Integra LifeSciences

  • Regenerative Business Leader - OH/VA/KY

    Vacancy ID
    2018-28377
    Location
    US-KY-Lexington
    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

    As part of the Wound Reconstruction commercial channel & regenerative team, the Regenerative Business Leader (RBL) will be responsible for driving business initiatives that positively impact regional performance of the Regenerative product portfolio. The RBL will work with Regional Sales Management and Sales Specialists to identify opportunities that produce significant new Regenerative Sales. The RBL will possess a deep understanding of Integra’s Regenerative products and will know how to effectively position these products with the customer. The candidate will have a demonstrated record of consistent success selling collagen based products to surgeons for use in chronic and acute wounds (inclusive of burns) and plastic and reconstructive surgery. Experience selling to outpatient wound care call points is also a plus.

     

    Executes National Campaigns at the Regional Level

    • Leads marketing/promotional campaigns within assigned region. Drive new product launches and consistent messaging for new and existing products.
    • Acts as Regenerative Expert (Clinical application and technology). For instance:
      • National expert on treatment of burns – takes lead on field communication around burn treatment best practices.
      • National expert on treatment of complex wounds involving foot & ankle reconstruction
      • National selling best practices lead
    • Partners with the Regenerative 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 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 regenerative 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 Regenerative Collagen Portfolio at key accounts within assigned region. Key accounts will include Integrated Healthcare Delivery Networks, Burn Centers and VA Hospitals.
    • 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 for Regenerative Technologies 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 salespeople 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 – OR and ICU)
    • Provides field support in areas of product reimbursement & product complaint handling

    Qualifications

    Education

    • Bachelor’s Degree required

     

    Type and Number of Years of Experience

    • Preferred 5-7 years sales experience, 3+ years of outside medical sales experience, preferably with regenerative product line.
    • Previous record of above quota sales performance
    • Skilled at coaching / developing sales colleagues
    • Demonstrated analytical, written, and verbal skills
    • Demonstrated confidence to communicate with surgeons and hospital personnel
    • Demonstrated competence of anatomy and physiology as it pertains to the Integra Extremity and Reconstructive collagen product line
    • Must possess a valid driver’s license

     

    Other Requirements:

    • Travel is required by automobile, train, bus, and airplane within Regenerative Sales Specialists 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

     

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