Builds a national pipeline of high-performing orthopedic sales representatives, distributor principals, and strategic commercial opportunities. The role cultivates talent and distributor relationships, evaluates markets and competitive intelligence, connects qualified opportunities with regional sales leadership, supports recruitment and onboarding, and facilitates strategic growth across orthopedic markets, particularly Shoulder and Foot & Ankle. Requires strong industry relationships, commercial judgment, discretion, and willingness to travel.
The Business Development Director identifies high-impact sales talent, distributor organizations, and strategic commercial opportunities that can accelerate Advita Ortho's growth. The role builds a national pipeline of high-performing orthopedic representatives and distributor principals, with particular emphasis on Shoulder and Foot & Ankle relationships, while cultivating priority prospects before they are actively considering a move. This position also connects qualified distributor and market opportunities with Advita's regional sales leadership. It is not a regional sales management role; its focus is expanding the company's access to talent and strategic growth opportunities nationwide.
Key Responsibilities
Competitive Talent Acquisition
- Build and maintain national pipelines of high-performing orthopedic representatives, sales teams, and distributor principals by market, specialty, product category, and competitor.
- Proactively identify and cultivate priority talent before candidates are actively considering a career move.
- Assess production, surgeon relationships, geography, competitive position, motivations, career objectives, strategic fit, and commercial potential.
- Present qualified talent opportunities to the appropriate Regional Vice President (RVP) and Senior Vice President (SVP), Sales.
Competitive Intelligence
- Maintain current knowledge of the orthopedic sales landscape, including organizational changes, territory movement, acquisitions, restructurings, and leadership changes.
- Monitor movement of high-performing representatives and distributor teams, identify resulting recruiting opportunities, and provide actionable intelligence to senior leadership.
Distributor & Market Development
- Identify and evaluate distributor organizations with strong surgeon relationships, complementary portfolios, and alignment with Advita Ortho's commercial model.
- Develop relationships with distributor principals, qualify opportunities, and facilitate introductions to the appropriate RVP.
- Identify untapped markets, geographic expansion opportunities, competitive disruption, and strategic sales organizations that could materially strengthen market presence.
- Partner with the SVP, Sales and RVPs to prioritize opportunities and support strategic distributor negotiations when requested.
Talent Recruitment, Conversion & Handoff
- Own relationships with priority candidates throughout the recruiting process and maintain accountability for pipeline progression.
- Coordinate with Sales leadership, Human Resources, and other stakeholders on evaluation, compensation discussions, offer development, and a timely candidate experience.
- After hire, partner with the appropriate RVP and Director, Strategic Growth to establish geographic assignment, distributor structure, target surgeons, initial accounts, product focus, training requirements, and 90-, 180-, and 365-day objectives.
- Facilitate a clear transition of the new hire relationship to the appropriate RVP.
- Maintain a working knowledge of applicable legal and regulatory requirements affecting the orthopedic medical device industry, including healthcare fraud and abuse laws, fair market value principles, confidentiality obligations, restrictive covenant and non-competition considerations, and distributor and commercial contracting requirements, and partner effectively with Legal and Compliance to identify and mitigate business risks.
Key Performance Indicators
- Quality and commercial impact of the qualified competitive representative and strategic sales team pipeline.
- Competitive representatives and strategic sales teams recruited.
- New distributor opportunities identified and distributors activated.
- Strategic markets identified and developed.
- Time from initial contact to recruitment, pipeline progression, and productivity of recruited talent.
- Quality and usefulness of competitive intelligence provided to leadership.
Skills Knowledge and Expertise
Education:
- Bachelor's degree in business, marketing, healthcare, or a related field, or an equivalent combination of education and relevant experience.
Experience:
- Proven success in orthopedic medical device sales, recruiting, business development, or commercial leadership.
- Demonstrated ability to identify, engage, and recruit high-performing sales talent.
- Established network among orthopedic sales representatives and distributor principals.
- Experience evaluating distributor organizations, market opportunities, and commercial fit
- Knowledge of Shoulder and/or Foot & Ankle markets is preferred.
Functional/Technical Knowledge, Skills and Abilities Required:
- Deep understanding of the orthopedic sales and distributor landscape.
- Exceptional relationship-building, communication, and influencing skills with credibility among senior sales professionals and distributor owners.
- Strong business judgment, commercial acumen, discretion, and ability to evaluate both current performance and future potential.
- Ability to build and manage a disciplined national opportunity pipeline and communicate clear recommendations to senior leadership.
- Ability and willingness to travel as business needs require.
About
At Advita Ortho, everything we do is focused on innovation. Whether creating revolutionary ways to optimize the surgical experience, developing the latest in orthopedic implants and instruments, or using cutting-edge technology to improve efficacy and outcomes. These advancements transform the very experience of mobility and allow you to lead your patients to greater freedom. It’s innovation in every step, every moment, every move.
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