About Us
Founded in 1908, Merz is a successful, family-owned specialty healthcare company with a rich history. As a leading global aesthetics business, our award-winning portfolio of injectables, devices, and skincare products empowers healthcare professionals to enhance confidence through aesthetic medicine. Our purpose is to fuel confidence by helping people look better, feel better, and live better. We believe you do not have to choose between living life and making a living. Live your best life with Merz Aesthetics.
A Brief Overview
The Capital Sales Director, West leads and develops a team of Capital Territory Managers (CTMs) and Capital Sales Specialists (CSSs) responsible for capital equipment sales, including Ultherapy Prime, across the Western United States. The Capital Sales Director owns the full capital sales strategy and P&L for the West region — driving revenue growth, building relationships with key physicians and practices, and ensuring the team consistently delivers a strong customer experience. This role partners closely with the Capital Sales Director, East and other cross-functional leaders to align territory coverage, share best practices, and drive a unified national market approach for the capital equipment business.What You Will Do
- Team Leadership & Development Lead, coach, and develop a team of 7 CTMs and 2 CSSs across the West territory, providing regular field coaching and performance management.
- Capital Sales Strategy & Execution Build and execute a regional capital sales strategy, including territory alignment, account prioritization, and pipeline management, to meet and exceed revenue targets.
- Territory P&L Ownership Own the capital equipment sales and expense budget for the West region in line with company guidelines.
- Talent Recruitment & Onboarding Recruit, hire, onboard, and ramp new CTMs and CSSs to build and maintain a fully staffed, high-performing team.
- Cross-Regional Partnership Partner and collaborate with the Capital Sales Director, East to align on national pricing strategy, competitive positioning, and shared best practices.
- Cross-Functional Collaboration Coordinate with Marketing, Clinical, Finance, and Customer Service/Support teams to support capital deals from opportunity through installation.
- Strategic Account & KOL Development Develop and maintain relationships with key opinion leaders (KOLs), high-volume accounts, and strategic practice groups within the East region.
- Deal Structuring & Approval Review and approve capital deal structures, financing options, and pricing exceptions within delegated authority.
- Forecasting & Reporting Provide accurate and timely forecasting, pipeline reporting, and business reviews to the National Sales Director.
- Compliance & Business Hygiene Ensure the team follows all company policies, procedures, and regulatory requirements, and submits administrative and expense reporting accurately and on time.
Minimum Requirements
- Bachelor of Science (B.S.)
- 7+ years medical device, aesthetics, or capital equipment sales experience
- 2+ years sales leadership or people management experience
- Proven track record of meeting or exceeding capital sales quotas in a complex, consultative sales environment
Preferred Qualifications
- Aesthetic, plastic surgery, or dermatology background
- Experience managing a multi-state or regional field sales team
- Experience in medical device or capital equipment sales
Technical & Functional Skills
- Excellent planning and organizational skills
- Excellent verbal and written communication, presentation and negotiation skills
- Ability to understand and explain economic value, including helping clients and the team understand the “fit” of Merz Aesthetics capital products within our portfolio
- Strong MS Office skills (Excel, Word, PowerPoint, Outlook etc.) and comfort with a large variety of digital communication tools and AV equipment
- Ability to lead a distributed field team independently and in collaboration with cross-functional partners
- Professional image and influential presence
- Strong business acumen, including experience with deal structuring, pricing strategy, and forecasting
- Strong knowledge about the Medical Devices and Aesthetics market, experience with state-of-the-art sales principles
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
Skills Required
- Bachelor of Science (B.S.)
- 7+ years medical device, aesthetics, or capital equipment sales experience
- 2+ years sales leadership or people management experience
- Proven track record of meeting or exceeding capital sales quotas in a complex, consultative sales environment
- Experience managing a multi-state or regional field sales team
- Aesthetic, plastic surgery, or dermatology background
- Strong MS Office skills (Excel, Word, PowerPoint, Outlook)
- Excellent verbal and written communication, presentation and negotiation skills
- Ability to understand and explain economic value and product fit
- Strong business acumen including deal structuring, pricing strategy, and forecasting
What We Do
Merz Aesthetics is a medical aesthetics business with a long history of empowering health care professionals, patients and employees to live every day with confidence. We aim to help people around the world look, feel and live like the best versions of themselves — however they define it. Clinically proven, its product portfolio includes injectables, devices and skin care treatments designed to meet each patient’s needs with high standards of safety and efficacy. Being family owned for more than 115 years, Merz Aesthetics is known for building unique connections with customers who feel like family. Merz Aesthetics’ global headquarters is in Raleigh, N.C., USA, with a commercial presence in 90 countries worldwide. It is also a part of Merz Group, which was founded in 1908 and is based in Frankfurt, Germany. Learn more at merzaesthetics.com.
