Business Leader, Operating Room (Southern California)

About BioTissue & Our Culture

At BioTissue, we transform the gift of life by sharing miracles. We are a diverse community, where talent and teamwork are core to who we are. Here, you are EMPOWERED to do the work you love, be yourself, and make an impact. Resilient and committed to our vision, we embrace challenges, celebrate courage, and take great pride in our work to create life-changing products. Purpose led us here. Passion and legacy keep us going.

Position Summary

As part of the BioTissue Surgical sales team, the OR Business Leader (OBL) will be responsible for leading business initiatives that drive regional sales within our Ocular Surgical product portfolio (specifically Amniograft and Amnioguard), engaging directly with ophthalmologists across cornea, glaucoma, oculoplastics, retina and other subspecialties. The OBL will work closely with regional sales leadership and their respective sales representatives as well as with the marketing and enterprise sales teams to develop, execute and monitor sales plans. They will be a subject matter expert in BioTissue’s Surgical/OR products and mechanisms of action, with the goal of breaking into and developing new key surgical/OR customers and accounts. The OBL will have a solid track record of sales success including several years of above average sales performance, preferably with a related product line.

Responsibilities

• Drives Growth and Executes National Sales at the Regional Level
  • Leads key product sales campaigns within assigned region.
  • Grows business in existing accounts as well as developing high utilization, training, case coverage and clear/consistent messaging for new and existing accounts.
  • Acts as OR Product/New Account Onboarding Specialist (clinical application and technology), including training surgeons, supporting OR cases, and presenting to physicians/departments.
  • Serves as a national expert on OR/Surgical Procedures, leading field training, MD development, educational labs, journal clubs, and implementation of commercial strategy and messaging.
  • Partners with the Marketing Group to craft field-level initiatives that result in near-term business growth.
  • Partners with the Surgical sales team and regional leadership to target key accounts, fellowship programs, and other KOLs to launch/maximize GPO and IDN contracts.
• Leads Regional Sales Planning, Execution, and Monitoring
  • Participates in regional and national sales meetings.
  • Partners with Regional Sales Leadership to develop sales strategy for the overall region and for key accounts within the region.
  • Develops metrics with AVP of Sales to monitor region sales performance against goals.
  • Manages deployment of key resources at the regional level to drive business performance.
  • Creates monthly reports analyzing regional business performance.
  • Develops Key Account Business Plan to drive growth in sales of Ocular Surgical products at key accounts within the assigned region.
• Drives Achievement of Regional & National Sales Goals
  • Facilitates key customer meetings to drive existing or new business.
  • Provides expertise in clinical settings and at convention/sales meetings to promote sales and further BioTissue’s reputation in the marketplace.
  • Provides expertise for national and regional surgeon education and product sales training of company representatives.
  • Provides updates to the Product Manager and Sales Leadership regarding competition, product use, clinical updates, reimbursement, and other important business metrics.
  • Conducts regular field sales visits with region sales reps to support sales execution and professional development of the team.
  • Conducts product presentations or instruction to small and large groups to promote adoption and increased utilization at the customer level (including performing in-services for key healthcare staff).
  • Provides field support in areas of product reimbursement and product complaint handling.

Qualifications

• Education: Bachelor’s degree required.
• Experience:
  • 5–7 years of successful OR sales experience.
  • 3+ years of outside medical sales experience, preferably with a regenerative product line.
  • Previous record of above-quota sales performance.
  • Previous record of success at the institutional setting.
  • Skilled at coaching and developing sales colleagues.
• Skills & Abilities:
  • Demonstrated analytical, written, and verbal skills.
  • Demonstrated confidence to communicate with surgeons and hospital personnel.
  • Demonstrated competence in anatomy and physiology as it pertains to BioTissue’s product lines.
  • Must possess a valid driver’s license.

Physical Requirements

• Must be able to lift and carry 50 lbs.

Travel Requirements

• 80–90% travel with some weekend travel required to support key customer events at the regional and national levels.
• Travel is required by automobile, train, bus, and airplane within the region.
• Travel may extend outside the assigned territory when product assistance is required.
• Travel responsibilities extend to the corporate office, professional conventions and conferences, and any other areas determined by the director.

Pay

Base Salary Range: $112,000–$135,000. The posted salary range reflects base compensation only and represents the company’s good-faith estimate of the base pay for this position at the time of posting. Actual base salary will depend on factors such as skills, experience, qualifications, location, and business needs. In addition to base salary, this position is eligible to participate in a variable commission plan. Commission earnings are based on individual and/or company performance under the terms of the applicable commission plan.

Benefits

• Medical, Dental, and Vision Insurance
• Health Savings Account (HSA) and Flexible Spending Accounts (FSA)
• 401(k) Retirement Savings Plan
• Company-Paid Basic Life and AD&D Insurance
• Voluntary Life and AD&D Insurance
• Short-Term and Long-Term Disability Coverance
• Employee Assistance Program (EAP)
• Legal and Identity Protection Benefits
• Pet Insurance
• Paid Time Off and Company Holidays
• Paid Parental and Birthing Leave
• Family and Medical Leave (FMLA), where applicable
• Tuition Reimbursement and Professional Development Support
• Performance-Based Incentive Opportunities
• Equity or Stock Programs, where applicable