VP of Sales

Fractional Commercial Leader – Medical Device Salary: $200,000 - $250,000 per year About the Company Our client is a growing medical device organization focused on innovative solutions within the cardiothoracic space. Their flagship sternal closure technology offers a differentiated approach to rigid fixation, supported by deep engineering, manufacturing, and product-development capabilities. The business is at an exciting inflection point. With an established product, growing customer base, and existing network of sales professionals and independent distributors, the organization is now focused on its next stage of growth - expanding into new hospitals and markets, strengthening its commercial strategy, and building a more scalable approach to sales. Operating with the agility of a startup, the organization offers its leaders direct access to executive leadership, engineering, R&D, customers, and the teams behind the product. Why join us? Opportunity to shape the next phase of a growing cardiothoracic medical device business rather than inherit a fully built commercial organization. Significant influence over commercial strategy, new-account acquisition, territory development, distributor strategy, and market expansion. A true player-coach opportunity for a sales leader who still enjoys being in the field with customers and their team. Ability to represent a differentiated sternal closure technology in a market with meaningful opportunity for further penetration. Direct access to executive leadership with the autonomy to identify opportunities and execute against them. Close partnership with R&D and engineering, allowing customer and market feedback to directly influence future product development. Opportunity to develop an existing sales organization into a more strategic, proactive new-business development team. Small, entrepreneurial environment where decisions can be made quickly and individual impact is highly visible. Job Details Our client is seeking a Vice President of Sales to lead the next stage of growth for its cardiothoracic medical device business. Historically, much of the organization’s growth has been driven by strong relationships and an established distributor network. The next phase will require a more deliberate and scalable approach to new-account acquisition, market development, distributor performance, sales execution, and commercial strategy. This is a highly hands-on player-coach leadership position. The VP of Sales will initially spend significant time in the field alongside the existing sales team and distributors, meeting with customers, opening new accounts, understanding barriers to adoption, and identifying opportunities for growth. Those firsthand market insights will then help shape the broader commercial strategy. Responsibilities Develop and execute the overall sales and growth strategy for the cardiothoracic medical device portfolio. Lead, coach, and develop the existing sales organization, with a particular focus on strengthening new-business development capabilities. Personally participate in new-account acquisition and market development, particularly during the initial stages of the role. Develop relationships across hospitals and health systems with surgeons, PAs, fellows, residents, clinical stakeholders, value analysis teams, purchasing, and other decision-makers. Build clinical champions and support prospective accounts through product evaluation, conversion, contracting, and adoption. Evaluate the existing distributor network and identify opportunities to generate greater growth from current partnerships. Recruit, develop, restructure, or expand distributor representation where additional market coverage is needed. Build greater discipline around territory planning, account targeting, pipeline development, forecasting, and sales KPIs. Identify underpenetrated markets and develop actionable strategies for increasing market share. Work alongside the existing sales team to understand account challenges, competitive dynamics, distributor relationships, and expansion opportunities. Establish a scalable commercial strategy capable of supporting the organization’s next stage of growth. Improve visibility into sales activity, pipeline health, conversion rates, forecast accuracy, and distributor performance. Partner directly with executive leadership on growth strategy, market development, resource allocation, and commercial priorities. Collaborate with R&D and engineering to bring voice-of-customer feedback into product development and future innovation. Represent the organization at customer meetings, industry events, conferences, clinical settings, and other strategic opportunities. Qualifications 10+ years of progressive medical device sales experience, ideally within orthopedics, implantable devices, spine, trauma, fixation, cardiothoracic, cardiovascular, or related surgical technologies. 5+ years of successful sales leadership experience. Demonstrated success generating new business and opening hospital accounts rather than solely managing an established book of business. Quantifiable history of revenue growth, market-share expansion, account conversion, and/or successful product commercialization. Experience developing clinical champions and driving adoption of differentiated medical technologies. Strong understanding of hospital sales processes, including clinical evaluation, value analysis, purchasing, contracting, and implementation. Experience leading direct sales professionals and working with independent/distributor sales channels. Demonstrated ability to evaluate distributor performance and strengthen, restructure, or expand channel strategy. Experience developing and executing commercial strategy, including territory planning, account segmentation, pipeline management, forecasting, and KPIs. Strong coaching and talent-development capabilities with the ability to develop a more proactive, hunter-oriented sales culture. Experience operating successfully within a startup, emerging-growth, or entrepreneurial environment strongly preferred. Ability and willingness to travel extensively, including occasional short-notice travel. Preferred Experience Direct experience within cardiothoracic, cardiovascular, sternal closure, rigid fixation, plating, chest-wall reconstruction, or related surgical products is highly desirable but not required. Our client is also interested in accomplished leaders from adjacent orthopedic, spine, trauma, fixation, and implantable medical device markets who have demonstrated the ability to build new markets and drive clinical adoption. Experience scaling an emerging medical device business, competing against larger established manufacturers, working closely with R&D/engineering, and developing independent distributor networks would be particularly valuable. Location & Travel This is a remote, U.S.-based position with significant travel. Candidates may be located in a major metropolitan market with convenient airport access, with Western U.S. accessibility particularly attractive. Travel is expected to be heavier initially as the VP of Sales gets into the field, evaluates markets, develops relationships with the existing team and distributors, and builds the commercial strategy. Travel is expected to become more measured over time, although continued flexibility for customer and business needs will be important. Equal Opportunity Statement Jobot is an Equal Opportunity Employer. We provide an inclusive work environment that celebrates diversity and all qualified candidates receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, age (40 and over), disability, military status, genetic information or any other basis protected by applicable federal, state, or local laws. Jobot also prohibits harassment of applicants or employees based on any of these protected categories. It is Jobot’s policy to comply with all applicable federal, state and local laws respecting consideration of unemployment status in making hiring decisions. #J-18808-Ljbffr Jobot