Director, Business Development
Department: Sales
Employment Type: Full Time
Location: Gainesville, FL
Reporting To: SVP Sales
Description
The Director, Business 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 Ortho''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.