Leads sales strategy, revenue growth, profitability, and team performance across a multi-state East Coast region. Builds and develops Regional Sales Directors and distributor networks, manages surgeon and hospital relationships, supports contracting and GPO/IDN initiatives, and ensures compliance with medical-device regulations. Requires extensive travel, operating-room presence, strong spine clinical expertise, and executive-level communication.
We are looking for an Area Vice President of Sales East Regions
Location: East US / Field-Based (with up to 50%-75% travel)
Reports to: Executive Vice President - Commercial
Position Summary
The Area Vice President (AVP) of Sales is responsible for leading and growing the business across their assigned multi-state region. This role owns the region's revenue and profitability targets, builds and leads a high-performing team of Regional Sales Directors, and cultivates strategic relationships with spine surgeons, hospital systems, ambulatory surgery centers (ASCs), and group purchasing organizations (GPOs)/integrated delivery networks (IDNs). The AVP translates corporate commercial strategy into an executable regional plan, drives disciplined sales execution, and serves as a key voice of the field to executive leadership on market dynamics, competitive activity, and product needs.
Key roles & responsibilities
- Sales stratedgy & revenue growth : Own the Budget for the assigned area - Develop and execute an area business plan - Analyze territory-level sales data - Set and manage quarterly and annual sales targets by territory
- Team leadership & talent development : Recruit, hire, onboard, and develop a team of Regional Directors and independent distributors - Manage performance & coach Regional Directors - Foster the company culture
- Key account & surgeon relationship management : Serve as an executive-level relationship owner, supporting case coverage escalations, product feedback loops, and peer-to-peer education - Partner with Medical Education to drive education events - Lead or support Value Analysis Committee (VAC) presentations and hospital.
- Contracting, GPO/IDN & Distributor Management : Partner with Corporate Accounts/Contracting - Manage the region's independent distributor network - Identify and close geographic white space through new distributor recruitment and resource management
- Cross-Functional Collaboration : Partner with Marketing, Commercial Operations, Finance & RAQA departments
- Compliance & Ethics : Ensure all field activity (surgeon interactions, consulting agreements, meals, event sponsorships) complies with the AdvaMed Code of Ethics, Sunshine Act/Open Payments reporting, and company policy.
- Reporting & Executive Communication : Deliver regular business reviews to senior leadership, Represent the region's voice
Qualifications & Requirements
- Education : Bachelor's degree required; MBA or advanced degree preferred.
- Experience :
- 8–12+ years of progressive medical device sales experience, with at least 3–5 years in a sales leadership role (Regional/Area Manager or Director) within spine, orthopedics.
- Demonstrated track record of meeting or exceeding revenue targets and leading teams distributor managers.
- Established relationships with spine surgeons and hospital administration within the target region strongly preferred.
- Experience with GPO/IDN contracting and VAC processes.
- Skills & attributes :
- Strong clinical acumen in spinal anatomy, surgical technique, and instrumentation sufficient to support case coverage and surgeon-level conversations.
- Proven people-leadership skills: recruiting, coaching, performance management, and team-building across a distribution-driven sales channel.
- Financial fluency: P&L ownership, forecasting, quota design, and expense management.
- Excellent executive presence and communication skills, both with C-suite hospital administrators and in the operating room.
- High integrity and command of relevant compliance frameworks (AdvaMed, Sunshine Act/Open Payments).
- Willingness and ability to travel extensively (50–75%) and to be present in the OR as needed.
- Physical requirements : Ability to stand for extended periods in the operating room, wear surgical attire (scrubs, mask, protective eyewear), lift and carry surgical trays/instrument sets (up to 25–35 lbs), and travel by car and air throughout the assigned region on short notice.
What We Offer
- Competitive base salary with an aggressive, uncapped commission structure and performance bonuses.
- Comprehensive executive benefits package (health, dental, vision, 401(k) matching).
- Opportunity to lead a cutting-edge portfolio that directly impacts patient mobility and spinal health.
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