Director of Sales - South Central Region

Shoulder Innovations

About The Position

Shoulder Innovations is seeking a Director of Sales to lead its South Central Region, covering Texas, Oklahoma, and Louisiana. The role is responsible for achieving regional sales quotas, profitability, and marketing objectives within the approved budget. The Director will attract, develop, train, retain, and manage direct and independent distribution sales talent, while providing timely market information, analysis, and recommendations and facilitating communication among distributor principals, sales representatives, and Shoulder Innovations. Candidates should reside in Texas; candidates located in Oklahoma or Louisiana may also be considered. Candidates residing in other states will not be considered.

Requirements

Bachelor’s degree or higher in business administration or a similar field.
At least 5 years of successful medical-device sales experience; shoulder arthroplasty experience is preferred.
At least 5 years of proven sales-management success; shoulder arthroplasty experience is preferred.
Demonstrated history of meeting or exceeding quota.
Ability to lead and direct company-employed and 1099 sales teams.
Ability to work cross-functionally with internal business units.
Strong command of sales strategy and process.
Ability to manage revenue growth, gross profit, inventory, consignment, forecasting, and expense budgets.
Proven recruiting, training, coaching, performance-management, and talent-retention capabilities.
Strong analytical and problem-solving skills.
Strong, confident presentation and customer-relationship skills.
Flexibility and willingness to adapt in a fast-paced sales environment.
Ability to travel weekly.
Excellent communication and presentation skills.
Strong working knowledge of MS Office.
Must be authorized to work in the United States; visa sponsorship is not available.
Must reside in Texas, Oklahoma, or Louisiana; Texas is preferred.

Nice To Haves

Medical-device sales experience in shoulder arthroplasty.
Sales-management experience in shoulder arthroplasty.

Responsibilities

Meet or exceed regional performance indicators, including sales revenue, growth objectives, gross profit, inventory, and consignment measures.
Implement the company’s regional sales strategies and tactics, promoting products to existing and new customers through regional sales representatives.
Forecast results for each fiscal period using Salesforce.com.
Maintain an active management role with key accounts and strategic partners.
Ensure compliance with Shoulder Innovations policies.
Develop and implement an annual business plan and measure its outcomes.
Establish quotas and discount targets, and set compliance measures for demo and implant inventory.
Analyze and report changing regional needs for sales programs, organizational capacity, training, and field-asset utilization.
Provide market insight, trends, competitive activity, and objective measurement standards.
Recruit, select, hire, and train sales representatives, ensuring territories are not vacant for more than four weeks.
Set annual sales objectives through the company’s performance-management systems and measure results quarterly.
Work in the field with sales representatives weekly, evaluate their performance against sales objectives, and ensure activities support their sales goals.
Identify development and training needs to maintain high standards of clinical and technical competency in the region.
Retain and develop talent, identify and recommend developmental candidates, and develop a profile of each sales representative.