I. Compensation & Benefits
- Compensation Range: $350,000 - $450,000* per year.
*Based on experience level and qualifications
- Other Compensation: This position is eligible for commissions based on net sales performance in their product category. It may also be eligible for discretionary bonuses or performance-based incentives.
- General Description of Benefits:
- Health & Wellness: Medical, dental, and vision insurance.
- Retirement: 401(k)
- Paid Time Off: 10 days of vacation during year one, flexible paid time off starting in year two, and sick leave accrued at a rate of 1 hour per 40 hours worked.
- Other Fringe Benefits: Life insurance, disability insurance, and professional development opportunities.
Reports to: Agency President
Oversees: Product Sales Managers and Territory Sales Managers
The overarching goals of the Invictus V.P. of Sales are to:
- Design and Drive an Adaptive, Agency-Specific Sales Strategy
- Supervise the Design and Execution of Sales Systems and Drive Accountability
- Lead, Coach and Motivate a High-Performing Agency Sales Management Team
- Deepen Strategic Relationships with Key Accounts and Partners
- Ensure Compliance and Clinical Credibility in Sales Execution
II. JOB OBJECTIVES & KEY RESULTS (OKRs)
OBJECTIVE #1: Design and Drive an Adaptive, Agency-Specific Sales Strategy: Create a clear, data-informed sales strategy aligned with Agency market dynamics, ensure organizational buy-in, lead its execution, and continuously refine based on outcomes.
- Develop and deliver a comprehensive Fiscal Year Sales Strategy for Invictus Surgical covering
- Product Category Strategic Planning, Territory-Specific Strategic Planning, Target Prioritization, and
- Resource Allocation to achieve Agency's Fiscal Year Quotas.
- Work with PSMs to design individual Product Category Fiscal Year sales strategy to achieve
- FY Quotas by year end
- Work with TSMs to design individual Territory Fiscal Year sales strategy to achieve FY
- Quotas by year end with a focus on strategic account and customer development
- Work with Business Development Manager to develop Fiscal Year contracting and price
- increase strategy
- Work with Director of Medical Education to plan strategic Fiscal Year Agency medical
- education events
- Work with Agency President to determine Sales Team Annual Compensation Plans and
- Sales Campaign Budgets
- Clearly articulate the strategy to the Sales Management Team, Agency Sales Representatives, and
- Arthrex Regional Leadership Team, ensuring 100% understanding and alignment (measured via
- feedback or strategy brief sign-off).
OBJECTIVE #2: Supervise the Design and Execution of Sales Systems and Drive Accountability: Create structure and tools for efficient, compliant, and predictable sales execution.
- Implement and Drive Agency CRM solutions (AXIS, RedSpot Calendar) and achieve 100% adoption.
- Standardize sales reporting and pipeline reviews across all areas/territories and categories
- Oversee execution through weekly pipeline reviews, monthly performance dashboards, and quarterly
- field performance assessments, with 60;90% adherence to strategy milestones and individual OKRs.
- Conduct monthly and quarterly strategic reviews, using performance data and market feedback to
- identify 2-3 key refinements or pivots each cycle (e.g. rep realignment, focus product
- conversions/upgrades, strategy call cadence, etc).
- Supervise the execution and revision of key strategic performance indicators as needed (e.g. rep
- productivity, close rate, territory coverage plans)
- Drive consistent communication of sales progress and sales strategy changes to Agency Executive
- Leadership Team with a focus on progress updates and plans to rapidly address deficits
OBJECTIVE #3: Lead, Coach and Motivate a High-Performing Agency Sales Management Team: Establish a culture of accountability, development, and performance through world-class sales leadership and mentorship.
- Determine expectations and behaviors of Sales Leaders/Managers on Sales team
- Ensure expectations are communicated clearly, fully understood and agreed to by each Sales
- Manager
- Conduct regular Coaching Sessions with individual managers to ensure development of core
- leadership/management competencies
- Set monthly, quarterly and annual performance targets/goals for each Sales Manager
- Drive accountability and track/communicate progress toward targets/goals
OBJECTIVE #4: Deepen Strategic Relationships with Key Accounts and Partners
- Develop and maintain strategic relationships with Key Account Clinical and Administrative
- Stakeholders
- Attend executive Quarterly Business Reviews with all contracted and top revenue accounts
- Work with Agency Managers to target and drive attendance to Healthcare Leadership Forums
- Represent the agency at key industry events, Arthrex meetings, and hospital committees.
OBJECTIVE #5: Ensure Compliance and Clinical Credibility in Sales Execution: Uphold high standards of regulatory and ethical conduct while ensuring sales managers/reps operate effectively in a clinical environment.
- Work with Agency Compliance Officer to coordinate and conduct annual sales and clinical compliance training for all sales personnel with 100% attendance.
- Ensure compliance with and utilization of approved marketing and sales materials.
- Maintain HIPAA/FDA/Sunshine Act compliance across all sales activities and documentation.
- Work with manufacturers to validate claims, training, and proper use of all marketed devices.
III. Requirements & Qualifications
- Experience: 10+ years industry experience, 5+ years leadership experience, 3+ years managing managers, 3+ years working with c-suite level executives preferred
- Education: Bachelor's Degree required
- Driver's License: A valid driver's license is required for this position as traveling to various clinics, offices, and hospitals within the geography is an essential job function.
- Background Check: Successful completion of a background check and credentialing process for hospital access.
