Description

Why Orthofix?

Guided by our organizational values Take Ownership | Innovate Boldly | Win Together we collaborate closely with world-class surgeons and other partners to improve people's quality of life. At Orthofix, we want team members who build relationships and share knowledge, challenge the status quo, and deliver results every day to help us achieve our vision to be the unrivaled partner in Med Tech.

Our global team of over 1,600 employees brings to market highly innovative, cost-effective, and user-friendly medical technologies that heal musculoskeletal pathologies for patients and the healthcare professionals who treat them. Looking to change people's lives? Look no further.

POSITION SUMMARY

The Region Sales Manager (RSM), Limb Reconstruction serves as the strategic and operational leader for Orthofix's Limb Reconstruction business within a designated U.S. territory. Reporting to the Area Vice President (AVP), this role is accountable for driving revenue growth, expanding market share, and elevating clinical adoption of Orthofix's external fixation, deformity correction, and limb lengthening technologies.

The RSM is responsible for distributor performance, surgeon engagement, hospital and GPO strategy, and cross-functional collaboration to achieve aggressive sales targets and deliver superior patient outcomes. Operating as a field-based commercial leader, the RSM combines orthopedic expertise, consultative selling, and business acumen to influence surgeon preference, optimize territory coverage, and execute regional sales strategies.

This role requires a high degree of autonomy, strategic thinking, and clinical credibility to succeed in a competitive and dynamic market.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

The following are the essential functions of this position. The RSM may be responsible for additional duties and tasks assigned.

1. Territory Strategy & Business Planning

• Develop and execute comprehensive territory business plans aligned with national sales objectives and regional priorities.
• Conduct market analysis to identify growth opportunities, competitive threats, and unmet clinical needs.
• Forecast sales performance, set quarterly goals, and implement tactical initiatives to drive revenue acceleration.

2. Distributor Network Leadership

• Recruit, onboard, and manage independent distributor partners to ensure optimal territory coverage and sales execution.
• Conduct regular performance reviews, enforce accountability metrics, and provide coaching to improve sales effectiveness.
• Implement distributor optimization strategies, including territory realignment, resource deployment, and succession planning.

3. Surgeon Engagement & Clinical Conversion

• Build and sustain high-impact relationships with orthopedic and trauma surgeons through in-person case support, clinical education, and strategic consultation.
• Lead product evaluations, conversions, and long-term adoption initiatives for Orthofix's Limb Reconstruction portfolio.
• Facilitate peer-to-peer education, clinical workshops, and regional society events to deepen surgeon loyalty and expand utilization.

4. Hospital & GPO Strategy

• Navigate hospital procurement processes, value analysis committees, and GPO contracts to secure pricing approvals and formulary access.
• Collaborate with internal teams to support RFP responses, contract negotiations, and strategic account development.
• Maintain strong relationships with supply chain leaders, OR managers, and administrative stakeholders.

5. Sales Enablement & Training

• Partner with Sales Enablement and Medical Education teams to deliver targeted training programs for distributor reps and surgeons.
• Conduct in-services, evening education events, Grand Rounds, and Journal Clubs to reinforce product knowledge and clinical confidence.
• Serve as a clinical resource for complex cases, product troubleshooting, and surgical technique optimization.

6. Cross-Functional Collaboration

• Align with Marketing, Medical Education, and Field Sales leadership to execute integrated commercial strategies.
• Provide market feedback to inform product development, messaging, and promotional campaigns.
• Participate in national sales meetings, trade shows, and company events to represent the Limb Reconstruction business.

7. Compliance & Documentation

• Ensure all business activities adhere to Orthofix Integrity Advantage guidelines, FDA regulations, and industry standards.
• Maintain accurate CRM documentation, expense reports, and training records in accordance with company policy.
• Champion a culture of compliance, professionalism, and continuous improvement across the territory.

MINIMUM QUALIFICATIONS

• Minimum 5 years of successful medical device sales experience, preferably in orthopedics, trauma, or limb reconstruction.
• Proven track record of exceeding sales quotas and leading distributor or regional growth.
• Bachelor's degree required; MBA or advanced clinical training preferred.
• Accredited sales training and clinical acumen in orthopedic fixation strongly preferred.
• Demonstrated ability to develop and execute strategic territory plans that drive growth and market share.
• Deep understanding of orthopedic anatomy, fixation principles, and surgical workflows, with the ability to deliver clinical education and support.
• Proven success in coaching, motivating, and holding distributor partners accountable for performance.
• Skilled in building trusted relationships with surgeons, hospital stakeholders, and internal teams through professionalism and responsiveness.
• Strong organizational skills, attention to detail, and ability to manage multiple priorities in a fast-paced environment.
• Proficient in analyzing sales data to guide strategy, forecast performance, and identify growth opportunities.
• Effective collaborator across departments to align strategy and execute integrated commercial initiatives.
• High integrity and commitment to ethical conduct, regulatory compliance, and continuous learning.
• Strong presentation and communication skills with the ability to engage both small and large audiences.
• Proficient in Microsoft Office applications (PowerPoint, Excel, Outlook) and CRM platforms.
• Field-based role requiring frequent travel by car or plane to hospitals, clinics, and surgical centers.
• Regular presence in operating rooms and clinical environments to support cases and surgeon engagement.
• Must hold a valid driver's license and insurance.

SUPERVISORY RESPONSIBILITIES

• Oversees and supports distributor sales representatives within the assigned region.
• No direct Orthofix employee reports; indirect leadership responsibilities only.

PHYSICAL REQUIREMENTS / ADVERSE WORKING CONDITIONS

The physical requirements listed in this section include, but are not limited to, the motor/physical abilities, skills, and/or demands required of the position in order to successfully perform its essential duties. In accordance with the Americans with Disabilities Act (ADA), reasonable accommodations may be made to allow qualified individuals with a disability to perform the essential functions of the position.

• No additional physical requirements or essential functions for this position.

DISCLAIMER

The duties listed above are intended only as representation of the essential functions of this position. The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position. The job description does not constitute an employment agreement between the employer and employee and is subject to change at the sole discretion of the employer. Nothing in this document alters an employee's at-will employment status.

We are committed to providing equal employment opportunities to all employees and applicants without regard to race (including traits historically associated with race, such as hair texture and protective hairstyles, including braids, locks, and twists), ethnicity, religion, religious creed (including religious dress and grooming practices), color, caste, sex (including childbirth, breast feeding, and related medical conditions), gender, gender identity or expression, sexual orientation, national origin, ancestry, citizenship status, uniform service member and veteran status, marital status, pregnancy, age (40 and over), protected medical condition (including cancer and genetic conditions), genetic information, disability (mental and physical), reproductive health decision-making, medical leave or other types of protected leave (requesting or approved for leave under the Family and Medical Leave Act or the California Family Rights Act), domestic violence victim status, political affiliation, or any other protected status in accordance with all applicable federal, state, and local laws.

This policy extends to all aspects of our employment practices including, but not limited to, recruiting, hiring, discipline, termination, promotions, transfers, compensation, benefits, training, leaves of absence, and other terms and conditions of employment.

Since 1980, Orthofix has evolved and grown to become one of the leading medical device companies with a spine and orthopedics focus in the world. Our newly merged Orthofix-SeaSpine organization is a leading global spine and orthopedics company with a comprehensive portfolio of biologics, innovative spinal hardware, bone growth therapies, specialized orthopedic solutions, and a leading surgical navigation system. Our products are distributed in 68 countries worldwide.

Our medical device company is headquartered in Lewisville, Texas, and has primary offices in Carlsbad, CA, and Verona, Italy. Our combined company's global R&D, commercial and manufacturing footprint also includes facilities and offices in Irvine, CA; Toronto, Canada; Sunnyvale, CA; Wayne, PA; Olive Branch, MS; Maidenhead, UK; Munich, Germany; Paris, France; and São Paulo, Brazil.

Founded in Verona, Italy, and now headquartered in Lewisville, Texas, Orthofix is proud to be recognized as the 8th Largest Orthopedic Medical Device Company in the World by Medical Design & Outsourcing magazine. Orthofix is committed to improving patients' lives and delivering innovative, quality-driven solutions that empower physicians and healthcare organizations to meet the needs of their patients every day.

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