Director, Distributor Management

SI-BONE, Inc

20h•$156,000 - $195,000

About The Position

SI-BONE is a fast-growing, publicly traded medical device company that is an industry pioneer in minimally invasive sacropelvic solutions. Our mission is to help patients rise up and reach for the stars, and our vision is to work together as the global leader to make sacropelvic conditions universally recognized and effectively treated through innovation, evidence, education, and advocacy. SI-BONE® is focused on helping patients in one of the most under-served, under-diagnosed, and under-treated areas in orthopedics, the sacroiliac (SI) joint. SI-BONE developed an innovative, patented implant to fuse the SI joint. The iFuse Implant System® provides a less invasive alternative to traditional sacroiliac (SI) joint fusion surgery and has been used in over 90,000 procedures to date. We are a medical device company that is focused on improving the lives of patients with sacroiliac pelvic conditions. We are looking for people who are passionate about our mission and who are willing to work hard to achieve it. We are also looking for people who are: Agile: We work in a fast-paced environment and need to be able to learn and adapt to change quickly. Creative: We embrace creativity, and we need people who are not afraid to challenge the status quo. Team Players: We roll-up our sleeves and work together as one team to achieve our goals.

Requirements

Bachelor’s degree in business administration, Healthcare Administration, Life Sciences, or related field required.
8+ years of progressive commercial, sales, or channel management experience in the medical device or life sciences industry.
Deep understanding of the medical device sales cycle, hospital purchasing processes, and the operating room environment.
Experience structuring and negotiating distribution agreements, pricing models, and SLAs.
Strong financial and data analysis capability to evaluate ROI, pricing structures, and distributor sales performance.
Exceptional executive-level communication, conflict resolution, and negotiation skills.
Proven ability to build and sustain high-performing distributor partnerships in a complex commercial environment.
Strong leadership presence with the ability to train, influence, and motivate distributor sales teams without direct authority.
Collaborative and cross-functional; able to align Sales, Legal, Finance, and Operations around distributor channel priorities.
High degree of flexibility and adaptability in a rapidly evolving healthcare landscape.
Working knowledge of applicable regulations and industry codes (AdvaMed Code of Conduct, FDA 21 CFR 820, ISO 13485).

Nice To Haves

MBA preferred.
Spine, orthopedics, or adjacent surgical specialty experience strongly preferred.

Responsibilities

Overseeing SI-BONE’s strategic partnerships with third-party distributors.
Driving revenue growth through distributor channels.
Leading contract negotiation and performance management.
Developing distributor sales team capabilities.
Ensuring full compliance with healthcare regulations across regional and national supply chains.
Cultivating and maintaining strong, long-term relationships with distributor ownership and management, aligning their targets with corporate sales growth objectives.
Serving as the primary contact for distributor partners across all regions, with primary responsibility for the management of the top 50 distributors.
Developing and implementing a tiered distributor management strategy that segments distributors based on revenue contribution, growth potential, strategic value, and operational complexity.
Partnering with Territory Managers to transition distributor relationship ownership, accountability, and performance management into a centralized distributor management structure.
Responsible for the vetting, screening and final approval of a prospective distributor partner proposed by the field and set clear revenue expectations.
Partnering with US Commercial leadership and Finance on distributor pricing and compensation strategies, and service-level agreements (SLAs).
Maintaining an active funnel of target strategic distributors and build engagement strategies by quarter.
Creating processes to effectively manage and rationalize low-volume and transactional distributors.
Managing the onboarding process for new distributors including credentialing, systems setup, etc.
Teaching and training distributor sales representatives to ensure high product knowledge and effective clinical and OR positioning.
Developing and maintaining distributor-specific training programs, tools, and enablement materials in collaboration with Marketing and Professional Education.
Supporting distributor reps in key / strategic account development and field execution.
Implementing accountability measures for distributor performance including pipeline development, contractual commitment, inventory management, training compliance, forecast accuracy, and revenue attainment.
Developing annual operating plan for distributor channel.
Providing accurate forecasting and performance reporting on distributor revenue contribution.
Conducting Quarterly Business Reviews with Top 50 distributor partners by revenue to assess pipeline health, forecast accuracy, performance trends, operational execution, risks and strategic alignment.
Identifying market expansion opportunities and recommending strategic adjustments to distributor coverage and structure.
Ensuring all distributor activities adhere to regulatory requirements including FDA guidelines and internal quality, procurement, and supply chain standards.
Proactively assessing distributor risks, mitigating supply chain disruptions, & resolving operational issues.
Maintaining accurate distributor records, agreement documentation, and compliance reporting.