Integra LifeSciences

  • Regional Business Director, BioD

    Vacancy ID
    2018-28355
    Location
    US-NJ-Princeton
    Position Type
    Regular Full-Time
    Category
    Sales
  • 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."

    Responsibilities

    Integra's Surgical Reconstruction franchise includes both surgical and amniotic products used in Abdominal wall, Plastic, Spine & Orthopedic, Urologic, and Ocular surgical procedures.  Reporting to and working closely with the Vice President of Orthopedic and Tissue Technologies Sales, Regional Business Director, BioD will be responsible for crafting the strategic direction of the sales organization and driving execution of all sales related activities with our surgical amniotic product portfolio. The Regional Business Director will manage a national team of eight Region Business Managers (RBMs) and a distribution network comprised of independent distributors and direct representatives. They will be responsible for developing and achieving annual sales targets and growth goals through the leadership, management, coaching, and professional development of the Region Management team. Working collaboratively with marketing and other internal partners, the candidate will have a demonstrated record of consistent success growing distribution channels. They will play an integral role in developing national sales and channel expansion plans in conjunction with the VP of OTT Sales.

     

    Primary Duties and Responsibilities:

    • Develop, execute and exceed quarterly and annual sales quota, new account acquisition targets, profit and market share goals.
    • Develop sales plans and strategies to increase market penetration. Work with VP of OTT Sales to craft yearly sales strategy and OPEX planning. Develop annual sales quotas for sales reps and distributors. Manage department T&E budget at or below budgeted levels.
    • Develop accurate and timely revenue and demand forecasts towards optimal procurement, deployment and utilization of company assets.
    • Develop and implement sales channel expansion plan to drive revenue and market share gains.
    • Formulate and deploy effective strategy to attract, develop and retain top talent.
    • Develop and implement business plans for distributors and sales reps through each RBM and hold quarterly business reviews with management team.
    • Implement company sales process and clinical training continuum to establish a culture of consultative selling to customer decision makers at all levels.
    • Cultivate and maintain relationships with physician and hospital executive decision makers.
    • Work with VP sales to craft pricing and contracting strategy to optimize entry to key local, regional and national IDN and GPO accounts.
    • Establish a formalized plan for RBM management of distributor and direct sales channels. Provide coaching and development of RBM team towards improving critical management skills and provide quarterly feedback.
    • Collaborate cross functionally to optimize all aspects of commercial delivery. Provide timely market intelligence to marketing and operations teams towards development of product and service solutions that meet customer needs.
    • Drive compliance to all Integra policies and procedures.

    Qualifications

    Education and Experience:

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

    • Bachelor’s degree required. Masters/MBA degree preferred
    • 10+ years medical device sales experience, minimum 5 years of sales management.
    • National sales management and experience managing managers preferred.
    • Experience successfully managing and driving distribution channels.
    • Track record of achieving exceptional sales results
    • Military experience desirable
    • Strong level of comfort leading change initiatives and utilizing CRM as a management tool
    • Demonstrated ability to build, develop and lead teams that produce results
    • Developed successful strategic selling plans for new products and market segments
    • Experience analyzing data and market trends to effectively develop presentations, provide both short/long term recommendations and accurately forecast revenue
    • Knowledge of hospital and outpatient healthcare delivery models and demonstrated ability to impact decisions resulting in new revenue
    • Adept at managing hospital sales and contracting cycles for complex product portfolios
    • Exceptional account management skills
    • Highly collaborative leadership style
    • Demonstrated ability to influence and motivate a wide variety of stakeholders across multi-disciplinary businesses and functions
    • Strong analytical, written, and verbal communication skills
    • Disciplined approach to project management and decision making
    • Must be able to travel extensively throughout the US, 50-75% of time

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