Business Leader, Operating Room (West)

Position Summary

As part of the BioTissue Surgical sales team, the OR Business Leader (OBL) will be responsible for leading business initiatives that drive regional sales within our Ocular Surgical product portfolio (specifically Amniograft and Amnioguard) engaging directly with ophthalmologists, across cornea, glaucoma, oculoplastics, retina and other subspecialties. The OBL will work closely with regional sales leadership and their respective sales representatives as well as with the marketing and enterprise sales teams to develop, execute and monitor sales plans. They will be a subject matter expert in BioTissue’s Surgical/OR products and mechanisms of action, with the goal of breaking into and developing new key surgical/OR customers and accounts. The OBL will have a solid track record of sales success including several years of above average sales performance, preferably with a related product line.

Essential Duties & Responsibilities

Drives Growth and Executes National Sales at the Regional Level

• Leads key product sales campaigns within assigned region. Grow business in existing accounts as well as developing high utilization, training, case coverage and clear/consistent messaging for new and existing accounts.
• Acts as OR Product/New Account Onboarding Specialist (Clinical application and technology). For instance: training surgeons, supporting OR cases, presenting to physicians/departments, etc
• National expert on OR/Surgical Procedures – takes lead on field training, MD development, including running educational labs, supporting journal clubs and communication and implementation of commercial strategy and messaging.
• Partners with the Marketing Group to craft field level initiatives that result in near term business growth.
• Partners with the Surgical sales team and regional leadership to targets key accounts/fellowship programs and other KOL’s to launch/maximize GPO and IDN contracts.

Leads Regional Sales Planning, Execution, and Monitoring

• Participates in regional and national sales meetings
• Partners with Regional Sales Leadership to develop sales strategy for overall region and for key accounts within region
• Develops metrics with AVP of Sales to monitor region sales performance to goals
• Partners at field level to cultivate new accounts while growing business at existing accounts
• Manages deployment of key resources at regional level to drive business performance
• Creates monthly reports analyzing regional business performance

Develops Key Account Business Plan

• Drives growth in sales of the Ocular Surgical products at key accounts within assigned region.
• Develops written strategic business plan for developing key account business
• Develops key relationships in targeted facilities and key accounts
• Fosters the development of key opinion leaders within region; Partner with Director of Professional Education to create strong corporate relationship
• Develops Key Account Business Plan

Drives Achievement of Regional & National Sales Goals

• Facilitates key customer meetings to drive existing or new business
• Provides expertise in clinical settings and at convention/sales meetings to promote sales and further BioTissue’s reputation in the marketplace.
• Provides expertise for national and regional surgeon education and product sales training of company representatives.
• Provides updates to the Product Manager and Sales Leadership regarding competition, product use, clinical updates, reimbursement and other important business metrics.
• Conducts regular field sales visits with region sales reps to gain sales execution and professional development of the team.
• Conducts product presentations or instruction to small and large groups to promote adoption and increased utilization at the customer level (inclusive of performing in-services for key healthcare staff)
• Provides field support in areas of product reimbursement & product complaint handling

Skills & Abilities

Essential Duty Definition:

Position Expertise/Qualifications

Education

• Bachelor’s degree required

Type And Number Of Years Of Experience

• Preferred 5-7 years of successful OR sales experience, 3+ years of outside medical sales experience, preferably with regenerative product line.
• Previous record of above quota sales performance
• Previous record of success at the institutional setting
• Skilled at coaching / developing sales colleagues
• Demonstrated analytical, written, and verbal skills
• Demonstrated confidence to communicate with surgeons and hospital personnel
• Demonstrated competence of anatomy and physiology as it pertains to the Biotissue’s product lines
• Must possess a valid driver’s license

Physical Requirements

• Must be able to lift and carry 50lbs

Travel Requirements

• 80-90% travel with some weekend travel will be required to support key customer events at the regional and national levels.
• Travel is required by automobile, train, bus, and airplane within the Region
• Travel may extend outside assigned territory when product assistance is required
• Travel responsibilities extend to corporate office, professional conventions and conferences, and any other determined by director