What are the responsibilities and job description for the Sales Manager – Prosthetics & Orthotics position at Lawall?
Sales Manager – Prosthetics & Orthotics
The Sales Manager is responsible for leading and developing a high-performing sales team to drive revenue growth, expand referral networks, and strengthen market presence within the Prosthetics & Orthotics (P&O) industry. This role leads regional sales activities across Philadelphia County and a 25-mile surrounding radius, cultivates strategic partnerships with healthcare providers and referral sources, and drives collaboration among clinical, operational, and sales teams to ensure aligned performance and growth.
The ideal candidate combines strong healthcare sales leadership experience with an understanding of the clinical and reimbursement landscape within orthotics and prosthetics.
Key Responsibilities:
Sales Leadership & Strategy
- Develop and execute strategic sales plans to achieve revenue and growth targets.
- Lead, coach, and mentor a team of sales representatives and business development professionals.
- Establish performance goals, KPIs, and accountability metrics for the sales team.
- Monitor sales performance, pipeline activity, and market trends; adjust strategies accordingly.
- Collaborate with executive leadership on expansion initiatives and market penetration strategies.
Business Development & Referral Growth
- Build and maintain relationships with physicians, hospitals, rehabilitation centers, physical therapists, case managers, and other referral sources.
- Identify new market opportunities, partnerships, and service line expansions.
- Represent the company at industry events, trade shows, and community outreach programs.
- Drive initiatives to improve referral conversion and patient acquisition.
Cross-Functional Collaboration
- Partner with clinical leadership to ensure seamless transition from referral to patient care.
- Work closely with operations, reimbursement, and compliance teams to align sales practices with regulatory requirements.
- Provide market feedback to product development and executive teams.
Financial & Operational Oversight
- Manage sales budgets and forecasting.
- Analyze revenue trends, reimbursement impacts, and territory performance.
- Ensure compliance with healthcare regulations, HIPAA requirements, and company policies.
Qualifications:
Required
- Bachelor’s degree in Business, Healthcare Administration, Marketing, or related field.
- 5 years of progressive sales experience, including 2 years in a leadership role.
- Experience in healthcare sales (P&O, DME, medical devices, rehab services, or related field preferred).
- Demonstrated success in achieving and exceeding revenue targets.
- Strong understanding of referral-based sales models.
Preferred
- Experience in Prosthetics & Orthotics or Durable Medical Equipment (DME).
- Knowledge of reimbursement structures (Medicare, Medicaid, commercial payers).
- CRM proficiency and data-driven sales management experience.
Core Competencies:
- Strategic thinking and market analysis
- Team leadership and coaching
- Relationship building and stakeholder management
- Financial acumen
- Strong communication and negotiation skills
- Regulatory and compliance awareness in healthcare environments
Compensation & Benefits:
- Competitive base salary performance-based incentives
- Comprehensive health benefits package
- 401(k) with company match
- Travel reimbursement (as applicable)
Work Environment
- Combination of office-based leadership and field engagement.
- Regular travel.
- Fast-paced, mission-driven healthcare environment focused on improving patient mobility and quality of life.