Area Vice President Sales - Biologics

Why Orthofix?
    

Guided by our organizational values – Take Ownership | Innovate Boldly | Win Together – we collaborate closely with world-class surgeons and other partners to improve people’s quality of life. At Orthofix, we want team members who build relationships and share knowledge, challenge the status quo, and deliver results every day to help us achieve our vision to be the unrivaled partner in Med Tech.  

Our global team of over 1,600 employees brings to market highly innovative, cost-effective, and user-friendly medical technologies that heal musculoskeletal pathologies for patients and the healthcare professionals who treat them. Looking to change people’s lives? Look no further.

JOB PURPOSE

Reporting to the Vice President of Sales, the Area Vice President, Biologics (AVP) is responsible for the successful execution of the company's Biologics distribution sales strategy within their geography and achievement of sales revenue targets. The AVP oversees the performance of multiple aspects within the geography including: distributor sales performance, sales force training, hospital and GPO relationships, pricing and promotions, surgeon relationships, and distribution optimization. This includes responsibility for the recruitment and successful on-boarding of Direct Sales Management as well as supervising the recruitment of new Distribution to include both currently open and underperforming territories. This is a leadership position and will be looked upon to support and execute company policies and procedures in the field while operating within a defined expense budget.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

The following are the essential functions of this position. This position may be responsible for performing additional duties as tasks as needed and assigned.

• Recruit, develop and enhance the Biologics sales organization, including exclusive and non-exclusive direct agent groups

• Build area business and revenue plan with Biologics Region Manager’s to include: territory analysis, market opportunity, 30-60-90 objectives, call pattern and frequency, surgeon/hospital penetration strategies, surgeon case funnel by product and required resources to execute plan

• Develop inter-divisional cooperation and selling opportunities to utilize Biologics sales as door opening products to gain access, exceed expectations, and allow for CROSS-SELLING opportunities

• Recruit, develop, coach and counsel sales personnel with biologics sales responsibilities within the region.  Responsible for ensuring proper support and training of the sales force. 

• Study and report on developing market trends and competitive activities.  Block competitive threats. Support national account strategies.

• Develop, communicate and execute strategies and plans of action for achievement of sales goals for each territory, by product segment and total sales.  Maintain base business and increase market share throughout the region. 

• Prepare reports, execute programs and insure company policies, procedures and healthcare compliance are being followed. 

• Schedule co-travel days with personnel to ensure necessary sales, administration and management support.  Communicate with personnel on a weekly basis to discuss sales progress, challenges, necessary support and all other topics which address territory performance.

• Build and develop strategic relationships and sell to key customers.

• Manage assigned area's overall inventory, use of sales programs, adherence to our partners policies, pricing agreements, reports, etc.

• Present and “close” at critical hospital or surgeon meetings/seminars

• Control biologics resources for the region such as surgeon speaker presentations, regional/area seminars, marketing collateral, tissue storage options, etc.

Minimum Qualifications:

The requirements listed below are representative of the education, knowledge, skill and/or ability required for this position.

Education/Certifications:

• Bachelor’s Degree

Experience, Skills, Knowledge and/or Abilities:

• 7+ years of successful sales and sales management in the spinal implant marketplace (either direct sales or distributorship)

• 5+ years of sales management experience, preference given to candidates with management experience in a device company and direct sales/distributor experience

• Successful track record of aggressively business growth year over year

• Must possess top level business management, interperson