Sales Director, Soft Tissue Solutions

U.S. Sales Director, Soft Tissue Solutions

Joining us is a chance to do important work that creates change and shapes the future of healthcare. Thinking differently is what we do best. To us, change equals opportunity. Every day, our colleagues are challenging what's possible and making headway to innovate new treatment pathways to advance patient outcomes and set new standards of care.

The U.S. Sales Director, Soft Tissue Solutions is responsible for leading the national commercial strategy, field execution, and market development of the Soft Tissue Solutions portfolio across the United States. This role provides leadership and oversight to Regional Business Managers and Business Specialists responsible for biologic implant technologies used in plastic surgery, general surgery, complex reconstruction, and soft tissue repair procedures.

The U.S. Sales Director will help develop, lead and execute go-to-market strategy, return-to-market strategy, new product introduction plans, launch readiness, channel strategy, and field execution required to accelerate revenue growth and market share expansion. This leader will manage approximately $40 million in annual revenue while driving disciplined forecasting, pipeline management, account targeting, surgeon engagement, regional execution, and cross-functional alignment.

This position serves as a senior commercial partner across Sales, Marketing, Market Access, Professional Education, Operations, Regulatory, and Finance. The role requires strong knowledge of biologic implants, soft tissue reconstruction, hospital selling environments, reimbursement dynamics, and clinical and economic value drivers influencing surgeon and hospital adoption.

The U.S. Sales Director is also responsible for developing a high-performing regional leadership team, strengthening key opinion leader relationships, advancing commercial launch excellence following regulatory milestones such as PMA approvals or 510(k) clearances, and ensuring consistent execution of U.S. commercial priorities at the regional and account level.

Reporting & Management Scope

Supervision Received

Under direct supervision of Senior Vice President, Sales.

Supervision Exercised:

Supervises Regional Business Managers and Regional Business Specialists/Leaders as assigned.

Key Responsibilities:

Commercial Strategy & Business Execution:

• Develop and execute quarterly and annual commercial plans aligned to enterprise revenue, margin, market-share, and portfolio-growth objectives.
• Lead U.S. commercial execution for Soft Tissue Solutions across plastic surgery, general surgery, complex reconstruction, and related biologic implant procedures.
• Deliver revenue, margin, and expense targets across the assigned U.S. commercial business.
• Translate enterprise strategy into clear regional priorities, field execution plans, and measurable business outcomes.
• Drive forecasting accuracy, pipeline rigor, account targeting, and business reviews using Salesforce, defined KPIs, and commercial operating metrics.
• Analyze sales, financial, market-share, and competitive performance to proactively identify gaps, risks, and growth opportunities.
• Ensure disciplined inventory awareness, operational compliance, and alignment between field demand, supply readiness, and customer commitments.

Go-to-Market, Return-to-Market & Launch Excellence:

• Develop and lead go-to-market and return-to-market strategies that support adoption, competitive conversion, account reactivation, and sustainable portfolio growth.
• Partner with Marketing, Regulatory, Operations, Professional Education, and Market Access to build launch readiness plans for new products, new indications, PMA approvals, 510(k) clearances, and portfolio expansions.
• Define field execution models, launch priorities, targeting criteria, sales messaging, training needs, and success metrics for new product introductions.
• Support channel strategy, account segmentation, and commercial deployment decisions to ensure resources are aligned to the highest-value opportunities.
• Monitor post-launch execution, adoption trends, surgeon feedback, and field performance to refine strategy and accelerate market penetration.

People Leadership & Talent Development:

• Lead, coach, and develop Regional Business Managers and Business Specialists through structured leadership routines, field engagement, business reviews, and performance coaching.
• Establish clear leadership expectations, execution standards, accountability measures, and communication rhythms across the U.S. commercial team.
• Identify high-potential talent, build succession pipelines, and improve leadership capability across the regional management structure.
• Recruit, develop, retain, and performance-manage commercial talent in alignment with business needs and enterprise leadership expectations.
• Build a high-performance culture grounded in accountability, market ownership, customer focus, collaboration, and disciplined execution.

Key Opinion Leader & Customer Engagement:

• Build and expand relationships with key opinion leaders, leading plastic surgeons, general surgeons, hospitals, IDNs, and strategic accounts.
• Serve as a senior commercial partner to customers by connecting clinical value, economic value, procedural needs, and portfolio solutions.
• Support executive-level engagement with priority accounts, strategic customers, and influential surgeons to accelerate adoption and strengthen competitive position.
• Partner with Professional Education and Marketing to identify surgeon champions, develop field education priorities, and support clinically relevant market-development activities.

Market Access, Reimbursement & Site-of-Care Strategy:

• Demonstrate strong working knowledge of hospital selling environments, biologic implant economics, reimbursement dynamics, and site-of-care considerations.
• Partner with Market Access and Finance to align commercial strategy with reimbursement realities, customer economics, and portfolio value propositions.
• Equip regional leaders and specialists to communicate appropriate clinical and economic value drivers in a compliant and customer-relevant manner.
• Monitor changes in reimbursement, hospital purchasing behavior, competitive pricing, and procedural trends that may affect adoption or growth.

Cross-Functional Leadership:

• Collaborate with Sales, Marketing, Market Access, Operations, Regulatory, Finance, and Professional Education to ensure commercial plans are executable, measurable, and aligned.
• Communicate competitive intelligence, customer feedback, market trends, launch barriers, and field execution needs to inform business strategy.
• Partner cross-functionally to resolve supply, launch, pricing, messaging, training, and market-access challenges that affect field performance.
• Represent the field organization in strategic planning, launch-readiness discussions, business reviews, and commercial prioritization forums.

Required Skills & Minimum Qualifications:

Education:

• Bachelor's degree required; advanced degree preferred.

Experience:

• 8+ years of progressive medical device, biologics, surgical implant, or specialty sales leadership experience.
• 5+ years of experience leading regional sales leaders, field managers, business specialists, or comparable commercial teams.
• Demonstrated success managing revenue, margin, forecast accuracy, pipeline execution, and commercial operating cadence.
• Experience developing and executing go-to-market, return-to-market, product launch, market-development, or competitive conversion strategies.
• Strong understanding of hospital-based surgical selling environments, preferably in plastic surgery, general surgery, complex reconstruction, soft tissue repair, biologic implants, or adjacent specialties.
• Proven ability to build and develop regional leadership talent, establish execution standards, and drive accountability through a management team.
• Demonstrated ability to engage key opinion leaders, surgeons, hospital executives, IDNs, and strategic accounts.

Skills & Competencies

• Working knowledge of reimbursement, site-of-care dynamics, hospital economics, and value-based customer decision-making.
• Strong financial, analytical, forecasting, CRM, and operational acumen.
• Ability to lead in a matrixed environment and collaborate effectively across Sales, Marketing, Market Access, Operations, Regulatory, Finance, and Professional Education.
• Excellent communication, executive presence, strategic thinking, and change-leadership skills.