Regional Sales Manager - Midwest

ODEV•Draper, UT

2d•Hybrid

About The Position

Ortho Development Corporation helps people do what they love by restoring mobility. We are an orthopedic design, manufacturing and distribution company located in the Salt Lake City suburb of Draper, Utah. Our primary product focus is total hip and knee replacement. We are passionate about designing and manufacturing innovative, clinically proven products using the latest material science and technology. The Regional Sales Manager (RSM) is responsible for executing Ortho’s sales strategy within an assigned region, with a strong emphasis on disciplined execution, accurate forecasting, distributor effectiveness, and surgeon engagement. The role requires a balance of strategic thinking and hands-on field execution, with accountability for controllable activities that drive sustainable revenue growth.

Requirements

Bachelor's Degree in Business, Marketing, Life Sciences, or related field
3-5 years medical device sales leadership experience
Developing advertising, promotional materials, and marketing research
Excellent computer, presentation, social, and leadership skills
Finding, assessing, and creating sales goals for potential distributors
Extensive Travel, up to 50% or more of time
Proven history of achieving high-growth sales targets and accelerating new product adoption.
Experience leading independent sales distributors. Ability to coach for high performance and accountability
Works effectively with senior leadership and across departments to achieve common goals and deliver organizational success.
Leverages CRM and analytics tools to guide decision-making and improve commercial execution.
Maintains a strong focus on performance, accountability, and execution.
Builds deep, trusted relationships with surgeon customers and distributors.
Thorough understanding of and commitment to compliance and ethical leadership
Ability to effectively manage distributor contracts and pricing, set quotas and incentive plans, and lead sales reporting process
Ability to thrive in a lean, entrepreneurial, hands-on environment with a high-growth mindset.

Responsibilities

Prepare and maintain accurate sales analyses and forecasts for existing and prospective accounts.
Maintain a current regional opportunity pipeline, including targets and growth initiatives.
Analyze sales trends and account activity to identify risks and opportunities.
Monitor performance against forecast and budgets; implement corrective actions as needed.
Provide regular sales updates to leadership, including results, pipeline progress, key wins, challenges and commitments.
Proactively communicate forecast changes and underlying assumptions.
Lead and support independent distributors in alignment with ORTHO’s strategy and execution standards.
Set clear expectations for distributor activity, follow-up, reporting, and performance.
Build strong relationships with key surgeons, clinical staff, and distributor leadership.
Design Surgeon Engagement: Refer surgeons to Marketing only when requested and aligned with defined needs analysis (e.g., clinical insight, product feedback, education, or development). These referrals are not sales opportunities, and commercial discussions should not occur.
Support case coverage, evaluations, trials, and conversions to drive adoption and continued use, partnering with marketing as needed.
Ensure distributor training and compliance with products, processes, and policies.
Represent ORTHO at exhibitions, trade shows, surgeon meetings, labs, and educational events.
Promote ORTHO’s portfolio in a professional, credible, and clinically focused manner.
Partner with Marketing on surgeon education events and product launches.
Share market intelligence, competitive insights, and customer feedback internally.
Maintain disciplined focus on controllable execution activities.
Report accurate, timely activity and opportunity data.
Use data to support forecasting accuracy and performance discussions.
Support CRM adoption, reporting, and process improvement initiatives.
Partner effectively with internal teams to support regional success.
Support new product launches through regional and distributor readiness.
Uphold Ortho’s values, ethical standards, and compliance requirements.
Represent the company professionally with customers, distributors, and industry partners.
Perform other job-related duties as assigned.