Regional Sales Manager

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.

Territory covers Southern California (LA/OC/IE) & Hawaii

How you'll make a difference?

This position manages and leads the Spinal Implants business activities in a specific territory, under the direction of the Spinal Implants Regional Vice President (SIRVP).  As directed by the SFRVP, the Spinal Implants RM oversees the performance of multiple aspects within the territory including: distributor sales performance, sales force training, hospital and GPO relationships, pricing and promotions, surgeon product training, surgeon relationships, and distribution optimization.  Position also directly promotes the on-label use of the Spine Fixation portfolio to physicians and healthcare providers in a clinic, office, and OR setting. The individual must demonstrate consultative selling and communication skills, technical expertise, and work well in a team environment in order to transition the surgeon to use our Spine Fixation platform for the benefit of their patients. This person must demonstrate a strong commitment to mastering in-depth spine, anatomy, physiology and clinical applications to assist physician preference for treatment.

Core Aptitudes Required:

• Proactive Problem Solving- Think critically about the business and our obstacles to success.  Drive creative solutions while showing a high level of resourcefulness and creativity.  Identify solutions, not just issues.

• Relationship Building- With distributors, surgeons, internal and external resources, and hospital/payor.  Demonstrate professionalism and diplomacy in all interactions with customers and co-workers

• Technology Expertise/Education- Work to build a deep knowledge and understanding of the Orthofix Spine Fixation portfolio and the competitive space.  Deliver effective training to reps and surgeons. 

• Distribution Optimization- Assist SIRVP to drive distribution optimization.  Identify opportunities and help define pathway to improvement as directed by the SIRVP.

• Efficient Execution- Organized, proper prioritization, and follow through with urgency  and with high accuracy

• Driving Sales Performance- Work with existing distributor network to review performance, identify opportunities, drive business planning and execution through a culture of accountability

• Measurement- Measure performance of Distributors and analyze opportunities for business development and revenue growth

• Leadership- Provide leadership with both internal and external customers to advance the Spine Fixation sales strategy with a positive attitude and team support

What will be your Duties and Responsibilities?

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

• The Spinal Implants RM is the front line spine specialist of Orthofix to customers (distributors, surgeons, and hospitals alike) and the rest of the industry. As a result, the qualified candidate will be well trained (initially and ongoing) to best carry out an effective consultative sales effort as the go-to field expert

• Continually develop technical and selling skills. Demonstrate proficiency in technical knowledge of the Orthofix Spinal Implants portfolio and the spine market

• Execute directions and fulfill requests at the direction of the SIRVP

• Call on physician offices and hospital accounts for the promotion and support of spine fixation sales in partnership with other Orthofix sales divisions 

• Develop and implement business plans to achieve or exceed spine fixation sales quotas

• Participate in workshops, trade shows, sales meetings and company scheduled meetings

• Conduct educational programs to advance representative and clinician learning such as evening speaker events or an in office/hospital in-service

• Provide exceptional customer service pre and post-sale

• Work well with all internal staff, external staff and fellow team members for transition of sale to appropriate sales representative

• Attend and fulfill all home office and online training modules

• Be accountable for all record keeping in accordance with company policy

• Must Adhere to Orthofix Integrity Advantage compliance guidelines and be a champion for compliance

What skills you'll need? 

• At least 5 years medical sales experience with documented success, preferably in spine

• Accredited sales training preferred

• Demonstrate a high level of competitiveness and desire to succeed

• A bachelor's degree preferred with an ability to articulate, depth of thought, good judgment and decision making; MBA preferred

• A proven ability to present to individuals or larger groups

• An exceptional level of technical competence with regard to product knowledge and use

• A proven ability to effectively manage multiple activities

• A proven ability to effectively sell in a changing environment

• Open to coaching, ongoing development, and constructive criticism

• Proven ability to work effectively in a team environment

• Sufficient computer skills to communicate through and present material to others with computer-based applications (email, PowerPoint, Excel, etc.)

• Operates with a high degree of integrity

Supervisory Responsibilities:

• N/A

Physical Demands and Work Conditions:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Travel required within territory by plane, car, etc. about 80%. If traveling by car a valid driver's license and proof of insurance is required.

The anticipated salary for this position is  $120,000to $180,000  per year, (plus commissions based on performance) and benefits.

DISCLAIMER

The duties listed above are intended only as representation of the essential functions of this position.  The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.  The job description does not constitute an employment agreement between the employer and employee and is subject to change at the sole discretion of the employer.  Nothing in this document alters an employee’s at-will employment status.

We are committed to providing equal employment opportunities to all employees and applicants without regard to race (including traits historically associated with race, such as hair texture and protective hairstyles, including braids, locks, and twists), ethnicity, religion, religious creed (including religious dress and grooming practices), color, caste, sex (including childbirth, breast feeding, and related medical conditions), gender, gender identity or expression, sexual orientation, national origin, ancestry, citizenship status, uniform service member and veteran status, marital status, pregnancy, age (40 and over), protected medical condition (including cancer and genetic conditions), genetic information, disability (mental and physical), reproductive health decision-making, medical leave or other types of protected leave (requesting or approved for leave under the Family and Medical Leave Act or the California Family Rights Act), domestic violence victim status, political affiliation, or any other protected status in accordance with all applicable federal, state, and local laws.

This policy extends to all aspects of our employment practices including, but not limited to, recruiting, hiring, discipline, termination, promotions, transfers, compensation, benefits, training, leaves of absence, and other terms and conditions of employment.