Area Vice President of Sales – Spineart

This is a fully remote position, open to applicants in California.

📋 Description

• Drive and expand business operations within a designated multi-state region in the Western United States.

• Take ownership of revenue and profitability objectives for the region.

• Build and manage a high-performing team of Regional Sales Directors.

• Foster strategic partnerships with spine surgeons, hospital systems, ambulatory surgery centers (ASCs), and GPOs/IDNs.

• Convert corporate commercial strategies into actionable regional plans.

• Ensure disciplined sales execution and relay market dynamics, competitive activities, and product requirements to executive leadership.

• Manage the budget for the assigned region.

• Create and implement a comprehensive area business plan.

• Analyze sales data at the territory level and establish/manage quarterly and annual sales targets by territory.

• Recruit, hire, onboard, and train Regional Directors and independent distributors.

• Oversee performance management and provide coaching to Regional Directors while nurturing company culture.

• Assist with case coverage escalations, product feedback cycles, and peer-to-peer education.

• Collaborate with Medical Education to facilitate educational events.

• Lead or assist in Value Analysis Committee (VAC) presentations and hospital initiatives.

• Work closely with Corporate Accounts/Contracting.

• Manage the region's independent distributor network and recruit distributors to fill geographic gaps.

• Partner with Marketing, Commercial Operations, Finance, and RAQA.

• Ensure that field activities adhere to the AdvaMed Code of Ethics, Sunshine Act/Open Payments reporting, and company policies.

• Provide regular business reviews to senior leadership and represent the interests of the region.

⛳️ Requirements

• Bachelor’s degree is required; an MBA or advanced degree is preferred.

• 8–12+ years of progressively responsible experience in medical device sales.

• A minimum of 3–5 years in a leadership sales role (Regional/Area Manager or Director) within spine or orthopedics.

• Proven record of meeting or surpassing revenue goals while leading teams and distributor managers.

• Strongly preferred: Established relationships with spine surgeons and hospital administration in the target region.

• Familiarity with GPO/IDN contracting and VAC processes is essential.

• Strong clinical knowledge of spinal anatomy, surgical techniques, and instrumentation to support case coverage and discussions with surgeons.

• Demonstrated leadership abilities in recruiting, coaching, performance management, and team-building within a distribution-focused sales environment.

• Financial literacy, including ownership of P&L, forecasting, quota design, and expense management.

• Exceptional executive presence and communication skills, particularly with C-suite hospital administrators and in operating room settings.

• High integrity and understanding of relevant compliance frameworks (AdvaMed, Sunshine Act/Open Payments).

• Willingness and capacity to travel frequently (50–75%) and to be present in the operating room as needed.

• Ability to stand for long periods in the operating room, wear surgical attire (scrubs, masks, protective eyewear), lift and transport surgical trays/instrument sets (up to 25–35 lbs), and travel by car and air throughout the assigned region on short notice.

🏝️ Benefits

• Competitive base salary combined with an aggressive, uncapped commission structure and performance bonuses.

• Comprehensive executive benefits package including health, dental, vision, and 401(k) matching.

• Opportunity to lead a state-of-the-art portfolio that directly influences patient mobility and spinal health.