Integra LifeSciences Ankle Arthroplasty Business Leader - Ohio in Cleveland, Ohio
Integra LifeSciences, a world leader in medical technology, is dedicated to limiting uncertainty for surgeons, so they can concentrate on providing the best patient care. Integra offers innovative solutions in orthopedic extremity surgery, neurosurgery, reconstructive and general surgery, and regenerative wound care.
Integra's orthopedic products include devices and implants for foot and ankle, hand and wrist, shoulder and elbow, tendon and peripheral nerve protection and repair. Integra is a leader in neurosurgery, offering a broad portfolio of implants, devices, instruments and systems used in neurosurgery, neuromonitoring, neurotrauma, and related critical care. Integra’s Tissue Technologies is an in-patient and outpatient Regenerative product portfolio, which includes products for wound care, burns, abdominal reconstruction, and plastic & reconstructive surgery. In the United States, Integra is a leading provider of surgical instruments to hospitals, surgery centers and alternate care sites, including physician and dental offices.
Founded in 1989 Integra is headquartered in Plainsboro, New Jersey and has over 3,300 employees worldwide. Integra's common stock is listed on The NASDAQ Stock Market under the symbol "IART."
As part of the Orthopedic & Tissue Technologies (OTT) sales team, the Ankle Arthroplasty Business Leader (ABL) will be responsible for leading business initiatives that drive regional sales within our lower extremity orthopedic product portfolio, specifically our Ankle Arthroplasty products. The ABL will work closely with regional sales management and their respective sales specialists as well as with the marketing and enterprise sales teams to develop, execute and monitor sales plans. She/he will be a subject matter expert in Integra’s lower extremity metal products and mechanisms of action. The ABL will have a solid track record of sales success including several years of above average sales performance with a related orthopedic product line.
Area Sales Director
No direct supervision. The ABL will provide direction in conjunction with regional sales management to full-line territory sales specialists in assigned geographic region.
Essential Duties and Responsibilities:
Executes National Sales Campaigns at the Regional Level
Leads key product sales campaigns within assigned region. Drive new product launches, training, case coverage and clear/consistent messaging for new and existing products.
Acts as Orthopedic Extremity Expert (Clinical application and technology). For instance:
National expert on Ankle Arthroplasty– takes lead on field training, MD development, communication and implementation of commercial strategy and messaging.
Partners with the Marketing Group to craft field level initiatives that result in near term business growth.
Partners with the enterprise sales team and regional sales management to launch/maximize GPO and IDN contracts.
Leads Regional Sales Planning, Execution, and Monitoring
Participates in regional and national sales meetings
Partners with Regional Sales Management to develop extremity sales strategy for overall region and for key accounts within region
Provides planning tools to full-line sales reps (and distributors) to facilitate territory sales planning
Develops metrics with Region Sales Management to monitor region sales performance to goals
Drives field level activities to cultivate new accounts while growing business at existing accounts
Manages deployment of key resources at regional level to drive business performance
Creates monthly reports analyzing regional business performance
Develops Key Account Business Plan
Drives growth in sales of the Extremity Portfolio at key accounts within assigned region.
Develops written strategic business plan for developing key account business (top 10 to 20 accounts)
Develops key relationships in targeted facilities
Fosters the development of key opinion leaders within region; Partner with VP of Professional Affairs to create strong corporate relationship
Develops Key Account Business Plan
Drives Achievement of Regional & National Sales Goals
Facilitates key customer meetings to drive existing or new business
Provides expertise in clinical settings and at convention/sales meetings to promote sales and further Integra’s reputation in the marketplace.
Provides expertise for national and regional surgeon education and product sales training of company representatives.
Provides updates to the Region Manager and Region Sales Team regarding competition, product use, clinical updates, reimbursement and other important business metrics.
Conducts regular field sales visits with region sales reps to assist in sales execution and professional development of the team.
Conducts product presentations or instruction to small and large groups to promote adoption and increased utilization at the customer level (inclusive of performing in-services for key healthcare staff)
Provides field support in areas of product reimbursement & product complaint handling
Education and Experience:
The requirements listed below are representative of the knowledge, skill, and/or ability required for this position
Bachelors degree required
5-7 years sales experience, 3+ years of outside medical sales experience, preferably with an ankle arthroplasty implantable related product line
Track record of above quota sales performance
Skilled at coaching / developing sales colleagues
Excellent analytical, written, and verbal skills
Confidence to communicate with surgeons and hospital personnel
Competent with anatomy and physiology as it pertains to the Integra Extremity Reconstructive implantable metal product line
Must possess a valid driver’s license
Travel is required by automobile, train, bus, and airplane within assigned territory
Travel may extend outside assigned territory when product assistance is required
Travel responsibilities extend to corporate office, professional conventions and conferences, and any other determined by director
Travel responsibility is approximately but not limited to 75%; Some weekend travel will be required to support key customer events at the regional and national levels.
Relocation dependent on current location
Must be able to lift and carry 40lbs
TOOLS AND EQUIPMENT USED
Computer, Fax, copier
The physical requirements listed in this section include, but are not limited, to the motor/physical abilities and skills require of this position in order to successfully undertake the essential duties and responsibilities of this position. In accordance with the Americans with Disabilities Act (ADA), reasonable accommodations may be made to empower individuals with disabilities to undertake the essential duties and responsibilities of the position.
While undertaking the essential duties and responsibilities of the position, the employee must repeatedly
sit, listen, speak, and ability to move to all locations throughout the building. The employee is required to go to all areas of the company. The employee may be required to periodically lift and/or move up to 50 lbs.
Ability to travel via car and/or airplane to domestic and international locations.
Vacancy ID 2017-22055
Position Type Regular Full-Time