JOB PURPOSEThe Market Development Manager (MDM) is responsible for driving the promotion, adoption, and utilization of Orthofix's Bone Growth and Bracing portfolio within the assigned sales area. This role partners closely with Sales, Product Marketing, and Clinical teams to execute strategies that accelerate physician adoption, patient utilization, and revenue growth across non-invasive therapies.
The MDM serves as a subject matter expert in bone healing and musculoskeletal support solutions, providing clinical, technical, and reimbursement education to physicians, distributor partners, and internal stakeholders. Acting as a field-based extension of Product Marketing, this role ensures strong alignment between commercial strategy and field execution, while reinforcing Orthofix's leadership in bone healing and orthopedic bracing solutions.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIESThe following are the essential functions of this position. This position may be responsible for performing additional duties as tasks as needed and assigned.
- Develop and execute territory-level market development plans to grow adoption of both bone growth stimulators and bracing solutions
- Drive patient utilization, prescriptions, and product pull-through aligned to revenue targets
- Identify growth opportunities across spine, orthopedic, sports medicine, and fracture care segments
- Expand utilization across the continuum of care (post-op, non-operative, rehabilitation)
- Build strong relationships with spine surgeons, orthopedic surgeons, pain specialists, and rehabilitation providers
- Educate customers on:
- Clinical evidence supporting bone healing stimulation and bracing efficacy
- Patient selection criteria and treatment pathways
- Benefits of combining stimulation and bracing for optimized outcomes
- Drive execution of new product launches and line extensions within the OTS portfolio
- Support marketing campaigns and strategic initiatives aimed at expanding market penetration
- Actively contribute to brand awareness and market leadership in bone healing therapies and bracing solutions
- Train and coach distributor partners on product knowledge specific to OTS, patient identification and appropriate prescribing criteria
- Sales skills, territory management, and case targeting
- Provide ongoing field coaching and performance feedback to improve utilization and conversion
- Partner with Marketing to support: Product positioning and messaging, Competitive intelligence and market trends, Targeting and forecasting initiatives
- Collaborate with Medical Education to deliver physician and distributor training programs
- Provide field insights into Product Development to support innovation and lifecycle management
MINIMUM QUALIFICATIONSThe requirements listed below are representative of the education, knowledge, skill and/or ability required for this position.
Education/Certifications:
- Bachelor's degree preferred
Experience, Skills, Knowledge and/or Abilities:
- 10+ years of experience in medical device, orthopedics, spine, or rehabilitation-related sales/marketing
- Experience with bone growth stimulation, bracing, or adjacent musculoskeletal therapies preferred
- Strong understanding of:
- Physician selling models
- Patient pathway and therapy adoption dynamics
- Excellent communication, presentation, and training skills
- Ability to influence without authority and drive alignment across stakeholders
- Strong organizational, analytical, and problem-solving abilities
- Ability to travel up to 90%
- Ability to work flexible hours, including evenings and weekends
PREFERRED QUALIFICATIONSThe 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:
- Bone growth stimulation technologies
- Reimbursement-driven or prescription-based medical devices
- Spine or orthopedic bone healing therapies and bracing devices
- Field-based clinical or sales training roles
PHYSICAL REQUIREMENTS / ADVERSE WORKING CONDITIONSThe 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.
- No additional physical requirements or essential functions for this position.
DISCLAIMERThe 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.
