Sports Medicine Director of Sales (Richmond ​/ Arlington Virginia

Sports Medicine Director of Sales (Richmond / Arlington Virginia) Life Unlimited

At Smith+ Nephew we design and manufacture technology that takes the limits off living.

As Director of Sales, you will achieve the sales quota, profitability, and marketing objectives in the assigned region while operating within the company policies/procedures and expense budget.

Using your expertise you will attract, develop, train, retain, and manage sales talent to achieve sales revenue and gross profit in the region. You will provide accurate and timely marketing information, analysis, recommendations and facilitate effective communication between sales representatives and Smith & Nephew Sports Medicine.

A keen ability to forecast results appropriately for each fiscal period, meet and/or exceed overall key performance indicators including sales revenue, growth objectives, gross profit, inventory, consignment, etc. The DOS will manage execution by implementing the company’s sales strategies and tactics for the region, promoting products to existing and new customers through sales reps, while maintaining an active management role with key accounts and strategic partners and assuring compliance with S+N policies.

Setting direction:
Develop and implement an annual business plan with measurable outcomes, establish quotas, discount targets and set compliance measures for demo inventory, placed capital and other financial programs. Analyze and report on changing needs for sales programs, organizational capacity, training and utilization of field assets, while providing market insight, trends, competitive activity and objective measurement standards.

Leadership:
Actively hire and train self‑motivated sales representatives to ensure territory vacancy does not exceed 4 weeks, while identifying development and training needs to ensure the highest standard of clinical and technical competency. Establish sales objectives at the beginning of each year through the Smith & Nephew performance management systems and measure results each quarter. Meet with sales representatives weekly to ensure their activities are supporting their sales goals.

Evaluate the sales representative’s performance against sales objectives and successfully identify and recommend individuals as developmental candidates.

B.S. degree or equivalent experience. Must understand various sales strategies to capitalize on region opportunities and competitive threats. Territory size is generally $10M+ with 12 or more direct reports. Strong understanding of financing options available through SNE and ability to use resources to accommodate client financial needs. Minimum of 5 years successful sales experience within the Medical Device industry. 5 years proven success in sales management.

(Preferably in medical device) Consistent track record of sales management including over achievement of quota. Strong analytical capability with respect to deal profitability and problem solving. Strong presentation skills, confident, ideally brings established relationships into the region.

Weekly travel with sales reps for a minimum of 1 field visit/week. Will require travel and overnight stays as required to support customer needs and rep development. All field sales professionals who are required to gain entry into healthcare facilities to perform the basic remit of their role must successfully complete the credentialing process and comply with the requirements of those facilities they support, which can include adherence to any established vaccine protocols.

The anticipated base compensation range for this position is $125,000 - $150,000 USD annually. The actual base pay offered to the successful candidate will be based on multiple factors, including but not limited to job‑related knowledge/skills, experience, geographical location, and internal equity. It is not typical for an individual to be hired at the high end of the range for their role at Smith + Nephew.

Compensation decisions are dependent upon the facts and circumstances of each position and candidate.

In addition to…