Integra LifeSciences

  • Capital Specialist

    Vacancy ID
    Position Type
    Regular Full-Time
  • Overview

    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 4,500 employees worldwide. Integra's common stock is listed on The NASDAQ Stock Market under the symbol "IART."


    The Codman Specialty Surgical Capital Sales Specialist for Integra’s Codman Specialty Surgical Division will sell Tissue Ablation, Neuro Critical Care and Stereotactic capital product lines and be responsible for sales of these products within a defined Region. Primary responsibility will be to achieve or exceed defined regional sales revenue targets through strategic planning and coordinated activities with account managers, regional business managers and Stereotactic and Brain Mapping Specialists. Capital Sales Specialists will also be responsible for relationship building and new account targeting as well as coaching and development of capital selling skills with the account managers within their assigned region. Capital Sales Specialists will have extensive product knowledge and exceptional customer service. The Capital Sales Specialists will call on multiple call points/specializations with 50-70% of time spent in the Operating Room. The Capital Sales Specialist will work across Integra functional areas to ensure customer satisfaction. The Capital Sales Specialist will work with their regional team to ensure that all regional/corporate financial goals are met.  


    • Oversee and drive the regional sales activities and achievements with Tissue Ablation, Neuro Critical Care and Stereotactic capital product franchises, particularly focused on increasing sales win rates, shortening purchase timelines and bringing opportunities to successful closure
    • Partner with the regional business manager in developing the overall capital selling skills of account managers within the assigned region
    • Work with the regional business manager to attain monthly and quarterly sales objectives for capital products as defined by corporate senior management
    • Develop a formal business plan at the beginning of each fiscal year to be followed by subsequent monthly and quarterly territory reports aimed at achieving territory sales goals
    • Have extensive knowledge of Integra’s Capital Selling Process, and with account managers, develop Blue Sheet analysis for each large ($100K+) sale
    • Work with account managers to organize and support case coverage with key customers
    • Take initiative to identify new business opportunities
    • Identify product improvement opportunities for sales, marketing and product development teams.
    • Maintain high level of technical, product and disease state knowledge
    • Provide a consultative role in the OR environment in accordance with specific product indications
    • Operate within defined budgets and strictly with in accordance with Corporate policies and procedures
    • Strictly adhere to the policies and procedures within the Advamed Code of Conduct and the Sunshine Act


    The requirements listed below are representative of the knowledge, skill, and/or ability required for this position.

    • Bachelor’s Degree or an equivalent combination of education and/or experience is required; business or science-related degree preferred
    • A minimum of two to five years’ successful capital surgical device or other medical device sales
    • Clear understanding of working complex, high dollar capital sales using the Integra Capital Selling Process or similar
    • Expertise with working Miller Heiman “Blue Sheet” or similar as sales guide for each large capital sale
    • Excellent analytical, written and verbal skills.
    • Confidence to communicate with established physicians and other surgical personnel
    • Strong negotiation and selling skills
    • Interpersonal and political savvy within hospital setting
    • Track record of developing sales plans and executing
    • Team player
    • Physically capable of standing for long hours in the Operating Room during cases.
    • Must be able to lift and carry 65lbs
    • Highly competitive with a strong track record of success
    • Must possess a valid driver’s license
    • Ability to travel 25-75% of the time depending on territory covered


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