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Regional Business Manager

3 months ago

Carlsbad, United States Orthofix Full time
Why Orthofix?

We are a leading global spine and orthopedics company with a premier portfolio of biologics, innovative spinal hardware, bone growth therapies, specialized orthopedic solutions and a leading surgical navigation system. Our combined company is over 1,600 strong, with products distributed in 68 countries worldwide and a global R&D, commercial and manufacturing footprint, and this is just the beginning

Come join our global team of dedicated professionals who through their extraordinary efforts demonstrate every day their commitment to our mission of improving the lives of patients. At SeaSpine and Orthofix our culture is built around Integrity and the core beliefs we live by: Exceed Expectations, Work Together, Be Respectful, Get Lean and Have Fun

How you'll make a difference?

The Regional Business Manager, LAPAC role will see extensive travel and is responsible for the successful execution of the Spine and Biologic distribution sales strategy and utilization of distribution representatives within the territory of Latin America, Canada and Asia Pacific (LAPAC). 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.

What will your duties and responsibilities be?

The following are the essential functions of this position. This position may be responsible for performing additional duties as 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
  • Monitor Distributor performance and activity across region
  • Develop performance improvement plan for existing Distributors that are not hitting goals
  • 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, procedural indications and surgical techniques
  • Provide technical product support and case coverage for hospital staff and physicians when required
  • Participate in formulating and administering key account strategies and developing short/long range goals and objectives for those accounts
  • Establish relationship and interact routinely with key surgeon opinion leaders and customers within the region
  • Assist in coordination of key meetings or VIPs involving customers or Distributors in region, including establishing objectives and participants for event
  • Work with Legal Department to coordinate Distributor contract proposal review and execution
  • Assist in communications and follow up on distributor billing or collection issues
  • Maximize gain from time and territory resources (samples, expenses, etc.) while adhering to policy and budget guidelines
  • 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
  • Deliver regular feedback on market conditions, regional challenges, competitive practices and product opportunities
  • Coordinate and assist distributor registration needs
  • Treat others with respect; works ethically with a high level of integrity; upholds organizational values
  • Perform other duties as assigned
What skills and experience will you need?

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:
  • Basic proficiency of Spanish
  • Must have a stable work history
  • 6+ years in Spine with extensive knowledge of spinal anatomy and pathology
  • 3 Years Sales experience in Spine / Orthopedics
  • 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
  • Must be fluent in English and at a minimum conversational in Spanish
  • Must be willing and able to travel as needed (can be extensive at times)
What qualifications are preferred?

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

Education/Certifications:
  • Master's degree in business or related field
Additional Experience, Skills, Knowledge and/or Abilities:
  • 7+ years of spine experience
  • 5+ years as sales manager
  • Successful track record of aggressively growing a region with independent distributors and driving revenue year over year
  • Existing knowledge of the Global Spine Market
PHYSICAL REQUIREMENTS / ADVERSE WORKING CONDITIONS

The physical requirements listed in this section include, but are not limited, to the motor/physical abilities, skills, and/or demands required of the position in order to successfully undertake the essential duties and responsibilities of this position. In accordance with the Americans with Disabilities Act (ADA), reasonable accommodations may be made to allow qualified individuals with a disability to perform the essential functions and responsibilities of the position.
  • This position requires frequent or continuous standing.
  • This position requires frequent or continuous bending, stooping, kneeling, or crouching.
  • This position requires frequent or continuous walking.
  • This position requires frequent or continuous heavy lifting of 40lbs or more.
  • This position requires frequent or continuous moderate lifting of 15-40lbs.
  • This position requires frequent or continuous light lifting of up to 15lbs.


The anticipated salary for this position for an employee who is located in California is $146,693.00 to $188,080.00 per year, plus bonus, and benefits.

DISCLAIMER

The duties listed above are intended only as representation of the essential functions of this position. The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position. The job description does not constitute an employment agreement between the employer and employee and is subject to change at the sole discretion of the employer. Nothing in this document alters an employee's at-will employment status.

We are committed to providing equal employment opportunities to all employees and applicants without regard to race (including traits historically associated with race, such as hair texture and protective hairstyles, including braids, locks, and twists), ethnicity, religion, religious creed (including religious dress and grooming practices), color, caste, sex (including childbirth, breast feeding, and related medical conditions), gender, gender identity or expression, sexual orientation, national origin, ancestry, citizenship status, uniform service member and veteran status, marital status, pregnancy, age (40 and over), protected medical condition (including cancer and genetic conditions), genetic information, disability (mental and physical), reproductive health decision-making, medical leave or other types of protected leave (requesting or approved for leave under the Family and Medical Leave Act or the California Family Rights Act), domestic violence victim status, political affiliation, or any other protected status in accordance with all applicable federal, state, and local laws.

This policy extends to all aspects of our employment practices including, but not limited to, recruiting, hiring, discipline, termination, promotions, transfers, compensation, benefits, training, leaves of absence, and other terms and conditions of employment.