Regional Business Manager, International

JOB PURPOSE

Carlsbad based office role with extensive travel, this position is responsible for the successful execution of the Spine and Biologic distribution sales strategy and utilization of distribution representatives within an international territory. Core responsibilities include territory growth, user and market need identification, product launches, forecasting, pricing analysis, competitive analysis and market research, and the recruitment and successful on-boarding of new Distribution throughout the region to include both currently open and underperforming territories.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

The following are the essential functions of this position. This position may be responsible for performing additional duties and tasks as needed and assigned.

• Attain assigned regional revenue goals and increase market share
• Manage existing Distributors to maintain and grow revenues and to follow all policies and procedures
• Recruit qualified Distributors for open or underpenetrated markets
• Manage and participate in the training of new Distributors and Distributor reps; expand proficiency in product knowledge
• Participate in formulating and administering key account strategies and developing short/long range goals and objectives for those accounts
• Support marketing requests and initiatives including new product targeting and forecasting, competitive product information and market trends
• Provide weekly, monthly, and quarterly detailed updates to include sales vs. plan, key issues and opportunities and distribution analysis
• Establish relationship and interact routinely with key surgeon opinion leaders and customers within the region
• Work with Legal Department to coordinate Distributor contract proposal review and execution
• Deliver regular feedback on market conditions, regional challenges, competitive practices, and product opportunities
• Coordinate and assist distributor product registration needs
• Assist in coordination of key meetings or VIPs involving customers or Distributors in region, including establishing objectives and participants for event
• Participate in the international requirements of ongoing product life cycle management including market analysis, product launches, sustainment and surveillance, and end of life activities
• Perform other duties as assigned

MINIMUM QUALIFICATIONS

The requirements listed below are representative of the education, knowledge, skill and/or ability required for this position.

Education/Certifications:

• Bachelor’s degree

Experience, Skills, Knowledge and/or Abilities:

• 3-5 years of successful sales or marketing experience in the medical device marketplace
• Willingness to take responsibility for sales within defined territory and be held accountable for regional goals
• Must possess top level business management, interpersonal skills and computer skills
• Must demonstrate strong written and verbal communication skills and be a polished presenter
• Highly proficient in Microsoft Office suite including Excel and Powerpoint
• Must have a stable work history
• Must be willing and able to travel as needed (can be extensive at times)

PREFERRED QUALIFICATIONS

The education, knowledge, skills and/or abilities listed below are preferred qualifications in addition to the minimum qualifications stated above.

Education/Certifications:

• No additional requirements

Additional Experience, Skills, Knowledge and/or Abilities:

• Existing knowledge of the international Spine and/or Orthobiologics Market
• Successful track record of aggressively growing a region with independent distributors and driving revenue year over year
• 5 years of spine/orthobiologics (orthobiologics preferred), and/or sales experience
• Sales management experience, preference given to candidates with management experience in a device company and direct sales/distributor experience
• Fluent in a second language (Spanish preferred)

#LI-DA1

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)