Commercial Regional Director - East

About the role

This position is a field-based role responsible for providing clinical product expertise and strategic selling direction for assigned regions in support of Zimmer Biomet Direct and Indirect sales organizations.

Responsibilities

• Mobilize internal resources not in direct line of authority to achieve sales targets within budgetary constraints.
• Work closely with and take 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.
• Ensures 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.
• Carry out downstream marketing plan in alignment with Marketing organization.
• Develops and maintains broad product line technical expertise and trains sales personnel on products and surgical techniques, including positioning and features.
• Provides sales support to account managers and customers.
• Has a winning attitude and helps to instill that enthusiasm in distributor and direct sales teams.
• Develops and maintains broad product line technical expertise and trains sales personnel on products and surgical techniques, including positioning and features.
• Establishes credibility with sales teams with clinical expertise and sales strategies to meet and exceed business objectives.
• Demonstrates a commitment to winning and a "can do" approach to problems and persistence in the face of adversity.

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.
• Past experience and success working closely with a distributor organization preferred.

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

• Proficiency with a personal computer including electric mail, record keeping, routine database activity, word processing, spreadsheet, graphics, etc.
• 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.

Benefits

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

Schedule

Up to 80% travel expected.