The Director of Sales (DOS), Direct, Surgical Solutions is responsible for achieving sales goals and marketing objectives for the Ultrasonic Portfolio and manages a direct sales team consisting of Territory Managers (TM) and Associate Territory Managers (ATM). This role shapes and directs business plans within the Direct sales team that are consistent with Surgical goals and strategies, while operating within policies/procedures and assigned expense budgets. The DoS is accountable for expected direct sales revenue, growth, commercial execution, and customer satisfaction, and will develop market share potential and assess competitive activities, while creating and driving a winning culture through continuous improvement.
The South Central region includes Missouri, Tennessee, and Alabama. Preferred candidate locations are St Louis and Nashville.
What you'll be doing- Lead and develop a diverse sales team consisting of TMs and ATMs to achieve and deliver revenue goals for each product category on a period, quarterly, and annual basis in the defined geography (Texas, Colorado, and Arizona).
- Responsible for the timely selection, hiring, coaching, and development of the Direct sales team.
- Develop business plans for the assigned products to meet or exceed area financial sales and marketing objectives. Create and manage intelligence gathering capability for the area marketplace to ensure objectives are met. Directs tactical implementation of business plan to meet objectives.
- Collaborates in strategic planning and sales forecasting. Provides market insights, trends, competitive activity, and conditions. Recommends changes to strategic and tactical sales plans. Analyzes and reports changing needs within the sales organization for training, sales programs, and field assets. Prepares sales forecasts by product line. Assists with quotes and recommends pricing strategies.
- Identifies and leads direct sales force effectiveness to include full portfolio opportunities/selling processes, overall business process improvements for the team in partnerships with Sales leadership, Marketing, Corporate Accounts, and Commercial Operations.
- Builds professional and technical knowledge by engaging with customers, attending conferences and workshops, delivering presentations, training field sales staff, and reviewing professional publications.
- In partnership with the Indirect DoS team, ensures proper alignment of surgeon and account targets between both the direct and indirect sales channels while encouraging collaboration and lead sharing.
- Collaborates with key cross-functional leads (i.e., sales operations, sales, training, market access, pricing, medical education) to ensure sales force effectiveness and performance.
- Prepares, administers, and controls expense budgets as part of overall profits.
- Holds oneself and others accountable to conduct business in a manner compliant with Bioventus' Code of Compliance and Ethics, policies and procedures, and internal controls.
- Ensure focus and alignment with functional and company goals. Provide employees with continuous feedback and coaching using talent-and-performance management tools.
- All other duties and projects, as assigned.
What you'll bring to the table- MUST reside in the St. Louis or Nashville area
- BA/BS in Business, Marketing, Biomedical Sciences, or relevant area of study, etc.
- Capital and Spine experience preferred
- Minimum three years or more demonstrated high achievement in Sales Management in the medical device industry.
- Conceptual, strategic planning skills with demonstrated product line success and growth.
- Strong leadership skills, results-oriented with the ability to lead in a motivating style.
- Multi-unit /cross product line management experience.
- Outstanding customer relationship and interpersonal communication skills, with the established ability to communicate across diverse audiences both verbally and in writing, and influence cross-functionally.
- Demonstrated experience in negotiating agreements/contracts
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