Regional Sales Manager, Surgical

What You Will Achieve:

Organogenesis is seeing a qualified, regionally-based clinical and business manager maximizing effective sales coverage of Organogenesis Surgical products and specialties within their given geography through 1) recruiting, training and managing distributors and direct reps, 2) selling and sales execution in conjunction with distributors and reps, 3) optimization of marketing initiatives such as KOL management and promotional/industry events and 4) work with internal support teams to align with corporate strategy and maximize impact of resources.

This position reports to the Senior Director of Sales, Surgical.

How You Will Achieve It:

• Distributor Management
• Recruitment: Identify evaluate and recruit potential distributor partners for coverage of specific specialties/products for specifically targeted markets.
• Sales Planning & Execution: Routinely meet with agencies to identify opportunity & discuss progress towards targeted business within their geographies & specialties, and to conduct business planning and business reviews.
• Set performance expectations & provide feedback on progress/performance; implement performance improvement measures.
• Employ effective engagement, motivation & retention tools.
• Training & Development:
• New Distributor Reps: Work in conjunction with Sales Leadership and Sales Training Dept. to ensure new distributor reps receive complete and appropriate training on how to effectively sell and properly support Organogenesis Surgical and Sports Medicine products in their respective geographies and specialties.
• Existing Distributor Reps: Provide ongoing education & advanced training on expanded product/procedural applications, including ride-alongs as needed.
• Sales Planning & Execution:
• Routinely meet with distributors to identify opportunities & discuss progress towards targeted business within their geographies & specialties, and to conduct business reviews.
• Sales:
• Selling:
• Make sales presentations to customers for or with their distributors/r
• As needed, attend surgical cases or key sales meetings with distributors/
• Support sales efforts for targets identified without coverage until these accounts can be transitioned.
• Identify key strategic accounts within region; establish independent relationships with key stakeholders.
• Sales Execution
• Assist reps with, or lead, VAC approvals and contract management at specific hospitals and small IDNs.
• Region-level planning and forecasting.
• Marketing:
• KOL Identification/Recruitment: identify specialty-specific candidates for regional/national speaker/advocacy.
• Educational Speaker Programs: work with distributors/reps to conduct (target, plan and execute) local/regional educational/promotional speaker programs & drive post-event follow up.
• Regional Meeting & Tradeshows: identification & prioritization of all regional tradeshows; effective attendance/sales support; effective follow up of leads.
• Leadership:
• In collaboration with Director of Surgical Wound, manage interactions between distributors and direct reps.
• Liaison between corporate/internal support and field sales team to maximize resources.
• Conduct team meetings as needed/required.
• Timely & effective communications to all reps on sales-support items such as GPO contracting, reimbursement, competitive Intel, etc.
• Administration:
• Budget Management: Manage region-level budget and effectively allocate resources.
• Policies: Ensure Team’s adherence to Compliance requirements & company policies & procedures.
• Reporting: compile and submit reporting requirements including timely & accurate sales and expense reporting.
• Inventory & PO management: As requested/required, assist reps in timely delivery of outstanding PO’s; Monitor, advise and assist agencies with Organogenesis Surgical and Sports Medicine-owned field inventory (e.g. consignment requirements, product storage requirements, etc).
  
  
  

What You Need to Achieve It:

• Bachelor's Degree required in related discipline preferred.
• Previous management experience preferred.
• Outside Sales Experience (minimum of 5 years in Biologics or Med Device) required.
• Proven track record in medical sales required.
• Ability to analyze markets, plan sales strategies, present clinical and scientific data to physicians.
• Successful track record of achievement in sales goals and growing top line results with history of achieving and exceeding sales objectives.
• Demonstrated skills in strategic selling and market analytics.
• Ability to interact with all levels of management, both internal and external, and customers.
• Must live within an hour of a major airport required.
  
  
  

What can we offer you?

• 401k -- generous employer match with immediate vesting and financial planning resources
• Comprehensive Medical, Dental and Vision coverage options effective on day one of employment
• Flexible Spending Account (medical expenses or dependent care expenses) or Health Savings Account
• Company paid insurances including Short Term, Long Term and Life insurances as well as voluntary options
• Paid maternity leave and parental leave for all new parents
• Adoption benefits
• Education Assistance Policy - $5,000 per year for all employees
• Wellness Program including free trainings on mental health, mindfulness, stress reduction, on-site flu shots and more
• Employee Assistance Program
• Generous paid time off including vacation, floating holidays, sick days, and company holidays
• Free parking including an electric charging station (Canton and La Jolla)
• Discounts at BJs Wholesale, Dell, Sullivan Tire, and Sprint
  
  
  

Physical Demands

• Moderate standing.
• Ability to sit in cars/planes for extended periods of time.
• Work is performed at customer/clinical sites and/or home office.
• When at customer site, must follow appropriate dress code (scrubs and white coat) and adhere to their credentialing and registration system, which requires up-to-date vaccines. Must travel local and/or long distance within assigned territory on a regular basis.
  
  
  

Environmental Conditions

• Frequently in doctor’s office and sterile setting.
• Frequently in bright lightening.
• Frequently in varying temperatures.
  
  
  

We are an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to age, sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, genetic information or any other characteristic protected by law.