Regional Sales Manager - Spinal Implants, Southern California & Hawaii

Location: California

*** Territory covers Southern California (LA/OC/IE) & Hawaii
*** This position manages and leads the Spinal Implants business activities in a specific territory, under the direction of the Spinal Implants Regional Vice President (SIRVP).  As directed by the SFRVP, the Spinal Implants RM oversees the performance of multiple aspects within the territory including: distributor sales performance, sales force training, hospital and GPO relationships, pricing and promotions, surgeon product training, surgeon relationships, and distribution optimization.  

Position also directly promotes the on-label use of the Spine Fixation portfolio to physicians and healthcare providers in a clinic, office, and OR setting. The individual must demonstrate consultative selling and communication skills, technical expertise, and work well in a team environment in order to transition the surgeon to use our Spine Fixation platform for the benefit of their patients.

This person must demonstrate a strong commitment to mastering in-depth spine, anatomy, physiology and clinical applications to assist physician preference for treatment.
** Core Aptitudes

Required:

**
* ** Proactive Problem Solving**- Think critically about the business and our obstacles to success.  Drive creative solutions while showing a high level of resourcefulness and creativity.  Identify solutions, not just issues.
* ** Relationship Building**- With distributors, surgeons, internal and external resources, and hospital/payor.  Demonstrate professionalism and diplomacy in all interactions with customers and co-workers
* ** Technology Expertise/Education**- Work to build a deep knowledge and understanding of the Orthofix Spine Fixation portfolio and the competitive space.  Deliver effective training to reps and surgeons.
* ** Distribution Optimization**- Assist SIRVP to drive distribution optimization.  Identify opportunities and help define pathway to improvement as directed by the SIRVP.
* ** Efficient Execution
- ** Organized, proper prioritization, and follow through with urgency  and with high accuracy
* ** Driving Sales Performance
- ** Work with existing distributor network to review performance, identify opportunities, drive business planning and execution through a culture of accountability
* ** Measurement
- ** Measure performance of Distributors and analyze opportunities for business development and revenue growth
* ** Leadership
- ** Provide leadership with both internal and external customers to advance the Spine Fixation sales strategy with a positive attitude and team support
* Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.
** The Spinal Implants RM is the front line spine specialist of Orthofix to customers (distributors, surgeons, and hospitals alike) and the rest of the industry. As a result, the qualified candidate will be well trained (initially and ongoing) to best carry out an effective consultative sales effort as the go-to field expert
* Continually develop technical and selling skills. Demonstrate proficiency in technical knowledge of the Orthofix Spinal Implants portfolio and the spine market
* Execute directions and fulfill requests at the direction of the SIRVP
* Call on physician offices and hospital accounts for the promotion and support of spine fixation sales in partnership with other Orthofix sales divisions
* Develop and implement business plans to achieve or exceed spine fixation sales quotas
* Participate in workshops, trade shows, sales meetings and company scheduled meetings
* Conduct educational programs to advance representative and clinician learning such as evening speaker events or an in office/hospital in-service
* Provide exceptional customer service pre and post-sale
* Work well with all internal staff, external staff and fellow team members for transition of sale to appropriate sales representative
* Attend and fulfill all home office and online training modules
* Be accountable for all record keeping in accordance with company policy
* Must Adhere to Orthofix Integrity Advantage compliance guidelines and be a champion for compliance
* At least 5 years medical sales experience with documented success, preferably in spine
* Accredited sales training preferred
* Demonstrate a high level of competitiveness and desire to succeed
* A bachelor's degree preferred with an ability to articulate, depth of thought, good judgment and decision making; MBA preferred
* A proven ability to present to individuals or larger groups
* An exceptional level of technical competence with regard to product knowledge and use
* A proven ability to effectively manage multiple activities
* A proven ability to effectively sell in a changing environment
* Open to coaching, ongoing development, and constructive criticism
* Proven ability to work effectively in a team environment
* Sufficient computer skills to communicate through and present material to others with computer-based applications (email,…