Area Sales Manager - Trauma (West Region)

Job Description

Biocomposites, Inc., a US company based in Wilmington, NC is a subsidiary of Biocomposites, Ltd., an international medical devices company that engineers, manufactures and markets world leading calcium compounds, including STIMULAN, a truly absorbable calcium sulfate recrystallized for use in the presence of infection. Based in Keele, UK, it has global operations across USA, Canada, Europe, China and India. 

At Biocomposites we are proud of our series of world firsts. For us, innovation is an ongoing process. Our continuing investment in proprietary technologies has resulted in over 100 IP grants and registrations and positioned us at the frontier of musculoskeletal infection, trauma, spine and sports injuries.

Our products target a broad spectrum of devices ranging from bone grafts to matrices that can be used in the presence of infection. Possessing unique characteristics for regenerating bone and managing dead space, our products are opening new possibilities for surgeons around the world.

We are distinct in that our team of specialists is singularly focused on the development of innovative calcium compounds and all research, manufacture and distribution takes place at our headquarters in Keele, England.  In 2022, Her Majesty the Queen honored us with two Queen’s Awards for Enterprise in Innovation and International Trade in recognition of the impact of STIMULAN in infection cases and our outstanding continuous growth in overseas sales of more than 200% over six years.

Biocomposites products are now used in over 120,000 procedures every year and sold in more than 40 countries around the world. 

The role

The Area Sales Manager - Trauma is the principal point of expertise in the Orthopedic Trauma vertical markets for the West U.S. which includes the following states: Washington, Oregon, California, Nevada, Utah, Idaho, Montana, North Dakota, Alaska, and Hawaii.

Reporting directly to the National Director of Sales, Trauma he/she will work with the Region Sales Directors and Product Specialists to increase the availability of Stimulan within the Orthopedic Trauma vertical market with a focus on national Level I & II Trauma centers. Will work with current distributor partners while identifying new specialty distribution partners as needed.

The Area Sales Manager is responsible for preparing distributor contracts (including territory & quota setting), helping navigate hospital value analysis committees (VAC), and driving the Trauma vertical sales strategy. The Area Sales Manager is also accountable for ensuring the appropriate level of product and market knowledge is maintained within the sales team, and that sales are achieved compliantly.

Essential duties

• Generate a strategic Trauma business plan for the region.
• Act as the key contact for Product Specialists, Region Sales Directors (2) for Trauma in the assigned territory.
• Hire, train, and support independent Trauma distributors for the sale and promotion of Stimulan.
• Develop and implement account plans for key accounts and distributor partners to generate strategic relationships that will result in sales within the assigned territory.
• Act as the point person for Trauma orientation, and on-boarding with new Biocomposites employees in assigned territory.
• Deliver presentations and training to educate our Product Specialists, Region Sales Directors, Distributor Representatives, and associated hospital personnel.
• Deliver selling presentations – including on site product demonstrations to physicians and other health care professionals.
• Deliver CE Seminar Presentations.
• Develop an understanding of the market unique to assigned territory.
• Continuously educate oneself on latest information related to disease states and the ever-changing business environment.
• Deliver feedback to sales management and ultimately R&D as to market needs and new product ideas.
• Continuously educate oneself on the newest and most relevant clinical articles that impact Biocomposites.
• Develop relationships in all areas of the hospital that are key to Biocomposites.
• Cultivate and develop key relationships with Health Care Providers (HCPs).
• Maintain compliance consistent with the FDA and AdvaMed.
• Execute business meetings with HCPs.
• Work within and ensure adherence to Quality System procedures, work instructions, and other Quality System requirements.

Work experience and Education

• Minimum 5-7 years of pharmaceutical/medical device/biotechnology sales and marketing experience.
• At least 3-5 years of Orthopedic Trauma distribution recruitment and support experience.
• A college degree is required.
• A degree in marketing, business administration, or healthcare field is preferred.

Skills and Competencies

• Demonstrate knowledge of the Trauma market and associated products.
• Effectively communicate with a variety of call points ranging from distributor representatives to hospital executives.
• Demonstrate consistent sales success over time.
• Demonstrate initiative, creativity, and resourcefulness.
• Intermediate to advanced skills in Microsoft Office Suite.
• Must reside in and be able to travel within the territory assigned.
• Undergo all formal training events as may be directed from time to time.
• Observe and comply with all Biocomposites Corporate Policies.

What do we offer?

Competitive salary and benefits! With us, you will receive a competitive salary package and benefits.

We grow talent. At Biocomposites we create opportunities to thrive and grow.

One Biocomposites – team spirit & engagement. Our culture is important and we strive to create engaged and inclusive global teams that encourage colleagues to share their diverse perspectives and opinions.

Who do we look for?

People who are passionate about what we do.

People who are open minded to evolving the way we work.

People who can work together to transform outcomes and change lives.