Position Title: Regional Sales Manager                                                               FSLA Status: Salary-Exempt

Department:  Sales, Spine                                                                                            Location:  Franklin, TN

Supervisor: Vice President of Sales - Spine                                                         Version: July 2024                                                                   

                                       

Medacta® is a Swiss-based orthopedic company founded in 1999, renowned for its innovative products and surgical techniques. Notably, they pioneered the Anterior Minimally Invasive Surgery (AMIS®) technique for hip replacements, MyKA™ Kinematic Alignment Platform for knee replacement, and NextAR™ Augmented Reality Surgical Platform for use in shoulder, spine, and knee procedures. Leveraging their extensive orthopedic expertise, Medacta introduced MySolutions technology, which provides surgeons with highly personalized pre-operative planning and implant placement methodologies. Utilizing advanced personalized kinematic models and 3D planning tools, MySolutions enhances surgical precision in hip, knee, shoulder, and spine procedures. Medacta's blend of orthopedic expertise and cutting-edge technology drives continual advancements in the field, enhancing patient care worldwide.

The Regional Sales Manager is responsible for the creation and implementation of sales strategy, supporting tactics, quota achievement, customer relations, budgets, and Territory development within a designated sales Region. This position may have supervisory responsibility for Senior Sales Representatives, Sales Representatives, Clinical Sales Specialists, and operational staff in company owned field distribution facilities.

 

Educational Requirements:

B.S. Degree and/or professional, certification in a medical profession.

Experience Requirements:

Minimum 7 years overall medical sales, experience with 5 years sales management experience.    

 

Required Skills and Abilities:

• Excellent written and oral communication skills. Outstanding organizational development and demonstrated leadership qualities. Superb strategic planning skills a must along with demonstrable sales management achievements.
• Equipment or Machines Used, PC, Microsoft Office software suite, iPad, general office equipment, orthopedic instruments, automobile, smart phone and mobile apps
• Problem Solving and Decision Making, Independent, proactive judgment is employed in problem prevention/solving relating to customers, sales policy, strategy and procedures. Considerable discretion and judgment are exercised in decision making involving sales policies and procedures
• Physical Requirements:
  • Lifting, transporting surgical instruments and implant bins up to 40 lbs.

 

External: Independent contractors, surgeons, PAs, Nurses, allied health professionals, hospital CEO's, CFO's

Internal: Direct Reports, Sales Personnel, Marketing, Product Development, Finance, Administration, Customer Service, Operations, Medical Education, Clinical Research, Human Resources, and Medacta International Personnel worldwide.

Travel requirements: Frequent travel via car/air/rail

Extent of Confidential Information: Highly confidential information regarding revenues, budgets, sales and marketing strategies, and product development.

Reporting: Sales, Forecasts, Expenses, Market Surveys, Personnel Evaluations

 

  Sales Forecast Achievement (Rating weight 25%)

• Participate in the establishment of an annual Sales Forecast
• Monthly Sales Forecast updates
• Meet assigned quotas; overall and by product category.
• Achieve assigned Unit and ASP targets.

Territory Development (Rating weight 25%)

• Oversee recruitment and training of assigned direct sales and operational personnel.
• Develop and engender a team model in the Region. Conduct sales meetings as needed and insure support for all national meetings & sales training programs.
• Identify KOL’s in the Region and secure advocacy for the Medacta products.
• Work with GPO’s, IDN’s, ASC’s, and individual hospital customers to secure premium product pricing within their healthcare system(s.)
• Attendance at regional and national trade shows and learning centers as needed.
• Achieve assigned MPD targets and facilitate marketing programs as requested.
• Realize Learning Center attendance targets.

Strategic Planning (Rating weight 15%)

• Develop and execute annual strategic sales plan for the Region, supported by individual business plans for all sales personnel.
• Compliment product development/portfolio management efforts by participating in internal Business Team assignments.
• Work with marketing personnel to produce necessary sales tools needed to advance the sale of all Medacta products.

Customer Relations (Rating Weight 15%)

• External: Surgeons, Nurses, PAs, Allied Heath Professionals, Hospital Administrators, Purchasing Groups.
• Internal: Direct Reports, Marketing, Sales Administration, Customer Service, Professional Education, Sales Training, Clinical Research, Human Resources, and all Medacta International Personnel.

Asset Management (Rating Weight 10%)

• Develop and manage budgets for the Area; Sales, Operations, Inventory, and Instrumentation.
• Physical assets: Samples, Literature, Templates, Computers, Software, General Office Equipment.

Administrative Duties ( Rating Weight 10%)

• Understand, train, maintain, and follow HCC policies.
• Follow all Medacta policies specific to Professional Education.
• Reporting: Sales, Forecasts, Expenses, Market Surveys, Personnel Evaluations
• Contracting: Pricing Agreements, Independent Agent Agreements, Suppliers.
• Communication: E-mail, Voice Mail, Written, Presentations, Customer, and Internal.
• Market Data: Competitive Activity, Area Business Environment, Industry Trends.

OCCASIONAL DUTIES

Sales training, Area Sales Meetings, Learning Centers, National/Local Industry Conferences, International Congresses, Domestic and International Company Meetings.