Job Title:Regional Sales Manager - Foot & Ankle
Reports To:Area Vice President, Sales - Foot & Ankle
Location:Remote
Business Unit Description:Foot and Ankle
The
Regional Sales Manager (RM) is responsible for driving commercial execution, sales performance, and distributor partnership effectiveness within a defined geographic region. Reporting directly to the Area Vice President, this role partners closely with Sales Representatives and Distributor Partners (DPs) to ensure disciplined sales funnel management, inventory efficiency, and the successful execution of local and regional growth strategies.
The RM leads regional training strategies, coordinates surgeon engagement events, troubleshoots field challenges, and identifies opportunities for account contracting. This role is critical to shaping a high-performance, customer-focused commercial culture that supports the Area strategy.
Duties and Responsibilities:The following are the primary duties and responsibilities of this role. Other related duties may be assigned to meet the business need.
Sales Rep & Distributor Partner (DP) Engagement
- Provide coaching, development, and performance support to Sales Representatives throughout the region.
- Partner closely with Distributor Partners to align on commercial priorities, territory execution, and performance expectations.
- Conduct regular ride-alongs, field visits, and business reviews with reps and DPs to ensure consistent performance and alignment.
Sales Funnel Management
- Drive disciplined funnel management, including opportunity tracking, pipeline health, and forecasting accuracy.
- Support reps and DPs in strategic account planning, target identification, and territory development.
- Analyze pipeline gaps and implement corrective action plans to ensure sustained growth.
Inventory Efficiency
- Oversee regional product and instrument inventory to ensure optimal availability and utilization through loaner usage and proper consignment placements.
- Troubleshoot inventory issues, coordinate with operations, and monitor consignment, trunk stock, and field usage patterns.
Local & Regional Trade Show Strategy
- Coordinate cadaver labs, journal clubs, in-services, and surgeon education programs.
- Partner with reps and DPs to drive surgeon engagement, product adoption, and loyalty-building initiatives.
Local Labs, Journal Clubs & Surgeon Engagement Events
- Oversee regional product and instrument inventory to ensure optimal availability and utilization through loaner usage and proper consignment placements.
- Troubleshoot inventory issues, coordinate with operations, and monitor consignment, trunk stock, and field usage patterns.
Training, Coaching & Troubleshooting Support
- Serve as a primary field resource for troubleshooting operational, product, or customer challenges.
- Drive consistency in onboarding, skill development, and field competency across the region.
Account Contracting Identification & Initiation
- Identify opportunities for new account contracts, pricing agreements, and local commercial partnerships.
- Initiate the contracting process and collaborate with contracting, legal, and supply chain teams to move agreements forward.
- Support reps and DPs in navigating value analysis committees, hospital administration, and purchasing groups.
Cross-Functional Collaboration
- Work closely with Marketing, MedEd, Operations, and Customer Service teams to ensure seamless customer support.
- Communicate regional needs and field feedback to the AVP and Area cross-functional stakeholders.
Required Education and Experience- Bachelor's degree required; Business, Life Sciences, or related field preferred.
- 5+ years of medical device sales experience; leadership or mentorship experience strongly preferred.
- Strong understanding of OR-based selling, surgeon engagement, and distributor-based sales models.
- Proven ability to coach and influence both direct reps and distributor partners.
- Excellent organizational, communication, and analytical skills.
- Ability to travel regularly within the region.
Travel Requirements/Work Environment and Physical Demands:- Must possess a valid Driver's License and current automobile insurance
- Must be able to travel up to 75% of the time
- Typical work-related travel assignments range 1-5 days, and as such overnight, out-of-town stays are required
- Position requires car and air travel on a routine basis
- Works in the field with customers, Regional Sales Representatives, a minimum of 60% of the work week
We offer a comprehensive benefits package which includes:- Medical Insurance
- Dental Insurance
- Vision Insurance
- Spending and Savings Accounts
- 401(k) Plan
- Vacation, Sick Leave, and Holidays
- Income Protection Plans
- Discounted Insurance Rates
- Legal Services
