About Integra Lifesciences - Changing Lives. Building Careers
As a world leader in medical technology, we are recognized by our customers as an innovative company for neurosurgery, regenerative wound care, reconstructive and general surgery and orthopedic extremity surgery. Founded in 1989 Integra is headquartered in Plainsboro, New Jersey, Integra LifeSciences has over 4,500 employees worldwide and is listed at the 2018 Fortune 100 fastest-growing companies.
About the Division OTT
The Orthopedics and Tissue Technologies (OTT) division provides innovative cost effective solutions that restore and regenerate function for patients. Our products are primarily used by orthopedic, plastic and general surgeons. OTT is organized around two key product segments: we offer a comprehensive portfolio of soft tissue and reconstructive products that address the needs of surgeons seeking nerve repair and decompression solutions. OTT’s regenerative tissue technologies products are one of the most comprehensive lines of soft tissue and reconstructive products on the market today. OTT’s orthopedic products also include implants and small bone fixation devices used to reconstruct Lower Extremity (foot and ankle), Upper Extremity (hand and wrist), shoulder and elbow.
Implement, coordinate and monitor strategies and tactics to reach sales target:
Define clear goals and milestones, accurately measure, analyse progress and maximize efficiency
Secure the existing business, make it grow, and then expand to new ones
Analyze sales, marketing and financial information to monitor achievement toward sales and margin goals.
Ensure a good management of the orthopedic distributor network in the EMEA region. This includes hiring, training, and motivating distributor to achieve maximum sales performance. It also includes terminating and consolidating distributor where necessary.
Initiate action plans with the marketing management to accelerate our existing business: product launch, surgical courses, exhibitions, visits to KOL, staff, live surgeries, distributor training, round tours organization…
Secure distributors sales performances with the signature of our Distribution Authorization Letters or contracts including minimum purchased amount and sales objectives per quarter.
Work in collaboration with the regulatory team to prepare new product registrations
Develop and implement Key Performance Indicators (KPIs) to monitor the sales activity: Sales number analysis, Consignment set profitability, Travel set activity, Price lists, discount grid, Weekly 1:1 business reviews, Monthly Activity Reports (MAR) in Salesforce.com, Audits management, Landing Estimates (LE), CAPEX justification, Etc.
Five years plus surgical products sales/sales management experience focused
Strong written verbal, computer and interpersonal skills
Proven record of sales team building, motivation and leadership
Ability to communicate with and motivate an indirect selling organization
Skilled and experienced at coaching and counseling sales managers and field representatives
Administrative and financial management skills relative to job expectations
Language skills - Fluent English in addition to French or German is essential.