Area Sales Director - West

Area Sales Director - West at Ortho Development Corporation

Ortho Development Corporation helps people do what they love by restoring mobility. We are an orthopedic design, manufacturing and distribution company located in the Salt Lake City suburb of Draper, Utah. Our primary product focus is total hip and knee replacement. We are passionate about designing and manufacturing innovative, clinically proven products using the latest material science and technology.

• Translate national sales strategy and goals into actionable regional-level plans.
• Drive revenue growth, market share expansion, and margin performance across all West regions.
• Monitor performance against forecasts and budgets; implement corrective actions as needed.
• Lead new distributor identification, development, and onboarding, as well as existing distributor support and growth efforts.
• Share market intelligence, competitive insights, and customer feedback internally.
• Ensure adherence to company compliance policies, industry codes, and regulatory requirements.

• Recruit, coach, develop, and retain high-performing regional sales managers.
• Set clear performance expectations, conduct regular reviews, and manage performance improvement plans when necessary.
• Foster a culture of accountability, collaboration, and ethical sales conduct.

• Maintain strong relationships with key distributor and surgeon customers, health system administrators, industry partners, and other stakeholders. Regularly review customer activity and anticipate customer needs to improve customer satisfaction.
• Support key account strategy development and participate in high-impact sales calls, negotiations, and conversions.
• Support case coverage, evaluations, trials, and conversions to drive adoption and continued use, partnering with marketing as needed.
• Partner with Marketing and Clinical Education staff to ensure excellent surgeon training, case support, and further adoption of Ortho Development products.
• Represent the company at major industry events, conferences, and meetings to promote the company’s brand and offerings.

• Identify regional market trends, competitive dynamics, and growth opportunities specific to the Western U.S.
• Support product launches, line extensions, and technology conversions in coordination with marketing and Product Development.
• Ensure consistent execution of pricing, contracting, and value proposition messaging.

• Work closely with Marketing, Distribution, and Customer Service to ensure product availability and customer satisfaction.
• Work closely with VP of Sales and Director of Contract Management to ensure appropriate new contract terms and existing contract compliance.
• Partner with finance on forecasting, budgeting, and expense management.

• Provide accurate sales forecasts, pipeline reports, and performance metrics.
• Analyze region and account data to inform decision-making and resource allocation.
• Present regional performance updates to sales leadership and to senior leadership.
• Use data to support forecasting accuracy and performance discussions.
• Support CRM adoption, reporting, and process improvement initiatives.

• Bachelor's Degree in Business, Marketing, Life Sciences, or related field
• 10+ years sales experience in medical device industry. Orthopedic implant sales experience preferred
• 5+ years medical device sales leadership experience, managing multi-state regions, teams, or distributor networks
• Excellent presentation, social, leadership, and computer skills
• Finding, assessing, and creating sales goals for potential distributors
• Traveling 50% of working time in assigned area

• Growth Driver:
  Proven history of achieving high-growth sales targets and accelerating new product adoption.
• Team Builder:
  Experience leading sales teams. Ability to coach for high performance and accountability
• Collaborative Leader:
  Works effectively with senior leadership and across departments to achieve common goals and deliver organizational success

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Employee discounts
• Flexible spending account
• Health saving account
• Health insurance
• Life insurance
• Paid Holidays
• Paid time off
• Parental leave
• Tuition reimbursement
• Vision insurance
• Wellness incentives
• UTA Transit Pass