Job Summary of the Sr. Director, International MarketsThe Sr. Director, International Markets will lead the development and execution of Axogen's international commercial strategy across markets outside the United States. This leader will be accountable for developing, executing and driving strategic plans that result in sustainable revenue growth, strengthened distributor performance, expanded clinical adoption, improved market access, and developing the organizational capabilities required to scale Axogen's international business.
The role will lead Axogen's distributor and channel strategy while building strong relationships with surgeons, key opinion leaders, professional societies, health systems, and market access stakeholders. The Senior Director will translate Axogen's global and portfolio strategies into market-specific operating plans that address commercial execution, clinical education, reimbursement, regulatory access, product availability, pricing, and profitability.
Working across Commercial, Marketing, Product Management, Professional Education, Medical Affairs, Health Economics and Reimbursement, Regulatory, Quality, Legal, Finance, and Operations, this leader will serve as the voice of international markets and establish the operating discipline required to develop international into a scalable and profitable growth platform.
Requirements of the Sr. Director, International Markets- Bachelor's degree in business, life sciences, healthcare, or a related field; advanced degree preferred.
- At least 10 years of progressive commercial, market development, or sales experience in medical devices, biologics, or life sciences.
- Significant experience leading international markets and distributor or channel relationships.
- Demonstrated ability to develop and execute strategic commercial plans that drive revenue growth and market expansion.
- Experience working directly with surgeons, KOLs, distributors, and cross-functional corporate partners.
- Strong understanding of international medical device market access, reimbursement, regulatory pathways, and hospital procurement.
- Demonstrated success launching new technologies or expanding clinical adoption in international markets.
- Experience with forecasting, budgeting, pricing, distributor economics, and performance analytics.
- Ability to operate strategically while maintaining a hands-on presence in priority markets.
- Fluency in English required; additional language capabilities preferred.
- Ability to travel extensively internationally (~35%).
Key Competencies- Strategic market development leadership
- Commercial and financial acumen
- Distributor and channel management
- Executive communication and influence
- Surgeon and KOL relationship development
- Cross-functional leadership
- Market access and reimbursement understanding
- Cultural adaptability
- Negotiation and conflict resolution
- Data-driven decision-making
- Change leadership
- High integrity and compliance orientation
Responsibilities of the Sr. Director, International MarketsThe specific duties of the Sr. Director, International Markets include but are not limited to:
- Develop and execute the international market development strategy aligned with Axogen's corporate and portfolio priorities that exceed revenue goals.
- Establish market priorities based on revenue potential, distributor readiness, reimbursement pathways, regulatory feasibility, KOL development, and strategic importance.
- Own international revenue planning, forecasting, budgeting, and performance reporting.
- Develop market-specific growth plans, pricing strategies, and investment recommendations.
- Monitor revenue, gross margin, product mix, market access, competitive activity, and key business risks.
- Prepare international operating plans, business reviews, and recommendations for senior leadership.
- Evaluate opportunities to evolve markets from distributor-led models to hybrid or direct commercial structures when appropriate.
Distributor Leadership and Commercial Execution- Lead the selection, onboarding, development, and ongoing management of international distributors and channel partners.
- Establish annual business plans, quarterly business reviews, scorecards, forecasts, and action-tracking processes for priority distributors.
- Assess distributor performance across revenue growth, forecast accuracy, account development, product mix, KOL activity, education execution, compliance, and market development progress.
- Partner with distributors to identify growth opportunities, targeted accounts, market barriers, and required support.
- Conduct field visits with distributor teams to support surgeon engagement, account development, and commercial execution.
- Recommend where distributor relationships should be expanded, improved, renegotiated, or replaced.
- Ensure distributor partners are appropriately trained on Axogen products, clinical evidence, compliance requirements, and market development expectations.
Surgeon, KOL, and Market Development- Develop relationships with leading surgeons, clinical advocates, and other stakeholders in priority international markets.
- Build country-level KOL, faculty, and professional education plans that support sustainable clinical adoption.
- Partner with distributors and internal teams to develop peer-to-peer education, advisory activities, visiting surgeon programs, and society engagement.
- Represent Axogen at international congresses, distributor meetings, and strategic customer engagements.
- Gather market insights from surgeons, distributors, and healthcare stakeholders to inform commercial strategy, product development, and portfolio planning.
- Support the introduction of new nerve repair applications and products within international markets.
Market Access, Portfolio, and Cross-Functional Leadership- Partner with Health Economics and Reimbursement teams to develop country-specific reimbursement roadmaps, value materials, budget impact tools, and evidence priorities to become the standard of care in peripheral nerve repair.
- Work with Regulatory and Quality teams to prioritize market entry pathways and maintain appropriate product access.
- Integrate international requirements into product development, labeling, claims, launch planning, and evidence generation activities.
- Coordinate with Finance and Operations on pricing, inventory, demand planning, distributor economics, and gross margin improvement.
- Establish a cross-functional international operating cadence with clear priorities, owners, decisions, and escalation pathways.
Operational Excellence and Compliance- Establish dashboards and performance measures covering revenue, forecast accuracy, margin, distributor execution, market access, regulatory progress, product access, KOL development, and education activity.
- Maintain accurate international business, distributor, account, and KOL records within applicable company systems.
- Ensure distributor and commercial activities comply with company policies, applicable quality requirements, industry codes, and global anti-corruption requirements.
- Provide regular market intelligence regarding competitors, pricing, reimbursement, regulatory changes, and emerging opportunities.
- Demonstrate strong fiscal discipline through effective budget, expense, inventory, and resource management.
- Comply with all company policies, procedures, and SOPs.
- Perform other duties as directed by the supervisor.
Location111 West Oak Ave., Tampa, FL 33602
Benefits/CompensationThis position is eligible for an annual bonus.
Benefits offered for this position include Health, Dental, Vision, Matching 401K, Paid Time Off, 9 Paid Holidays + 3 Floating Holidays, Dependent Care Flexible Spending Accounts, Medical Flexible Spending Accounts, Tuition Reimbursement, Paid Parental Leave, Paid Caregiver Leave, Basic Life Insurance, Supplemental Life Insurance, Employee Stock Purchase Plan, and Disability Insurance, as described in more detail in summary plan descriptions.
Salary Range
$168,828-$211,034 USD
