Mid-Atlantic Regional Sales Director

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OtherRegional Sales Director

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Quick Summary

Overview

About AirSculpt® AirSculpt® is a next-generation body contouring treatment designed to optimize both comfort and precision, available exclusively at AirSculpt offices.

Technical Tools

OtherRegional Sales Director

The Mid-Atlantic Regional Sales Director is a senior field sales leadership position with direct accountability for the revenue performance, sales strategy, talent, and overall commercial health of the Mid-Atlantic region.

Unlike a traditional multi-unit sales management role, this position requires a leader who can diagnose a business, develop a regional strategy, and drive measurable revenue improvement across markets with varying levels of maturity and performance.

The Regional Sales Director will lead and develop Patient Care Consultants and sales leadership across the territory while partnering closely with Operations, Marketing, Clinical Leadership, and the executive Sales organization.

Success requires a strong combination of commercial acumen, analytical rigor, hands-on sales leadership, change management, and talent development. This leader must be equally comfortable analyzing a regional performance dashboard, presenting an action plan to senior leadership, coaching a consultant through a complex patient opportunity, and entering an underperforming market to create a turnaround strategy.

Responsibilities

~4 min read

Regional Revenue Ownership & Strategy

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Own regional sales performance and revenue attainment across the Mid-Atlantic territory, with accountability for monthly, quarterly, and annual goals.
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Develop and execute comprehensive regional strategies designed to accelerate revenue growth, improve conversion, and maximize market opportunity.
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Identify underperforming markets quickly and create structured 30-, 60-, and 90-day turnaround plans with measurable outcomes.
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Evaluate center-level performance and determine the underlying drivers of revenue gaps, including lead volume, scheduling, show rate, conversion, ASP, financing utilization, capacity, staffing, refunds, and pipeline health.
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Translate enterprise sales strategy into actionable market-level execution.
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Build regional forecasts and maintain a clear view of risks, opportunities, pipeline health, and expected revenue performance.
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Identify opportunities for incremental growth through pipeline reactivation, referral development, local/grassroots initiatives, market partnerships, and improved utilization of existing demand.

Performance Management & Business Intelligence

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Maintain command of regional and center-level KPIs, including revenue attainment, consult-to-case conversion, buy rate, ASP, scheduling rate, show rate, lead response, pipeline aging, financing utilization, refunds, and productivity.
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Use data to distinguish symptoms from root causes and prioritize the actions most likely to impact revenue.
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Establish clear performance expectations and operating rhythms across the region.
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Provide senior leadership with concise, actionable reporting on regional performance, risks, opportunities, and recovery plans.
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Hold leaders and individual contributors accountable to defined performance standards while creating the coaching and resources necessary for success.

Leadership & Talent Development

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Build, coach, and retain a high-performing regional sales organization.
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Develop sales talent at multiple levels and establish a strong succession pipeline for future leadership roles.
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Identify performance gaps early and implement structured coaching, development, and accountability plans.
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Partner with Sales Enablement to identify regional training needs and ensure consistent execution of AirSculpt's sales methodology.
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Participate in recruiting, interviewing, selection, onboarding, and performance management of regional sales talent.
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Create a culture of ownership, urgency, collaboration, accountability, and continuous improvement.
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Recognize and leverage top performers as peer leaders and multipliers of best practices across the region.

Field Leadership & Sales Execution

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Maintain a meaningful presence in centers, particularly in markets requiring acceleration, stabilization, or leadership support.
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Observe consultations and provide direct coaching around discovery, value creation, objection handling, financing, closing, follow-up, and pipeline management.
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Ensure teams effectively manage the complete patient journey from initial inquiry through consultation, decision, procedure scheduling, and appropriate follow-up.
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Establish consistent sales standards across the region while adapting execution appropriately to individual market dynamics.
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Create disciplined follow-up and pipeline-management practices to maximize both new and aged lead opportunities.

Cross-Functional & Executive Partnership

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Serve as the senior Sales partner for the Mid-Atlantic region, working closely with Practice Management, Operations, Marketing, Clinical Leadership, Finance, and other functional partners.
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Surface market-level trends and business barriers to executive leadership and recommend solutions supported by data.
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Partner with Marketing to assess lead quality, demand generation, promotional performance, geographic opportunities, and local market needs.
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Collaborate with Operations and Clinical teams to align sales demand with provider availability, center capacity, and the overall patient experience.
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Lead regional implementation of enterprise initiatives, pilots, new products, pricing strategies, financing programs, and promotional campaigns.
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Represent the region on national leadership calls and contribute insights and best practices that can improve performance across the broader organization.

Qualifications

→7+ years of progressive sales leadership experience, including significant multi-unit or regional responsibility.
→Demonstrated success owning and growing a multi-market revenue portfolio.
→Proven experience improving or turning around underperforming sales territories, markets, or teams.
→Experience leading sales organizations within M&A or post-acquisition environments, including navigating organizational change, integrating teams and processes, aligning go-to-market strategies, and sustaining revenue performance throughout periods of transformation
→Strong preference for experience in direct-to-consumer healthcare, elective medicine, cosmetic surgery, medical aesthetics, luxury services, or another highsales environment.
→Demonstrated ability to lead through data while remaining highly engaged with frontline execution.
→Advanced understanding of sales funnels, conversion metrics, forecasting, pipeline management, CRM systems, and performance analytics.
→Proven ability to recruit, coach, develop, and retain high-performing sales talent.
→Strong executive presence with the ability to communicate effectively across frontline, clinical, operational, and executive audiences.
→High emotional intelligence coupled with the willingness to make difficult decisions and establish clear accountability.
→Comfortable operating in a fast-moving, performance-oriented environment where priorities and market conditions can change quickly.
→Ability to travel approximately 50–75% throughout the region based on business needs.