Vice President, Sales – Biologics

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.

Position Summary:

The Vice President US Sales, Biologics develops plans and strategies for achieving the Company's revenue goals and business objectives. The VP of U.S. Sales, Biologics defines the sales processes which drive desired sales outcomes, maximizes the overall productivity and effectiveness of the sales teams and identifies improvements where and when required. The VP of U.S. Sales, Biologics manages channel partners across all markets through Area Vice Presidents & Regional Business Managers assigned to regions and territories across the U.S. The VP of U.S. Sales, Biologics works with the sales teams to develop, plan, and implement long term strategies for successful business operations.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

The following are the essential functions of this position. This position may be responsible for performing additional duties as tasks as needed and assigned.

• Develops annual sales and marketing strategic business plans to drive revenue and increase market share
• Direct the development of sales plans, strategies, objectives, policies and procedures that conform to broad corporate sales and marketing objectives
• Provides expertise to our company by building, developing sales teams capable of carrying out our strategies and tactics
• Development and implementation of strategic Biologics and biologics sales initiatives
• Develops professional and sales relationships with internal and external stakeholders including agents, principals, distributors, surgeons, field sales associates and key customers
• Monitor and distribute monthly reports, scorecards and specialized reports on contracts, programs and focus areas. Track sales performance against objectives and inform management of results
• Work directly with other key sales personnel to launch new contracts and on any "save" opportunities to contracts under threat or loss
• Recognizes business developments, market trends and industry trends which might impact sales goals and develops/implements mitigation plans as required
• Educate and communicate activity and success. Manage client relationship
• Identifies sales structure and staffing levels to allow Company to meet revenue objectives most effectively
• Develop and implement sales tools and programs
• Sets the mission and vision of the Sales Operations and Customer Service & Consignment organizations to foster business-oriented culture and mindset
• Ensure customer facing activities and capabilities are prioritized to meet customer needs and deliver dependable and consistent order fulfilment to support revenue growth
• Provide accurate revenue forecasting by business unit and Region to the CFO/CEO
• Coordinating with the marketing department on product/service launches, as well as marketing campaigns, to be sure they are set up for success
• Participates in the development of the Company's plans and programs as a strategic partner, particularly and specifically from the perspective of the impact on sales

MINIMUM QUALIFICATIONS

The requirements listed below are representative of the education, knowledge, skill and/or ability required for this position.

Education/Certifications:

• Bachelor’s Degree in related field

Experience, Skills, Knowledge and/or Abilities:

• 10+ years of sales and marketing management experience
• 6+ years of experience managing people, including hiring, developing, motivating and directing people as they work
• Extensive Travel required domestically and internationally
• Demonstrated experience in the identification and development of metrics and measurements to successfully manage, control and profitably grow businesses.
• Ability to develop strong relationships with internal stakeholders, customers, clinical & sales partners
• Strong understanding of implants, instruments and surgical procedures that will allow for outstanding communication to Physicians, Operating Room staff and sales representatives.
• Good organizational skills and ability to meet tight deadlines in an environment of competing priorities
• Excellent interpersonal, communication and negotiation skills for a wide variety of audiences (C-Level), including sales leadership.
• Proven ability to effectively lead teams and positively interact cross-functionally.
• Experience applying knowledge of products and customers and developing sales programs to meet those needs
• Strong understanding of AdvaMed code and other applicable medical device industry compliance requirements
• Experience developing and delivering technical presentations to various group sizes.
• A decisive individual who possesses a strategic focus as well as an operational, implementation and detail-oriented perspective

PREFERRED QUALIFICATIONS

The education, knowledge, skills and/or abilities listed below are preferred qualifications in addition to the minimum qualifications stated above.

Education/Certifications:

• MBA highly preferred

Additional Experience, Skills, Knowledge and/or Abilities:

• Experience working in international markets selling medical products or medical devices highly preferred

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 undertake the essential duties and responsibilities of this position.  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 and responsibilities of the position.

• No additional physical requirements or essential functions for this position.

The anticipated total compensation for this position is between  $575,000 - $645,000  per year, (inclusive of bonus, equity and commissions based on performance). *This position is also eligible for our LTI equity program.

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.