Sales Representative II

Zimmer US, Inc.•Seattle, WA

2d•$90,000 - $115,000•Hybrid

About The Position

The Sales Representative II reports to the Sales Team Lead and is a senior contributor within the sales team, responsible for driving sales growth and delivering advanced clinical and technical support across a defined territory. This role represents the highest level of individual contributor in the sales rep career path, with expectations to lead complex selling situations, mentor junior team members, and contribute to strategic account execution. The Sales Rep II promotes Zimmer Biomet’s full portfolio—including implants, surgical tools, and ZBEdge technologies—while balancing consultative selling, surgeon engagement, and case coverage with a strong focus on pipeline and performance management. This role is critical in elevating team capability and achieving territory sales objectives.

Requirements

Minimum of an associate’s degree, medical certification, or an equivalent combination of education and relevant experience is required.
At least 2 years of clinical case coverage experience within the orthopedic or surgical device industry.
3 - 5 years of sales or sales support experience in the medical device, surgical, or healthcare space.
Must be mobile and willing to travel across the assigned territory.
Capable of lifting and transporting equipment and cases weighing up to 50 lbs.
Demonstrates advanced knowledge of orthopedic procedures, instrumentation setups, and case sequencing across multiple Zimmer Biomet platforms.
Anticipates case needs, proactively verifies accuracy, and identifies efficiency gaps in instrument and implant setup.
Builds long-term surgeon trust through consistent clinical delivery and responsiveness; recognized as a go-to partner for high-priority accounts.
Communicates and collaborates effectively with sales team members and leadership to maintain alignment across accounts, sales strategies, and clinical coverage needs.
Models disciplined sales planning and pipeline management; uses CRM and analytics to support forecast accuracy and territory execution.
Owns personal sales targets and helps shape team performance strategies; contributes to goal setting, strategy refinement, and performance review cycles.
Leads structured peer coaching and onboarding sessions; provides actionable feedback to develop newer team members.
Remains agile and development-minded—adapting quickly to surgeon preferences, learning new procedures and technologies, and integrating feedback to improve clinical and selling effectiveness.
Communicates with strategic clarity—tailoring messages to influence surgeons, cross-functional teams, and leadership stakeholders.
Sets the tone for professionalism within the team and represents Zimmer Biomet in escalated or high-visibility clinical and commercial settings.
Communicates fluently and professionally in both verbal and written English.

Responsibilities

Assists in building and implementing account plans for assigned area.
Manages and tracks customer sales activity and prospective customer initiatives.
Manages sales funnel and activities for sales targets and reports on sales progress.
Monitors and reports competitor and customer activities to sales team lead.
Utilizes the surgery management system (SMS) to ensure flawless execution of product delivery to the customer.
Develops and maintains strong relationships with orthopedic surgeons, operating room staff, and hospital administrators to support account development and sales growth.
Provides outstanding customer service by identifying buying signals, gathering competitive intelligence, and exploring upsell and cross-sell opportunities in existing accounts.
Analyzes territory and surgeon-level sales data to support strategic account planning, targeting, and competitive positioning efforts.
Dedicating 20–30% of time to acquiring new business or expanding existing accounts through targeted surgeon and account outreach.
Collaborate with internal teams including marketing, customer service, and logistics to support account and customer needs.
Plans, coordinates, and executes local educational and sales events with support from internal or corporate resources to increase brand presence and achieve sales objectives.
Actively develops clinical expertise through exposure to complex cases and high-stakes procedures, while delivering advanced technical support during surgeries, demonstrations, and product evaluations.
Acts as a product expert by delivering technical support during surgical procedures, live demonstrations, and clinical evaluations.
Attends and supports surgical cases while demonstrating knowledge of Zimmer Biomet implants, instrumentation, and surgical workflows.
Gathers clinical feedback from end-users and communicates insights to internal teams for product and process improvement.
Creates structured handoff opportunities to other sales team members when necessary to ensure uninterrupted clinical support and consistent sales engagement.
Reviews surgical plans and ensures instruments and implants are accurate, clean, complete, and prepared prior to each case to minimize intra-op issues and delays.
Documents key case learnings and surgeon preferences to support continuity and team scaling.
Provides logistical support including transport of Zimmer Biomet instruments and implants for day, evening, weekend, or add-on cases.
Actively participates in weekly and monthly team meetings, contributing insights and updates aligned with team targets and goals.
Communicates and collaborates with the sales team to support each team member, delivering value, and assisting in growing, developing, and sustaining a high performing sales team.
Actively mentors Sales Associate I & II and Clinical Specialist team members by sharing product expertise, selling strategies, and clinical best practices to support their development and readiness.
Proactively stays informed on competitive products, industry trends, and relevant regulations.
Strictly adheres to all Zimmer Biomet SOPs and applicable laws, including those related to interactions with healthcare professionals (HCPs), complaint handling, expenses, and sales reporting.
Participates in after-hours, weekend, and on-call case coverage in support of team and territory needs.