Director, Business Development

Department: Sales

Employment Type: Full Time

Location: Gainesville, FL

Reporting To: SVP Sales

Description

Key Responsibilities

• 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.

• 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.

• 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.

• 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.

• 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

• Bachelor's degree in business, marketing, healthcare, or a related field, or an equivalent combination of education and relevant 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.

• 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.