What are the responsibilities and job description for the VP of Sales position at Ortho Development Corporation?
VP of Sales
Ortho Development Corporation helps people do what they love by restoring mobility. We are an orthopedic design, manufacturing and distribution company located in the Salt Lake City suburb of Draper, Utah. Our primary product focus is total hip and knee replacement. We are passionate about designing and manufacturing innovative, clinically proven products using the latest material science and technology.
The VP of Sales is a key member of the company's senior leadership team responsible for developing and executing the commercial strategy to drive revenue growth and market share within the orthopedic hip and knee implant sector. This executive will lead the internal sales organization - including Area Sales Directors and Regional Sales Managers - while also providing strategic leadership, partnership, and performance oversight to a network of independent distributors and surgeon customers.
The ideal candidate is a proven sales leader with a deep understanding of the orthopedic device market, a data-driven and strategic mindset, and a track record of building high-performing teams that achieve aggressive growth targets. This leader will also be a highly effective collaborator, enabling cross-functional planning and execution to achieve shared corporate objectives.
Location: Draper, UT
Schedule: Monday- Friday
Principal Responsibilities:
Sales Leadership & Management
- Lead, mentor, and develop a high-performing sales organization, including Area Sales Directors, Regional Sales Managers, and supporting staff.
- Foster a culture of performance, accountability, continuous improvement, and collaboration within the sales organization.
- Build strong partnerships with independent distributors to align efforts, ensure accountability, and drive consistent revenue growth across all regions.
Strategic Planning & Execution
- Develop and execute a comprehensive national sales strategy to achieve ambitious sales growth and profitability objectives.
- Identify and prioritize key market opportunities, including new surgeon relationships, ASC (ambulatory surgery center) expansion, and hospital contracting strategies.
- Identify and capitalize on new business opportunities. Analyze market trends, competitive activity, and customer insights to inform go-to-market strategies.
- As a key member of the senior leadership team, contribute to overall company strategy. Ensure sales strategy is aligned with corporate strategy and priorities.
Cross-Functional Collaboration
- Collaborate with Marketing, Product Development, Clinical Affairs, Distribution Planning and Operations teams to ensure cross-functional alignment, accurate sales forecasting, and seamless execution of sales initiatives and product launches.
- Promote a unified, cross-functional approach to business planning, ensuring coordinated execution of shared goals across departments.
Customer & Market Engagement
- Maintain strong relationships with key distributor and surgeon customers, health system administrators, industry partners, and other stakeholders. Regularly review customer activity and anticipate customer needs to improve customer satisfaction.
- Represent the company at major industry events, conferences, and meetings to promote the company’s brand and offerings.
- Partner with Marketing and Business Development teams to ensure consistent surgeon education, training, and value communication.
Operational Excellence & CRM Management
- Oversee development of sales forecasts, budgets, and performance metrics, ensuring achievement of sales targets.
- Ensure effective sales planning, territory management, and incentive program design.
- Lead CRM strategy and adoption across the sales organization to improve visibility, accountability, and performance tracking.
- Oversee the accurate and consistent use of CRM tools to manage pipelines, customer relationships, territory activity, and forecasting accuracy.
- Partner with IT and Marketing teams to optimize CRM systems and data analytics for actionable insights and improved decision-making.
- Continuously evaluate sales processes, systems, and tools to drive efficiency and scalability.
Perform other job-related duties as assigned.
Experience and Qualifications:
- Bachelor's Degree in Business, Marketing, Life Sciences, or related field; MBA or advanced degree preferred.
- Minimum of 10–15 years of sales leadership experience in the orthopedic implant industry, with in-depth knowledge of the hip and knee market and competitive products.
- Proven experience managing both direct and distributor-based sales channels.
- Strong strategic and analytical skills, including the ability to interpret complex data and market trends into actionable strategies.
- Hands-on experience implementing or managing CRM systems (e.g., Salesforce, HubSpot, or equivalent) to drive sales effectiveness and reporting.
- Exceptional leadership and communication skills, with the ability to influence across all levels of the organization. Excellent presentation and negotiation skills.
- Deep understanding of hospital contracting, GPO/IDN relationships, and ASC market dynamics.
- Ability to travel frequently (50–70%) as required.
Leadership Competencies:
- Strategic Thinker: Uses market insights and data to anticipate change and shape future growth.
- Growth Driver: Proven history of achieving high-growth sales targets and accelerating new product adoption.
- Team Builder: Experience leading and scaling sales teams. Ability to coach for high performance and accountability
- Collaborative Leader: Works effectively with senior leadership and across departments to achieve common goals and deliver organizational success.
- Data-Driven & Technologically Proficient: Leverages CRM and analytics tools to guide decision-making and improve commercial execution.
- Results Driven: Maintains a strong focus on performance, accountability, and execution.
- Customer Focused: Builds deep, trusted relationships with surgeon customers and distributors.
- Compliance & Integrity: Thorough understanding of and commitment to compliance and ethical leadership
- Sales Operations Excellence: Ability to effectively manage distributor contracts and pricing, set quotas and incentive plans, and lead sales reporting process
- Culture & Fit: Ability to thrive in a lean, entrepreneurial, hands-on environment with a high-growth mindset.
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Employee assistance program
- Employee discounts
- Flexible spending account
- Health insurance
- Life insurance
- Paid Holidays
- Paid time off
- Parental leave
- Tuition reimbursement
- Vision insurance
- Wellness incentives
- UTA Transit Pass
