Commercial Regional Director - Central

About the role

This is a field-based position responsible for providing clinical product expertise and strategic selling direction for assigned regions in support of Zimmer Biomet Direct and Indirect sales organizations. The position reports directly to the Regional (Sales) Leader and has responsibility for account selling, sales team training, and implementation of sales initiatives and strategies to meet Company objectives.

Responsibilities

• Provides product expertise and sales support to Zimmer Direct and Indirect sales organizations and their sales teams in the generation of sales proposals and quotes, sales presentations, customer meetings, and demonstrating product features and capabilities.
• Works closely with and takes direction from Regional sales leader to monitor business plans for assigned Region & territories.
• Advises sales leadership on various business topics through continued assessment of personnel, pricing, distribution, compliance, operations, and staffing.
• Recommends changes to improve the effectiveness of achieving regional sales objectives.
• Reinforces strict adherence to all laws and Zimmer Biomet compliance policies and practices during all business interactions.
• Demonstrates strong leadership and sound business ethics when applying Zimmer Biomet principles, values, and behaviors.
• Identifies and opens new business opportunities with prospective customers and establishes close relationships with key physician leaders and professional societies.
• Utilizes those relationships to strengthen Zimmer Biomet image, competitive position, and performance.
• Conducts feasibility studies that include forecasting levels of new business, evaluating probability of new business, detailing new contacts and companies, and ensuring that all potential business opportunities are financially viable.
• Reviews forecast for product requirements and originates plans and objectives to continually be competitive with or ahead of market needs.
• Conducts market research activities in concert with the internal Marketing organization to analyze and identify opportunities and issues.
• Evaluates existing product lines in light of those findings and develops line simplification strategies as appropriate.
• Carrries out downstream marketing plan in alignment with Marketing organization.
• Uses market research to develop regional product growth strategy that includes customer segmentation, development of new products / services, and increased market penetration for short, medium, and long-term planning.
• Develops and maintains broad product line technical expertise and trains sales personnel on products and surgical techniques, including positioning and features.
• Has a winning attitude and helps to instill that enthusiasm in distributor and direct sales teams.
• Establishes credibility with sales teams with clinical expertise and sales strategies to meet and exceed business objectives.
• Demonstrates product capabilities by providing instruction on key features and advanced applications of Zimmer products.

Requirements

• Demonstrated skill in successfully achieving sales targets while operating within budgetary constraints.
• In-depth understanding of customers and their requirements, negotiating skills, and ability to mobilize internal resources not in direct line of authority.
• Demonstrated ability to get results in complex, possibly at times adverse conditions.
• Strong leadership and coaching skills to influence both Zimmer Direct & Indirect Distributors account manager sales strategies.
• Keen understanding of customer needs and requirements.
• Thorough understanding of marketplace dynamics and competitive issues/products.
• Proficient in business attire, communication, and service of customer.
• Ability to become technically proficient with assigned portfolio of products.
• General knowledge of medical device business including the science, products (Zimmer Biomet and competitors), research and commercialization process, manufacturing, marketing, and sales; knowledge of orthopedic market, products within assigned group, surgical process, selling process, regulatory process, development process, and marketing strategies.

Qualifications

• MBA preferred, but equivalent experience will be considered.
• 10+ years of successful sales and/or marketing experience in orthopedics, medical devices, or other relevant business experience required.
• A combination of education and experience will be considered.
• Experience working with traditional marketing concepts, marketing strategies, product promotion, market analysis, and forecasting is a plus.
• Past experience and success working closely with a distributor organization preferred.

Skills

• Technical proficiency with assigned portfolio of products.
• Product line technical expertise.
• Training sales personnel on products and surgical techniques.
• Market research and analysis.
• Strategic planning and implementation.
• Customer relationship management.
• Leadership and coaching skills.
• Product demonstration and presentation skills.

Benefits

Annual salary of $145,000-180,000 with additional earnings through bonus opportunity.

Schedule

Up to 80% travel expected.