Area Vice President of Sales West Regions - Spineart
About The Position
The Area Vice President of Sales leads and grows the business across an assigned multi-state West region, with responsibility for regional revenue and profitability targets. The AVP develops and executes the regional business plan, leads Regional Sales Directors and independent distributors, and builds strategic relationships with spine surgeons, hospital systems, ambulatory surgery centers, GPOs, and IDNs. The role translates corporate commercial strategy into regional execution and communicates market dynamics, competitive activity, and product needs to executive leadership. This is a field-based role in the western United States, requiring 50–75% travel and operating-room presence as needed. The AVP partners with corporate accounts, contracting, medical education, marketing, commercial operations, finance, and RAQA. The role ensures field activities comply with the AdvaMed Code of Ethics, Sunshine Act/Open Payments reporting, and company policy.
Requirements
- Bachelor’s degree required.
- 8–12+ years of progressive medical device sales experience.
- At least 3–5 years in a sales leadership role, such as Regional or Area Manager or Director, within spine or orthopedics.
- Demonstrated record of meeting or exceeding revenue targets and leading teams and distributor managers.
- Experience with GPO/IDN contracting and Value Analysis Committee processes.
- Strong clinical acumen in spinal anatomy, surgical technique, and instrumentation sufficient to support case coverage and surgeon-level conversations.
- People-leadership skills, including recruiting, coaching, performance management, and team-building across a distribution-driven sales channel.
- Financial fluency, including P&L ownership, forecasting, quota design, and expense management.
- Excellent executive presence and communication skills with C-suite hospital administrators and in the operating room.
- High integrity and command of relevant compliance frameworks, including AdvaMed and Sunshine Act/Open Payments.
- Willingness and ability to travel extensively (50–75%) and be present in the operating room as needed.
- Ability to stand for extended periods in the operating room; wear surgical attire, including scrubs, mask, and protective eyewear; lift and carry surgical trays or instrument sets weighing up to 25–35 lbs; and travel by car and air throughout the assigned region on short notice.
Nice To Haves
- MBA or advanced degree.
- Established relationships with spine surgeons and hospital administration within the target region.
Responsibilities
- Own the budget and revenue and profitability targets for the assigned area.
- Develop and execute an area business plan; analyze territory-level sales data and set and manage quarterly and annual territory sales targets.
- Recruit, hire, onboard, develop, coach, and manage the performance of Regional Sales Directors and independent distributors; foster company culture.
- Serve as an executive-level relationship owner for key accounts and spine surgeons, supporting case coverage escalations, product feedback, and peer-to-peer education.
- Partner with Medical Education to deliver education events.
- Lead or support Value Analysis Committee presentations and hospital contracting.
- Partner with Corporate Accounts and Contracting teams on GPO/IDN relationships and contracting.
- Manage the region’s independent distributor network; identify geographic white space and close it through distributor recruitment and resource management.
- Collaborate with Marketing, Commercial Operations, Finance, and RAQA.
- Ensure field activities, including surgeon interactions, consulting agreements, meals, and event sponsorships, comply with relevant ethics, reporting requirements, and company policy.
- Deliver regular business reviews to senior leadership and represent the region’s perspective.
- Provide operating-room case coverage and surgeon-level support as needed.
Benefits
- Competitive base salary with an aggressive, uncapped commission structure and performance bonuses.
- Comprehensive executive benefits package, including health, dental, vision, and 401(k) matching.
- Opportunity to lead a cutting-edge portfolio that directly impacts patient mobility and spinal health.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
