POSITION SUMMARY:

The Director, Business Development is responsible for driving the adoption and sales of the ArthroFree Wireless Surgical Camera by managing the end-to-end sales process, distributor relationships, and customer engagement. This role requires a deep understanding of the operating room (OR) environment, the sales process for medical capital equipment (with a strongly preferred history of knowledge of minimally invasive visualization systems), and the ability to train and support customers and distributors. The Director will play a critical role in launching the ArthroFree 2 product in key geographies, with a focus on daily active sales activities during the initial 6-12 months to establish market presence and traction. Following successful initial sales, the position will evolve to a player/coach role, focusing on growing a dedicated sales team that reports directly to this position.

The ideal candidate will be a strategic thinker with strong leadership skills who can execute tactically, ensuring the successful adoption and growth of ArthroFree in hospitals, ASCs and other surgical facilities.

ACCOUNTABILITIES

Lead Generation

• Oversee and execute lead generation activities for the OR channel, ensuring a robust pipeline of potential customers.
• Transition leads from Marketing Qualified Leads (MQL) to actionable sales opportunities.

Customer Acquisition

• Manage all activities in the sales process from MQL to closed sale for the OR channel.
• Conduct product demonstrations and meetings with hospital and ASC decision-makers, including surgeons, OR managers, and procurement.
• Ensure timely follow-up with leads to convert opportunities into closed deals.

Distributor Management

• Identify, onboard, and manage ArthroFree channel distributors to expand market reach.
• Actively monitor and maintain up-to-date documentation of distributor sales pipelines.
• Partner with distributors to drive successful ArthroFree sales and foster excitement around product adoption.

Customer Management

• Conduct regular meetings with customers to ensure they are supported in the use of ArthroFree and can operate the product independently without requiring a representative in the OR for each case.
• Gather periodic feedback from customers on their experience with ArthroFree and address any challenges.
• Collaborate with customers engaged as marketing and reference sites to support their activities.
• Drive the growth of ArthroFree usage at customer sites by increasing the number of cases the product is used in.

Product Training

• Train customers, distributors, direct reports, and other users on ArthroFree and its accessories.
• Partner with the Product Manager to develop and refine training materials.
• Ensure all training sessions are documented for internal records and compliance.

Product Accessories

• Collaborate with the Product Manager to identify, test, and implement product accessories that enhance ArthroFree sales success.
• Drive sales of product accessories alongside the ArthroFree system.

LMA (Leadership, Management, Accountability)

• Lead, manage, and hold direct reports accountable for their performance and contributions to sales goals.
• Provide coaching, support, and performance feedback to the sales team to ensure consistent results.

RESPONSIBILITIES

• Develop and maintain relationships with customers by demonstrating ArthroFree’s clinical and operational benefits through personal meetings, seminars, and surveys.
• Serve as a resource for clinical support, including installation, troubleshooting, and in-service education for ArthroFree devices.
• Educate customers on the merits and proper clinical usage of ArthroFree and its accessories.
• Attend trade shows and industry events to promote ArthroFree and generate leads as required.
• Maintain detailed account knowledge and transfer information to the internal Business Development and Account Management teams.

REQUIREMENTS:

• 5-10 years of sales experience preferred
• Ability to travel up to 75%
• College Degree or RN Degree preferred
• Ability to work independently
• Orthopedic case coverage experience is preferred

TECHNICAL SKILLS:

• Expertise with CRM
• Standard computer skills (Microsoft Office, Outlook, Word, Excel)
• Cloud-based document sharing platforms (Dropbox)
• Business tools (Google/Outlook Calendar, Adobe Acrobat DC, Slack, Teams)

PHYSICAL REQUIREMENTS:

• Regularly spend long hours sitting or standing and using office equipment and computers.
• Regularly move from sitting to standing positions effortlessly.
• Regularly work on repetitive tasks.
• Regularly use hands and fingers to handle, control or feel objects.
• Regularly see details of objects that are less than a few feet away.
• Regularly speak clearly so listeners can understand.
• Regularly understand the speech of another person.