Director of Sales - Surgical Spine - Capital & Disposables

About the role

At Bioventus, our business depends on developing our people. We invest in you and challenge you to be the best. We value our colleagues for their different perspectives and individual contributions, and our leaders listen. Our success rests on working together to achieve shared goals and rewards. Join a diverse team of global colleagues driven to help patients resume and enjoy active lives.

Responsibilities

• Lead and develop a diverse sales team consisting of Territory Managers (TMs) and Associate Territory Managers (ATMs) to achieve and deliver revenue goals for each product category on a period, quarterly, and annual basis in the defined geography (Texas, Colorado, and Arizona).
• Responsible for the timely selection, hiring, coaching, and development of the Direct sales team.
• Develop business plans for the assigned products to meet or exceed area financial sales and marketing objectives.
• Create and manage intelligence gathering capability for the area marketplace to ensure objectives are met.
• Direct tactical implementation of business plan to meet objectives.
• Collaborate in strategic planning and sales forecasting.
• Provide market insights, trends, competitive activity, and conditions.
• Recommend changes to strategic and tactical sales plans.
• Analyze and report changing needs within the sales organization for training, sales programs, and field assets.
• Prepare sales forecasts by product line.
• Assist with quotes and recommend pricing strategies.
• Identify and lead direct sales force effectiveness to include full portfolio opportunities/selling processes, overall business process improvements for the team in partnerships with Sales leadership, Marketing, Corporate Accounts, and Commercial Operations.
• Build professional and technical knowledge by engaging with customers, attending conferences and workshops, delivering presentations, training field sales staff, and reviewing professional publications.
• In partnership with the Indirect Director of Sales team, ensure proper alignment of surgeon and account targets between both the direct and indirect sales channels while encouraging collaboration and lead sharing.
• Collaborate with key cross-functional leads (i.e., sales operations, sales, training, market access, pricing, medical education) to ensure sales force effectiveness and performance.
• Prepare, administer, and control expense budgets as part of overall profits.
• Hold oneself and others accountable to conduct business in a manner compliant with Bioventus’ Code of Compliance and Ethics, policies and procedures, and internal controls.
• Ensure focus and alignment with functional and company goals.
• Provide employees with continuous feedback and coaching using talent-and-performance management tools.
• All other duties and projects, as assigned.

Requirements

• MUST reside in the St. Louis or Nashville area
• BA/BS in Business, Marketing, Biomedical Sciences, or relevant area of study
• Capital and Spine experience preferred
• Minimum three years or more demonstrated high achievement in Sales Management in the medical device industry
• Conceptual, strategic planning skills with demonstrated product line success and growth
• Strong leadership skills, results-oriented with the ability to lead in a motivating style
• Multi-unit/cross product line management experience
• Outstanding customer relationship and interpersonal communication skills, with the established ability to communicate across diverse audiences both verbally and in writing, and influence cross-functionally
• Demonstrated experience in negotiating agreements/contracts