Director, Business Development

About the role

The Director, Business identifies high-impact sales talent, distributor organizations, and strategic commercial opportunities that can accelerate Advita Ortho's growth. The role builds a national pipeline of high-performing orthopedic representatives and distributor principals, with particular emphasis on Shoulder and Foot & Ankle relationships, while cultivating priority prospects before they are actively considering a move. This position also connects qualified distributor and market opportunities with Advita Ortho's regional sales leadership. It is not a regional sales management role; its focus is expanding the company's access to talent and strategic growth opportunities nationwide.

Responsibilities

• Competitive Talent Acquisition
  • Build and maintain national pipelines of high-performing orthopedic representatives, sales teams, and distributor principals by market, specialty, product category, and competitor.
  • Proactively identify and cultivate priority talent before candidates are actively considering a career move.
  • Assess production, surgeon relationships, geography, competitive position, motivations, career objectives, strategic fit, and commercial potential.
  • Present qualified talent opportunities to the appropriate Regional Vice President (RVP) and Senior Vice President (SVP), Sales.
• Competitive Intelligence
  • Maintain current knowledge of the orthopedic sales landscape, including organizational changes, territory movement, acquisitions, restructurings, and leadership changes.
  • Monitor movement of high-performing representatives and distributor teams, identify resulting recruiting opportunities, and provide actionable intelligence to senior leadership.
• Distributor & Market Development
  • Identify and evaluate distributor organizations with strong surgeon relationships, complementary portfolios, and alignment with Advita Ortho's commercial model.
  • Develop relationships with distributor principals, qualify opportunities, and facilitate introductions to the appropriate RVP.
  • Identify untapped markets, geographic expansion opportunities, competitive disruption, and strategic sales organizations that could materially strengthen market presence.
  • Partner with the SVP, Sales and RVPs to prioritize opportunities and support strategic distributor negotiations when requested.
• Talent Recruitment, Conversion & Handoff
  • Own relationships with priority candidates throughout the recruiting process and maintain accountability for pipeline progression.
  • Coordinate with Sales leadership, Human Resources, and other stakeholders on evaluation, compensation discussions, offer development, and a timely candidate experience.
  • After hire, partner with the appropriate RVP and Director, Strategic Growth to establish geographic assignment, distributor structure, target surgeons, initial accounts, product focus, training requirements, and 90-, 180-, and 365-day objectives.
  • Facilitate a clear transition of the new hire relationship to the appropriate RVP.
  • Maintain a working knowledge of applicable legal and regulatory requirements affecting the orthopedic medical device industry, including healthcare fraud and abuse laws, fair market value principles, confidentiality obligations, restrictive covenant and non-competition considerations, and distributor and commercial contracting requirements, and partner effectively with Legal and Compliance to identify and mitigate business risks.

Qualifications

• Education: Bachelor's degree in business, marketing, healthcare, or a related field, or an equivalent combination of education and relevant experience.
• Experience:
  • Proven success in orthopedic medical device sales, recruiting, business development, or commercial leadership.
  • Demonstrated ability to identify, engage, and recruit high-performing sales talent.
  • Established network among orthopedic sales representatives and distributor principals.
  • Experience evaluating distributor organizations, market opportunities, and commercial fit.
  • Knowledge of Shoulder and/or Foot & Ankle markets is preferred.

Skills

• Functional/Technical Knowledge, Skills and Abilities Required:
  • Deep understanding of the orthopedic sales and distributor landscape.
  • Exceptional relationship-building, communication, and influencing skills with credibility among senior sales professionals and distributor owners.
  • Strong business judgment, commercial acumen, discretion, and ability to evaluate both current performance and future potential.
  • Ability to build and manage a disciplined national opportunity pipeline and communicate clear recommendations to senior leadership.
  • Ability and willingness to travel as business needs require.