Hybrid Regional Vice President - Sales bei Xtant Medical

Status: Full Time – Exempt

Reports To: Vice President of Sales

A.    Purpose and Scope of Position

This position is responsible for meeting or exceeding sales quotas with the region’s Independent Agents and helping to manage the assigned territory within budget guidelines.  This person does not directly supervise others and will support the activities of other field-based employees within the territory and with other department supervisors and employees as required.  

B.    Organizational Relationship 

This position reports to the Vice President of Sales and is responsible for communicating effectively with other Xtant Medical Regional Managers within and outside the region to assure excellent customer service and for effectively communicating orders, shipping and customer billing information with Xtant Medical’s corporate office.  This position supervises Independent Agents and their Sales Representatives. This position may provide additional support to sales staff or other departments as necessary.

C.    Duties and Responsibilities

1.    Specific Job Duties/Responsibilities

•    Develop and maintain an understanding of the requirements of the Food and Drug Administration (FDA) Code of Federal Regulations Title 21, Parts 820 and 1271; American Association of Tissue Banks (AATB); International Organization of Standardization (ISO); European Medical Device Directives (MDD); and Canadian Medical Device Regulations, as applicable, and adhere to standards and regulations to help the company lead the Medical Device and Biologics industries in quality practice

•    Adhere to Xtant Standard Operating Procedures (SOPs) and safety protocols, FDA Regulations for Human Cells, Tissues, and Cellular and Tissue-Based Products (HCT/Ps) and Devices; operate in compliance with FDA, AATB, ISO, and Occupational Safety and Health Administration (OSHA) Standards

•    Develop and maintain an understanding of the Xtant products and general biological and chemical systems utilized within the Department.  Know how the activities performed in the Department are controlled by and interact with the Quality System and how they affect the production of medical devices and tissues as applicable

•    Perform all duties according to SOPs and Good Documentation Practices (GDP) and follow appropriate safety precautions and measures 

•    Understand regulatory requirements associated with providing products to customers and be able to employees

•    Represent the company in a professional manner to the public, customers, and vendors and maintain trusting relationships with physician partners, customers, and fellow employees

•    Execute marketing and sales plans consistent with national sales strategy and regional priorities, develop and perform marketing and sales presentations

•    Keep management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses

•    Meet regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions

•    Recommend changes in products, service, and policy by evaluating results and competitive developments

•    Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc. and relay this information back to the corporate offices

•    Attend technical and sales trade shows as required

•    Demonstrate effective full line selling

•    Coordinate and encourage Independent Agents and their Sales Representatives within region to smoothly transition leads generated outside of region with other Regional Managers

•    Travel as needed to cover the assigned territory and supervise Independent Agents and their Sales Representatives

•    Recruit and hire Independent Agents and their Sales Representatives within region

•    Work with Marketing to train Sales Representatives

•    Accomplish regional sales management objectives by enforcing policies and procedures

•    Communicate and provide effective leadership and motivation to Distributors within the region

•    Prepare regional reports

•    Adhere strictly to Stark/Anti-kickback rules and comply with all other applicable laws

•    Organize and maintain files and records as requested

•    Need something added on inventory obligations.  Even through they’ve got Field Operations folks taking lead, they are ultimately the ones responsible for assessing and approving all requests and ultimately making sure the Field Ops folks are getting the support they need when recoveries are needed

•    Need something to make sore all Distrubutors are up to date in their training requirements per their agreements.  Field Ops folks are there to help but they need to keep an eye on it and support them or their distributors will be terminated

2.    Financial Responsibilities

•    Submit timely Independent Agent (IA) term sheets for new agreements or renewal of existing agreements to the Vice President of Sales for review

•    Ensure all Independent Agents within the territory are under a current contract

•    Manage IA contracts to ensure renewals are complete prior to expiration of the existing contract

•    Efficiently process all customer information, contracts, orders and billing information

•    Submit timely expense reports and abide by the Expense Reimbursement Policy

•    Administer and approve all Direct Sales Representatives’ expense reports while ensuring compliance with Xtant Medical’s expense SOPs

•    Review sales and commission reports

•    Assist in collection of past-due customer balances when requested

•    Maintain strict confidentiality of all company and customer information

•    Administer and report on consignment inventories

3.    Training

•    Participate in training plans and programs and complete in a timely manner within set deadlines

•    Complete required training prior to attempting to perform a task

•    Develop and maintain a scientific understanding of the Xtant Medical products and their respective uses

•    Develop and maintain an understanding of the competitive products

•    Continually work to improve selling skills

•    Facilitate education on product advantages

•    Must be willing to attend leadership/managerial training as requested

•    Maintain required training documentation

4.    Management

•    Will direct the activities of Independent Agents and their Sales Representatives to accomplish quality and company objectives as assigned

•    Work with and support the activities of the Vice President of Sales, Regional Sales Managers, Independent Agents and Sales Representatives, Customer Service, and Marketing

5.    Document Control and Record Control

•    Assist in the completion and retention of documentation pertaining to all SOPs as required

•    Legibly and accurately complete all documentation associated with assigned duties in accordance with GDP and review the written documentation of others as required

•    Maintain information in physical and electronic files as required

•    Train on and demonstrate proficiency in Xtant Medical’s document control system

6.    Other duties as assigned

7.    Performance of Duties

•    Complete required training, including initial orientation and environmental health and safety training, prior to performing tasks.  Keep training up to date

•    Perform all duties according to established procedures and follow appropriate safety precautions and measures

•    Conduct himself/herself in a professional and courteous manner in all aspects of interaction with fellow employees, surgeons, staff, and end users

•    Maintain a clean and safe working environment at all times

•    Must maintain confidentiality of donor and recipient information according to HIPAA

D.    Job Requirements

1.    Education/Credentials Experience & Training

•    Bachelor’s Degree or three (3) to five (5) years’ related experience and/or training

•    Five (5) to ten (10) years of prior Medical device sales leadership experience is desired

•    Medical sales and/or capital equipment sales management experience preferred with a focus on surgeon/direct customer relationships

•    Proven ability to meet sales goals

2.    Technical Requirements/Skills

•    Some knowledge of FDA, ISO, and AATB requirements as applicable

•    Proven ability to write, review, and edit technical reports and SOPs

•    Demonstrated capability to communicate effectively both orally and in writing

•    Ability and experience creating and implementing management policies

•    Ability to multitask

•    Must possess excellent organizational skills and strong attention to detail

•    Proficient computer skills required such as intermediate knowledge of MS Word, Excel, PowerPoint, Outlook, and other software as necessary

•    Ability to investigate and analyze information and to draw conclusions

3.    Managerial Experience

•    Proven ability to manage independent agents and their sales representatives

4.    Special Requirements/Physical Capabilities or Abilities, other Additional Desirable Qualifications

•    Must be able to reason independently and work with minimal guidance

•    Interpret data and make sound judgments based on those interpretations

•    Must deal effectively with a wide variety of personalities and situations requiring tact, judgment, and poise

•    Must be able to adapt to quickly changing priorities and schedules

•    Must be able to manage customers and physician partners

•    Ability to maintain good working relationships with all co-workers and the general public and use good judgment in recognizing scope and authority

•    Must be able to prepare and make presentations to staff, board members, clients, potential clients and others as required

5.    Working Conditions

•    Working conditions include normal office environment, laboratory setting, environmentally controlled area (ECA), cleanrooms, operating rooms, and other sterile environments

•    Administrative work will be done out of a home office

•    Work may require occasional weekend/evening work and 8+ hours of standing

•    Must be licensed and insured to operate a motor vehicle and be able to drive as part of the regular duties. Daily duties may involve 10+ hours of driving

•    Duties will include contact with human tissue, blood, bone, and fluids

6.     Health and Safety

•    Must adhere to all health and safety requirements specified when entering laboratory and device manufacturing areas and in the handling of company products

•    This position will sometimes be required to wear personal protective equipment (PPE), including laboratory coat, scrubs, and gloves, etc. 

•    May require OSHA (bloodborne pathogen) training, SDS, and other safety training as applicable

•    Must be able to lift 60 lbs.

Note:    This Job Description is not designed to include a detailed listing of the activities, duties or responsibilities that may be required of the employee. This job description does not constitute an employment contract, implied or otherwise, and is subject to change by the employer as the needs of the employer and requirements of the job change.

Xtant Medical provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.