OSTEAL - Area Vice President, Sales (East/West)

About the role

The Area Vice-President, Sales is a first-line sales leader responsible for launching the NEXCHANGE KIT, Osteal’s lead investigational therapy for periprosthetic joint infection, which has received FDA Breakthrough Therapy, Fast Track, Orphan Drug, and Qualified Infectious Disease designations. This role builds the regional Account Manager team, owns launch execution, surgeon adoption, and translates national strategy into account-level plans.

Responsibilities

• Recruit, develop, and lead a high-performing team of Account Managers.
• Provide field-based coaching through joint calls and in-hospital support.
• Own regional sales forecasting, pipeline management, and performance reporting: conduct ongoing performance management and provide input on compensation plan design and quota setting.
• Translate national strategy into actionable regional, territory and account level plans aligned to launch objectives.
• Drive regional launch execution including site activation, surgeon adoption, and achievement of quarterly revenue and unit goals.
• Identify, develop, and cultivate regional KOLs and centers of excellence in orthopedic infection management.
• Partner cross-functionally with Marketing, Market Access, Medical Affairs, Training and Operations to drive aligned execution.
• Serve as the voice of the field, bringing insights that inform strategy and decision-making.
• Ensure team adherence to all applicable laws, regulations, and company policies.

Qualifications

• Bachelor’s degree or equivalent required, advanced degree preferred.
• 8+ years of commercial experience selling medical devices, biologics, or specialty pharmaceuticals into hospitals and surgical settings, with documented quota attainment.
• Minimum 3 years of first-line sales leadership experience directly managing W-2 sales representatives in a direct sales model. Experience limited to managing independent distributors, 1099 reps, or third-party channel partners does not satisfy this requirement.
• Proven launch leadership experience as a first-line manager during a new product launch (pre-launch readiness through the first 24 months of commercialization), preferably within a pre-commercial or early commercial-stage company.
• Orthopedic and operating room selling experience strongly preferred, including established relationships with orthopedic surgeons, infectious disease specialists, and hospital decision-makers (e.g., Pharmacy & Therapeutics & Value Analysis Committees).
• Exceptional ability to translate sophisticated scientific data into actionable clinical insights that build trust with surgeons, pharmacists, and infectious disease specialists.