Business Leader, Operating Room; West

Position Summary

As part of the Bio Tissue Surgical sales team, the OR Business Leader (OBL) will be responsible for leading business initiatives that drive regional sales within our Ocular Surgical product portfolio (specifically Amniograft and Amnioguard). The OBL will engage directly with ophthalmologists across cornea, glaucoma, oculoplastics, retina and other subspecialties, working closely with regional sales leadership, sales representatives, marketing, and enterprise sales teams to develop, execute, and monitor sales plans.

The ideal candidate will be a subject‑matter expert in Bio Tissue’s Surgical/OR products and mechanisms of action, with a solid track record of above‑average sales performance, preferably in a related product line.

• Lead key product sales campaigns within the assigned region, growing business in existing accounts and developing high utilization, training, case coverage, and clear, consistent messaging for new and existing accounts.
• Act as OR Product/New Account Onboarding Specialist (clinical application and technology) – training surgeons, supporting OR cases, presenting to physicians and departments.
• Serve as national expert on OR/surgical procedures, taking the lead on field training, MD development, running educational labs, supporting journal clubs, and communicating and implementing commercial strategy and messaging.
• Partner with the Marketing Group to craft field‑level initiatives that result in near‑term business growth.
• Partner with the surgical sales team and regional leadership to target key accounts/fellowship programs and other KOLs to launch and maximize GPO and IDN contracts.
• Participate in regional and national sales meetings.
• Work with Regional Sales Leadership to develop sales strategy for the overall region and for key accounts within the region.
• Develop metrics with the AVP of Sales to monitor regional sales performance against goals.
• Partner at the field level to cultivate new accounts while growing business at existing accounts.
• Manage deployment of key resources at the regional level to drive business performance.
• Create monthly reports analyzing regional business performance.
• Facilitate key customer meetings to drive existing or new business.
• Provide expertise in clinical settings and at conventions/sales meetings to promote sales and further Bio Tissue’s reputation in the marketplace.
• Provide expertise for national and regional surgeon education and product sales training of company representatives.
• Provide updates to the Product Manager and Sales Leadership regarding competition, product use, clinical updates, reimbursement, and other important business metrics.
• Conduct regular field sales visits with region sales reps to gain sales execution and professional development of the team.
• Conduct product presentations or instruction to small and large groups to promote adoption and increased utilization at the customer level, including performing in‑services for key healthcare staff.
• Provide field support in areas of product reimbursement and product complaint handling.

Education

• Bachelor’s degree required.

Experience

• Preferred 5–7 years of successful OR sales experience, 3+ years of outside medical sales experience, preferably with a regenerative product line.
• Previous record of above‑quota sales performance.
• Previous record of success in the institutional setting.
• Skilled at coaching and developing sales colleagues.
• Demonstrated analytical, written, and verbal skills.
• Demonstrated confidence in communicating with surgeons and hospital personnel.
• Demonstrated competence in anatomy and physiology as it pertains to Bio Tissue’s product lines.
• Must possess a valid driver’s license.

• Must be able to lift and carry 50 lbs.

• 80–90% travel with some weekend travel required to support key customer events at the regional and national levels.
• Travel required by automobile, train, bus, and airplane within the region.
• 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.