Field Sales Trainer

Distalmotion

. Develop curriculum for new Area Sales Manager (ASM) and Clinical Sales Specialist (CSS) hires covering the capital selling process for high-priced strategic capital equipment .

Posted 11/12/2026full-timeRemote • United StatesMid-LevelSenior💰 $140,000 - $180,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and delivering training for sales teams focused on high-value capital equipment, with a strong emphasis on structured sales methodologies and the ability to mobilize clinical champions. Proven track record in achieving sales quotas and understanding the complexities of capital purchasing decisions in the healthcare sector.

Highest-signal resume keywords

High-Value Capital Equipment SalesStructured Sales MethodologiesClinical Champion MobilizationSales Training and CoachingAmbulatory Surgery Center (ASC) Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Financial ModelingSales Quota AchievementSales Methodologies (SPIN Selling, MEDDIC)Competitive PositioningCapital Selling Process

Soft Skills

LeadershipMentoringInfluenceCollaborationCommunication

Industry Keywords

Integrated Delivery Networks (IDNs)Payer DynamicsReimbursement ModelsHealthcare TechnologyMedical Device Industry

Tech Stack

Tools & technologies

Assembly

About the role

Key responsibilities & impact

Develop curriculum for new Area Sales Manager (ASM) and Clinical Sales Specialist (CSS) hires covering the capital selling process for high-priced strategic capital equipment
Develop and deliver training on value propositions for clinical, administrative, economic, and operational buyers
Develop and deliver curriculum on identifying, engaging, equipping, and mobilizing clinical champions toward platform acquisition
Train ASMs and CSSs to build coalitions of champion surgeons across territories, ASC networks, or IDNs
Coach teams on structured, reproducible sales methodologies, including opportunity qualification, needs development, consensus building, and advancing high-value capital deals
Help newly hired ASMs and CSSs create territory attack plans and prioritize target accounts
Teach strategic competitive positioning and differentiation of Distalmotion's DEXTER Robotic Surgery System
Coach teams on integrating clinical support and case coverage with capital selling to drive capital decisions and sustained utilization
Provide talent assessment feedback to leadership
Work closely with commercial leadership and field teams to establish repeatable sales methodologies and a results-oriented sales culture

Requirements

What you’ll need

Bachelor's degree required
Proven track record of success in selling high-value capital equipment, including experience developing financial models, structuring financing proposals, and presenting compelling economic value propositions to customers
Demonstrated history of consistently achieving sales quotas, with a strong understanding of the discipline, strategy, and execution required to close complex, high-value capital sales
Experience selling disruptive technologies or capital equipment that fundamentally changes how customers operate, deliver services, or approach their business
Strong understanding of the clinical, administrative, operational, and economic factors that influence capital purchasing decisions, beyond traditional clinical selling
Proven ability to identify, develop, and mobilize influential clinical champions, including surgeon Key Opinion Leaders (KOLs), to influence purchasing decisions and drive peer adoption of new technology
Experience building and leveraging networks or coalitions of surgeon champions to generate clinical advocacy, accelerate capital acquisition, and support long-term platform utilization
Ability to partner closely with clinical sales teams, translating clinical support, surgeon engagement, and case coverage into commercial opportunities and capital purchasing decisions
Expertise in structured, repeatable sales methodologies such as SPIN Selling, Miller Heiman Strategic Selling, Conceptual Selling, MEDDIC, or comparable frameworks, with experience coaching teams to apply these methodologies in complex sales environments
Demonstrated leadership and influence among peers, including experience serving as a field sales trainer, mentoring colleagues, participating in leadership development programs, or taking on other informal or formal leadership responsibilities
Strong understanding of the Ambulatory Surgery Center (ASC) environment, including operating agreements, Integrated Delivery Networks (IDNs), payer dynamics, reimbursement models, and state-specific regulatory considerations
Previous management experience, including hiring, performance management, talent assessment, and developing high-performing commercial teams
Preferred: Experience in marketing, product positioning, or commercial strategy, particularly within the medical device or healthcare technology industry

Benefits

Comp & perks

Medical
Dental
Vision
401K