculum for new ASM and CSS hires that encompasses the capital selling process for high priced strategic capital, including value props for clinical, administrative, economic, and operational buyers.
• Understand what each group of individuals cares about and why, and deliver the value of Dexter to each type of title.
• Develop and deliver curriculum modules focused on clinical champion development, including how to identify potential champions, engage them effectively, and mobilize them to influence peers and decision-makers.
• Train ASMs and CSSs on strategies to build a coalition of Champion surgeons within a territory, ASC network, or IDN.
• Coach ASMs and CSSs on structured, reproducible sales techniques and methodologies (e.g., SPIN Selling, Miller Heiman Strategic Selling, or equivalent).
• Work with newly hired ASM’s and CSS’s to develop a plan to efficiently identify target accounts based on potential for champion development and clinical coalition building.
• Teach how to strategically position Distalmotion’s value against competitors and articulate why to customers.
• Coach teams on integrating clinical support and case coverage activities with the capital selling process.
• Provide talent assessment feedback to leadership.

Qualifications

• Bachelor's degree required.

Requirements

• Proven track record of success in selling high-value capital equipment.
• Experience developing financial models, structuring financing proposals, and presenting compelling economic value propositions to customers.
• Demonstrated history of consistently achieving sales quotas.
• Experience selling disruptive technologies or capital equipment that fundamentally changes how customers operate.
• Strong understanding of clinical, administrative, operational, and economic factors influencing capital purchasing decisions.
• Proven ability to identify, develop, and mobilize influential clinical champions.
• Experience building and leveraging networks or coalitions of surgeon champions.
• Ability to partner closely with clinical sales teams.
• Expertise in structured, repeatable sales methodologies such as SPIN Selling, Miller Heiman Strategic Selling, or comparable frameworks.
• Demonstrated leadership and influence among peers.
• Strong understanding of the Ambulatory Surgery Center (ASC) environment.
• Previous management experience, including hiring and performance management.

Preferred Qualifications

• Experience in marketing, product positioning, or commercial strategy within the medical device or healthcare technology industry.

Benefits

• Medical
• Dental
• Vision
• 401K