Market Leader, Orthopedics

Mizuho OSI•Nashville, TN

11d•$150,000•Remote

About The Position

Mizuho OSI is a market leader in specialty surgery and patient positioning, offering surgical tables and patient care products that enhance patient outcomes. The Market Leader is a critical, revenue-focused role responsible for driving sales performance, revenue growth, and market share within a core business portfolio. This position owns the commercial success of assigned product lines, ensuring effective sales strategies, account penetration, and customer adoption. The Market Leader will define and execute sales growth strategies, lead commercial initiatives, empower the sales force to succeed in competitive situations, and be fully accountable for revenue targets. This role requires close collaboration with Account Managers, Regional Sales Managers, Sales Operations, and Enterprise Leadership to achieve measurable business results. The specific focus for this role is Orthopedics, encompassing capital equipment and consumables, including product lines such as Hana, Adante, and Orthopedic Tops & Accessories. The Market Leader will also collaborate with Marketing on product lifecycle management and sales processes to ensure market penetration and profitability.

Requirements

Bachelor’s degree in business or related field; MBA preferred.
7+ years of commercial, sales, or revenue leadership roles in healthcare or medtech.
Proven track of exceeding sales quotas, driving multimillion-dollar revenue growth, and managing P&L accountability.
Strong understanding of hospital OR environment, capital/consumables integration, and clinical sales models.
Experience leading sales teams, building account strategies, and negotiating complex contracts.
Knowledge of pressure injury prevention, patient positioning, or surgical accessories preferred.
Excellent communication, collaboration, and leadership skills with a strong sense of urgency and customer focus.
Ability to manage budgets, prioritize competing initiatives, and deliver results in a fast-paced environment.

Nice To Haves

MBA preferred.

Responsibilities

Own revenue, market share, and profitability performance for the assigned portfolio.
Develop and execute strategic growth plans to meet or exceed quarterly and annual sales targets.
Analyze sales data, pipeline performance, and customer behavior to drive account segmentation and opportunity prioritization.
Lead annual planning cycles and quarterly business reviews with revenue accountability.
Build and execute sales strategies that accelerate account penetration, conversions, and competitive displacement.
Directly influence sales deployment, territory coverage, and salesforce productivity.
Lead cross-functional sales planning with Finance, Sales Ops, and Regional Sales to ensure forecast accuracy and quota attainment.
Provide win/loss analysis and drive accountability for sales execution at the account level.
Establish clear sales playbooks for field reps, inside sales, and specialists with defined call points, metrics, and incentives.
In conjunction with Marketing, develop and equip the sales force with competitive messaging, clinical proof points, and closing tools.
Ensure account managers and regional leaders have actionable territory plans and conversion strategies.
Lead initiatives to recover lost accounts and expand third-quartile customers into the top half.
Oversee retention strategies for high-utilization customers, including proactive renewal and upgrade planning.
Execute cross-sell and bundling programs tied to capital equipment and consumables.
Maintain a cadence of customer feedback, business reviews, and case study development.
Deliver sales training, field coaching, and readiness programs to elevate selling effectiveness.
Launch and drive execution of new product introductions with clear sales campaigns.
Partner with KOLs to accelerate adoption and create competitive differentiation in the field.
Develop ROI calculators, objection handling tools, and outcome-driven sales resources.
In conjunction with Marketing, confirm commercial pricing strategies, discounting frameworks.
Lead national agreement negotiations.
Partner with Finance and Sales Ops to track contract wins, renewals, and revenue capture.
Identify adoption barriers and lead initiatives to accelerate utilization and conversions.
In conjunction with Marketing, gather field insights and customer feedback to inform commercial strategy and sharpen competitive response.
Monitor competitive activity and adjust sales strategies accordingly.
Collaborate with Marketing for message development and clinical positioning, while maintaining ownership of sales execution and revenue outcomes.
Partner with Clinical Education to ensure the salesforce is trained to position products effectively in procedure-specific contexts.
Coordinate with Operations, Supply Chain, and Finance to support inventory, margin optimization, and customer delivery timelines.
Provide transparent reporting, dashboards, and strategic insights to senior leadership.