Territory Manager - Limb Reconstruction

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.

Candidate must live in Seattle, WA

POSITION SUMMARY

The Territory Manager (TM), Limb Reconstruction is a dedicated, field-based Orthofix sales professional who owns revenue growth for the Limb Reconstruction portfolio in an assigned U.S. metro territory. Reporting to the Region Sales Manager (RSM), the TM spends 100% of selling time on Orthofix’s Limb Reconstruction portfolio.

The TM is directly accountable for achieving territory market growth goals through proactive surgeon development and competitive conversion, requiring orthopedic clinical credibility, commercial discipline, and a self-directed, resilient approach to building the market.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

The following are the essential functions of this position. The TM may be responsible for additional duties and tasks assigned.

1. Territory Growth & Business Plan Execution

• Execute the territory business plan set with the RSM and own the territory’s quota and market growth goals.
• Dedicate 100% of selling time to Limb Reconstruction, leading with TL Elevate and expanding into the full portfolio.
• Build and manage a surgeon target list and opportunity pipeline for the territory.
• Once ramped, sustain consistent monthly case flow across TL Elevate, frames and supporting cases.

2. Surgeon Development & Competitive Conversion

• Prospect, engage and activate new surgeons in Foot & Ankle, Trauma and Pediatric Orthopedics.
• Convert competitive business to Orthofix’s Limb Reconstruction portfolio.
• Build repeat utilization with activated surgeons and expand their use across the portfolio.
• Maintain weekly medical education activity with surgeons in the territory, in partnership with Medical Education.

3. Case Support & Clinical Expertise

• Provide in-person operating room case support for TL Elevate, TrueLok and TL-HEX frames, and Fitbone.
• Serve as a true product specialist who is credible in the OR on frame and IM nail procedures.
• Work with the Market Development Managers during monthly in-market visits on case support and joint surgeon sales calls.
• Progress to independent case support across the full portfolio.

4. Training & Development

• Complete TM training program: TL Elevate, AHN, G-Beam and core portfolio selling skills; TrueLok / TL-HEX and frame principles; Fitbone and full portfolio integration.
• Attend weekly virtual training with Sales Enablement on product knowledge, selling skills, objection handling, case discussions and field learnings.
• Take part in labs and hands-on product training led by the Market Development team.
• Attend in-person training sessions in Lewisville, TX.

5. Performance Management & Accountability

• Hold weekly 1:1s with the RSM covering activity, pipeline and progress against plan.
• Participate in revenue, KPI and performance reviews with the RSM.
• Act on field coaching from the RSM and MDM.

6. Cross-Functional Collaboration

• Partner with Marketing, Medical Education, Contracting, Strategic Accounts and the broader Limb Reconstruction organization to grow the territory.
• Work with Contracting and Strategic Accounts on contract access at target hospitals and accounts.
• Share field learnings and market feedback with the RSM and Sales Enablement.

7. Compliance & Documentation

• Ensure all business activities adhere to Orthofix compliance guidelines, FDA regulations and industry standards.
• Maintain accurate CRM documentation, expense reports and training records in accordance with company policy.

8. Territory Operations, Inventory & Channel Coordination

• Maintain accurate forecasts, pipelines and account plans, and coordinate with internal teams to support product availability, pricing, contracts and customer needs.

• Manage assigned inventory, instruments, demos and other company assets in accordance with company policy.

• Build relationships with surgeons and key hospital stakeholders, including OR leadership, supply chain, value analysis and administration.

• Coordinate account activity and case coverage with distributors and internal partners, escalating conflicts and obtaining required approvals for customer commitments.

MINIMUM QUALIFICATIONS

• 3–7+ years of orthopedic sales experience.
• Proven record of territory growth and quota achievement against measurable goals.
• Demonstrated success converting competitive business.
• Strong local surgeon network, with established relationships in Foot & Ankle, Trauma and Pediatric Orthopedics in the assigned market.
• Orthopedic clinical acumen, including frame and IM nail experience, and credibility in the operating room.
• Ability to sell a full portfolio rather than a single product line.
• Growth mindset: prospects consistently and is self-directed and resilient.
• Bachelor’s degree required.
• Skilled in building trusted relationships with surgeons, hospital stakeholders and internal teams through professionalism and responsiveness.
• Strong organizational skills, attention to detail and ability to manage multiple priorities in a fast-paced environment.
• High integrity and commitment to ethical conduct, regulatory compliance and continuous learning.
• Proficient in Microsoft Office applications (PowerPoint, Excel, Outlook) and CRM platforms.
• Must hold a valid driver’s license and insurance.

• Must complete and maintain required product, clinical, compliance and case-support training and remain eligible to drive and satisfy applicable hospital and vendor credentialing requirements.

Preferred Background

• Current sales representative on an established orthopedic sales team, ready to own a territory.

SUPERVISORY RESPONSIBILITIES

• None. This is an individual contributor role.

TRAVEL AND WORKING CONDITIONS

• Field-based role requiring residence within or near the assigned territory and frequent travel to hospitals, clinics and surgical centers. Travel may include overnight trips and training in Lewisville, TX.

• Regular operating-room presence and early-morning, evening, weekend or short-notice availability may be required based on surgical schedules and business needs.

• Must obtain and maintain all hospital, facility and third-party vendor credentials required for account access and case support, subject to applicable law and company policy.

PHYSICAL REQUIREMENTS / ADVERSE WORKING CONDITIONS

The physical requirements listed in this section include, but are not limited to, the motor/physical abilities, skills, and/or demands required of the position in order to successfully perform its essential duties. In accordance with the Americans with Disabilities Act (ADA), reasonable accommodations may be made to allow qualified individuals with a disability to perform the essential functions of the position.

• Ability to travel by automobile, move throughout clinical environments, and stand or walk for extended periods.

• Ability to handle products, instrument sets and demonstration materials and wear required personal protective equipment, with or without reasonable accommodation.

• May be exposed to standard clinical-environment hazards and must follow all company and facility safety requirements.

The anticipated salary for this position is $80,000.00 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.