Job Details

Description

This Regional Sales Manager (Mid-South- Nashville, Charlotte, Louisville), is responsible for the successful execution of the <NewCo> sales strategy and utilization of distribution representatives within a designated region. They will oversee 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, as well as, responsibility for the recruitment and successful on-boarding of new Distribution throughout the region to include both open and underperforming territories. This role will directly promote the on-label use of the Spine Hardware or Biologics portfolio to physicians and healthcare providers in a clinic, office, and OR setting. This role demonstrates consultative selling and communication skills, technical expertise, and works well in a team environment in order to transition the surgeon to use our product platforms for the benefit of their patients. This position reports to the Area Vice President.

Your key responsibilities:

• Provide weekly, monthly and quarterly detailed updates to include sales vs. plan, key issues and opportunities and distribution analysis.
• Develop and implement strategies to achieve short and long-term business objectives.
• Train and develop sales partners in sales skills, product knowledge, teamwork, time and territory management, competitive knowledge, and successful goal pursuits.
• Coordinate sales efforts with our internal and external partners.
• Communicate corporate, area, and/or regional mission, goals and activities.
• Direct and motivate personnel to achieve unit and revenue goals.
• Provide ongoing feedback/coaching and regularly schedule business reviews with our distributor partners. Implement corrective actions when necessary.
• Assist distributors with business development plans.
• Manage budgets and accurate forecasting.
• Ensuring efficient, effective use of inventory and regional expense.
• Negotiate and resolve price and contract issues (with distribution, accounts) in a timely manner.
• Assist in communications and follow up on hospital billing or collection issues
• Recruit and interview new business partner targets monthly to maintain strong personnel “bench,” hire top candidates for open markets/territories.
• Provide feedback of marketing intelligence to Sales and Marketing Management.
• Provide technical product support and case coverage for hospital staff and physicians when required.
• Assist in coordination of key meetings involving customers or Distributors in region, including establishing objectives and participants for event.
• Growing assigned region with independent distributors and driving revenue year over year.
• Willingness to take responsibility for sales within defined territory and be held accountable for regional sales goals and objectives.
• Adheres to all company policies and is a champion for compliance.
• Performs other related duties as assigned. 

Who you are:

• Bachelor’s Degree in business or science-related field. 
•  7-10 years’ experience in business-to-business (or similar) and 5 years device sales in Biologics, Spine and/or Orthopedics.  
• Excellent analytical, written, and verbal skills.  
• Complete understanding of Operating Room protocols.  
• Confidence to communicate with established physicians and other surgical personnel.  
• Must be extremely organized with the ability to multi-task and manage a large territory with multiple responsibilities.   
•  Having managed a distributor network is a definite plus.   
• Must live within geographic region and within 75 miles of a major airport.
• Must be able to travel at least 75% of time and handle long daily commute. 

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.