Regional Manager - East

The Regional Manager is responsible for developing and maintaining an assigned sales region leading the launch and sales of the MISHA Knee System, the first implantable shock absorber (ISA) for patients with medial knee osteoarthritis (OA).

This position is accountable for reaching sales goals, developing and maintaining customer relationships and representing the company in a highly professional manner. It is also critical that we build a strong clinical reputation and that it is maintained and enhanced. The Regional Manager is responsible for leading the overall management of sales strategies, activities, operations, and budgets associated with driving sales for the organization in their respective geographic area. As part of this diverse team with a first of its kind orthopedic product, this manager will lead sales activities that will result in customer and patient satisfaction while exceeding the sales goals and objectives. The Regional Manager will be responsible for helping to build U.S. revenues and position the Company and its products for sustainable success using all channels.

This position requires a close working relationship with the Sales and Marketing leadership team, as well as all interaction with cross functional teams (R&D, Regulatory, Clinical Affairs, Quality, HR, Professional Education & Reimbursement). This position will also assist the Senior Vice President, Sales in the appointment and management of sales personnel and other strategic alliances.

Key Responsibilities

• Help develop and implement pricing strategy
• Carry out selling strategies and strategic sales plans which will help achieve overall Company sales goals and objectives
• The ability to demonstrate product and procedural knowledge, clinical and procedure excellence, product expertise and new product introduction experience
• The ability to work with HR to recruit, hire, and retain a professional and hard-working sales professionals for your assigned region
• Manage Territory Managers in an assigned geographic region
• Obtain new business and increase recurring sales
• Provide ongoing performance management, mentorship, and development of team to achieve territory objectives, while driving patient care and customer satisfaction.
• Assist sales personnel in the region in acquisition of new accounts and surgeon relationships while also assisting in penetrating existing accounts with new technologies
• Target and maintain close relationships with key institutions
• Perform field calls for the accounts and assigned territory (including operating rooms consultation/proctor) as needed to build region and train new sales team members
• Develop and maintain a full business pipeline of prospective clients
• Provide timely reporting of pipeline, account and territory management activities.
• Possess and demonstrate an understanding of the changing market dynamics in healthcare, industry trends, customer segmentation, customer data knowledge and buying process.
• Handle business expenses in region with fiscal responsibility.
• Establish relationships with key surgeons, key accounts, and associations to identify potential opportunities, and use resources to drive collaboration toward innovative solutions.
• Diligently participate in our compliance program-related activities. Promote and nurture the highest standards of integrity, ethics, and compliance, and actively support initiatives, programs, trainings, and activities
• Help identify and recruit key surgeons in targeted markets to serve as product champions and commercial users
• Attend scientific/industry conferences
• Undertake additional projects/assignments as required to support/advance the company’s business objectives
• Achieve all budgetary goals
• Help develop and implement reimbursement strategy
• Consistently hit assigned regional sales goals

JOB REQUIREMENTS:

Education and Training

• Bachelors in a health-science field, business, marketing or communication
• 7+ years of relevant experience in surgical product sales, with a track record of meeting or exceeding sales goals
• Experience with surgical case support in hospital operating room environments
• Track record in account and personnel management
• Solid clinical, scientific and business acumen
• Experience with new product launch & disruptive technology
• Solid understanding of the VAC approvals
• Understands medical reimbursement (billing, coding, coverage, and payment) in the healthcare system & experience with 27599 codes a plus

Technical Requirements

• Have knowledge of surgical procedures and substantial experience in operating room practices and protocol
• Ability to command the respect, at peer level, of surgeons as well as nursing and technical staff
• Ability to build strong relationships with key clinicians
• Be very familiar with product reimbursement in the assigned territory
• Build and manage surgeon relationships
• Have the capacity to assimilate expert product knowledge and the ability to transfer that knowledge to customers, sales/clinical personnel, and others
• A charismatic communicator who will lead by example and has the ability to build relationships. 
• Exceptional written, verbal and analytical skills
• Be mature, self-reliant, self-motivating, and action orientated with the ability to accomplish goals individually and through teamwork.
• Have 5+ years experience and success in recruiting, developing, motivating, managing and retaining clinicians, sales and clinical support personnel.
• Have strong presentation, problem solving and negotiating skills. Regular presentations to individuals as well as large and small groups will be required
• Ability to travel 75%