Arthrex, Inc. is a global medical device company and a leader in new product development and medical education in orthopedics. Arthrex is actively searching for a Field Development Manager - Arthroplasty to manage and lead our initiatives with regards to educating field representatives in all aspects to become proficient in growing the Arthrex Arthroplasty within their territories. Additionally, the role will be the primary liaison between Field Leadership and the Product team – helping distribute actionable market data, identifying territory gaps, etc. The successful candidate will build relationships with key customers, local and regional field leadership and internal departments to help drive sales performance. Excellent interpersonal, presentation and leadership skills along with ten-plus years or more of related experience and a bachelor’s degree are essential for this position. The position is based at the corporate headquarters in Naples, FL and does require travel. Join our talented team at a global medical device company focused on Helping Surgeons Treat Their Patients Better™.
Main Objective:
As part of the Downstream Marketing and direct field support functions on the Arthroplasty team, the Arthroplasty Field Development role drives sales education, business and marketing performance visibility, and inorganic Arthroplasty Manager (AM) growth through BDM partnerships. This growth might include identifying AM geographic territory gaps, encouraging new hires, educating new hires, and supporting clinical maturation through continued education. The Field Development position is also responsible for executing of Downstream Marketing initiatives represented in the Marketing plan.
Essential Duties and Responsibilities:
Responsible for the development and implementation of Arthroplasty sales training and supporting materials such as playbooks, Samurai Series, Surgeon's Corner and all programs/services developed going forward. Sales training tools should be easily accessible, location-independent, up-to-date, and continuously developed.
Consistently elicits feedback from Business Development Managers, agency leadership, and senior management to identify training needs/opportunities.
Partners with Downstream Marketing to create direct sales tools and assets that support and execute the Marketing plan, including advertisements, brochures, catalogs, value dossiers, and video tutorials. Sales asset content should stem from the overall Downstream Marketing strategy.
Partners with Downstream Marketing to create a digital tool that shows agency sales territory locations and Arthroplasty Manager coverage. Partners with BDMs to communicate the needs and set quarterly success metrics to grow the business.
Serve as reporting hub for field communication coming into PM and INC. Closely aligned with building KPM’s for agency and BDM performance.
Collaborates with cross-functional teams to create sales targeting and performance visibility through dashboards for BDMs and senior management. Dashboards should be detailed enough for senior management forecasting exercises.
Assists with the tool development process for Downstream Marketing asset utilization metrics and overall Brand Performance Report.
Assists with the tool development process for KOL visibility and management.
Works with AXIS team to clearly define each step of the sales cycle and assigns the specific sales tools to be applied at each stage. Encourages AXIS utilization as part of sales education training program.
Serves as Arthroplasty point of contact for Business Optimization department.
Orchestrates strategy and approval for supporting local, regional and national industry meetings.
In-office, Naples FL-based position; not remote.
Up to 25% travel required.
Incidental Duties:
The above statements describe the general nature and level of work being performed in this job. They are not intended to be an exhaustive list of all duties, and indeed additional responsibilities may be assigned, as required, by management.
Education and Experience:
Bachelor’s Degree required; preferably in Marketing, Science or related fields.
10+ years orthopedic sales experience required – Arthroplasty preferred.
5+ years orthopedic sales leadership experience required - Arthroplasty preferred.
2+ years orthopedic product management experience preferred- Arthroplasty preferred.
2+ years of direct responsibility for all aspects of a learning function in some combination of sales, marketing or training preferred. Orthopedic medical device experience preferred.
Experience in Sales operations and sales effectiveness required.
Knowledge and Skill Requirements/Specialized Courses and/or Training:
Must be capable of influencing internal and external sales personnel and recognized as a learning expert within both groups.
Knowledgeable of clinical/hospital/physician environment
Strong project management, presentation and organizational skills.
Proven experience in business planning, strategy development, and execution of solutions/programs in healthcare environments.
Excellent presentation, communication, organization and planning skills.
Training in the area of professional selling and sales process
Able to work collaboratively across functional boundaries
Machine, Tools, and/or Equipment Skills:
PC and various and specialized software. High efficiency in MS Excel, PowerPoint, Word, Outlook. Knowledge of LMS systems a plus. Knowledge of SalesForce CRM or other CRM platforms a plus.
All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
