Come join our global team of dedicated professionals who through their extraordinary efforts demonstrate every day their commitment to our mission of improving the lives of patients. At Orthofix our culture is built around Integrity and the core beliefs we live by: Exceed Expectations, Work Together, Be Respectful, Get Lean and Have Fun! As an Orthofix employee, you will become an integral part of our culture by continually demonstrating the highest level of integrity and our beliefs while making an impact to our vision “To be a highly respected global orthopedic and spine company that delivers exceptional value to our patients, customers, team members, partners and shareholders."
Regional VP of Sales - Ex-Fix - East Coast
How you'll make a difference?
The Regional Vice President of Sales is accountable to maximize sales results by leading, coordinating, and overseeing a multi-level sales team within a defined geography. The incumbent establishes and conveys a vision for the region that is aligned with the overall organization. They also set, communicate, and monitor the progress of the fully integrated business plan that actively addresses the local market dynamics and drivers. The Regional Vice President takes action to anticipate and overcome obstacles to success while coordinating efforts and resources to maximize sales results. The individual identifies and maintains relationships with key customers, professionals, and internal/external partners to optimize customer expertise and collaboration capabilities. The Region Vice President leads business operations, budgets, and other administrative matters while ensuring fair and equitable application of staff policies and procedures. The Region Vice President recruits, hires, and develops talent to maximize the team’s capabilities and to provide a ready pool of high-potential talent for the organization. Additionally, the individual partners with the VP of Sales and internal stakeholders to evaluate the customer facing operating systems; asset deployment; and field training in preparation for current and future changes in the Health Care Market.
What will be your Duties and Responsibilities?
Key elements of this job are described below. Management reserves the right to assign or reassign duties and responsibilities to this job at any time.
Strategic Region Management – Develops and communicates a strategic vision for the Region. Establishes an aligned Region business plan and fosters the development of local and regional account-specific business plans.
Develops a strategic Region business plan that creates solutions, strategies, and tactical plans to address local market conditions and customer goals, while achieving company targets. Adjusts strategy in advance of, and in response to, market shifts and competitive trends to capitalize on local market potentials and address customer needs.
Devises, tracks, and shares business metrics to enhance productivity and improve performance. Determines and applies appropriate business metrics to identify the leading indicators of performance in the Region. Communicates best practices up, down, and across the organization.
Demonstrates and reinforces discipline and commitment while clearly communicating expectations. Holds team members and partners accountable to achieve goals, while working within compliance and company guidelines.
Regularly evaluates strategy, resource allocation and utilization, profitability, business results, and customer goal attainment to maximize outcomes. Takes action to correct and refine processes when targets are not achieved or when additional opportunities arise.
Is relentless in the personal and team’s adherence to company and industry compliance policies.
Customer Management & Business Partnering – Coordinates efforts with business partners across the Region to deliver customer excellence, coordinate selling activities, reduce redundancy, and achieve year over year dollar growth, sales quota, market share growth, and other key sales metrics.
Consistently assesses the Region’s healthcare landscape, provider organizations, their policies and contract status. Shares information internally with business partners; develops and shares best practices for sourcing market intelligence. Acts to shape policy across the Region. Prepares the team to address market shifts and competitor initiatives.
Champions for teamwork and collaboration within the Region and across internal and external business partners. Establishes effective communication processes across the team and partners to ensure that information is shared openly and key stakeholders remain informed.
Develops shared Market Plans and Business Strategies with Orthofix counterparts to maximize resource utilization and customer targeting. When appropriate, host market strategy meetings with market counterparts.
Maintains and continually expands clinical, technical, business, and industry expertise.
Meets with key customers, opinion leaders, healthcare system decision makers, and network providers to build rapport, gain commitment for, and maximize access to the Company’s products.
Targets specific IDN’s/ACO/Academic facilities to position the Company’s products, goods and services to gain access for products, prepare for future launches and insulate current status.
Talent Management – Recruits, selects, and hires an effective, qualified, and diverse team. Provides continuous coaching and development, while maintaining a positive momentum, to improve the effectiveness of the team.
Recruits, hires, and develops a diverse team of talent with the ability to deliver results and potential as future leaders.
Maintains a “bench” of highly talented candidates to minimize open territories, vacancies, and to support growth opportunities within distributor partner’s geography.
Actively involved in the construction and delivery of training and development strategies by working with Sales Training and Development. Ensures team members continually increase proficiency through educational activities and developmental assignments.
Portrays uncompromising integrity and ethics within all interactions. Serves as a positive role model for the team when working with customers and internal/external business partners. Holds team members accountable for working within customer, Company, regulatory, and Healthcare Compliance Guidelines
Acts quickly to address performance issues to keep the team focused on the business. Manages conflict proactively within the team.
Leverages understanding of the local healthcare landscape, clinical/therapeutic, and customer knowledge to optimize business results. Coaches team members on customer and marketplace knowledge to enhance their ability to make effective, compliant choices and decisions in the unpredictable customer/healthcare environment.
What skills you'll need?
A bachelor’s degree preferred or equivalent experience required.
Prior experience in selling and managing in the medical device industry
A high determination to succeed characterized by a strong work ethic, demonstrated accomplishment of goals and competitive spirit.
Excellent written and verbal communication skills required to articulate clearly and present to individuals and larger groups.
A high level of maturity demonstrated by acceptance of responsibility, level of judgement and decision making, and an ability to be flexible and accept change.
Must have interpersonal skills which include a high trust/credibility factor, leadership, presence and poise, empathy for others, and an engaging personality.
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.
Must be able to lift and transport products, literature to customer sites repetitively throughout each day.
Frequently required to sit; stand, walk, use hands to finger, handle, feel; reach with arms
Lifting capacity approximately 20 to 30 pounds.
Travel by auto and plane very frequently up to 70%. If traveling by car a valid driver's license and proof of insurance is required.
Ability to use PC or laptop computer effectively.
Eyesight and hearing must be correctable to standard level.
Orthofix complies with all applicable federal, state, and local laws regarding equal employment opportunities (EEO) to all employees and applicants for employment. Orthofix makes its employment decisions without regard to race, color, religion, sex, national origin, age, disability, genetic information, or any other status protected by law. In addition to federal law requirements, Orthofix complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has employees. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.