VP of Sales

Job Description

Job Description

Salary:

Invictus Surgical proudly represents Arthrex, Inc., as the exclusive agency for Western and Central Washington, providing our customers with industry leading Orthopedic and Sports Medicine implants and surgical techniques. At Invictus Surgical, we are dedicated to our people and supporting the impact they can make toward the Arthrex mission of "helping surgeons treat their patients better.

I. Compensation & Benefits

• Compensation Range: $350,000 $450,000* per year.

*Based on experience level and qualifications

• Other Compensation: This position is eligible for commissions based on net sales performance in their product category. It may also be eligible for discretionary bonuses or performance-based incentives.
• General Description of Benefits:
  • Health & Wellness: Medical, dental, and vision insurance.
  • Retirement: 401(k)
  • Paid Time Off: 10 days of vacation during year one, flexible paid time off starting in year two, and sick leave accrued at a rate of 1 hour per 40 hours worked.
  • Other Fringe Benefits: Life insurance, disability insurance, and professional development opportunities.

Reports to: Agency President

Oversees: Product Sales Managers and Territory Sales Managers

The overarching goals of the Invictus V.P. of Sales are to:

• Design and Drive an Adaptive, Agency-Specific Sales Strategy
• Supervise the Design and Execution of Sales Systems and Drive Accountability
• Lead, Coach and Motivate a High-Performing Agency Sales Management Team
• Deepen Strategic Relationships with Key Accounts and Partners
• Ensure Compliance and Clinical Credibility in Sales Execution

II. JOB OBJECTIVES & KEY RESULTS (OKRs)

OBJECTIVE #1: Design and Drive an Adaptive, Agency-Specific Sales Strategy: Create a clear, data-informed sales strategy aligned with Agency market dynamics, ensure organizational buy-in, lead its execution, and continuously refine based on outcomes.

• Develop and deliver a comprehensive Fiscal Year Sales Strategy for Invictus Surgical covering
• Product Category Strategic Planning, Territory-Specific Strategic Planning, Target Prioritization, and
• Resource Allocation to achieve Agencys Fiscal Year Quotas.
• Work with PSMs to design individual Product Category Fiscal Year sales strategy to achieve
• FY Quotas by year end
• Work with TSMs to design individual Territory Fiscal Year sales strategy to achieve FY
• Quotas by year end with a focus on strategic account and customer development
• Work with Business Development Manager to develop Fiscal Year contracting and price
• increase strategy
• Work with Director of Medical Education to plan strategic Fiscal Year Agency medical
• education events
• Work with Agency President to determine Sales Team Annual Compensation Plans and
• Sales Campaign Budgets
• Clearly articulate the strategy to the Sales Management Team, Agency Sales Representatives, and
• Arthrex Regional Leadership Team, ensuring 100% understanding and alignment (measured via
• feedback or strategy brief sign-off).

OBJECTIVE #2: Supervise the Design and Execution of Sales Systems and Drive Accountability: Create structure and tools for efficient, compliant, and predictable sales execution.

• Implement and Drive Agency CRM solutions (AXIS, RedSpot Calendar) and achieve 100% adoption.
• Standardize sales reporting and pipeline reviews across all areas/territories and categories
• Oversee execution through weekly pipeline reviews, monthly performance dashboards, and quarterly
• field performance assessments, with 90% adherence to strategy milestones and individual OKRs.
• Conduct monthly and quarterly strategic reviews, using performance data and market feedback to
• identify 23 key refinements or pivots each cycle (e.g. rep realignment, focus product
• conversions/upgrades, strategy call cadence, etc).
• Supervise the execution and revision of key strategic performance indicators as needed (e.g. rep
• productivity, close rate, territory coverage plans)
• Drive consistent communication of sales progress and sales strategy changes to Agency Executive
• Leadership Team with a focus on progress updates and plans to rapidly address deficits

OBJECTIVE #3: Lead, Coach and Motivate a High-Performing Agency Sales Management Team: Establish a culture of accountability, development, and performance through world-class sales leadership and mentorship.

• Determine expectations and behaviors of Sales Leaders/Managers on Sales team
• Ensure expectations are communicated clearly, fully understood and agreed to by each Sales
• Manager
• Conduct regular Coaching Sessions with individual managers to ensure development of core
• leadership/management competencies
• Set monthly, quarterly and annual performance targets/goals for each Sales Manager
• Drive accountability and track/communicate progress toward targets/goals

OBJECTIVE #4: Deepen Strategic Relationships with Key Accounts and Partners

• Develop and maintain strategic relationships with Key Account Clinical and Administrative
• Stakeholders
• Attend executive Quarterly Business Reviews with all contracted and top revenue accounts
• Work with Agency Managers to target and drive attendance to Healthcare Leadership Forums
• Represent the agency at key industry events, Arthrex meetings, and hospital committees.

OBJECTIVE #5: Ensure Compliance and Clinical Credibility in Sales Execution: Uphold high standards of regulatory and ethical conduct while ensuring sales managers/reps operate effectively in a clinical environment.

• Work with Agency Compliance Officer to coordinate and conduct annual sales and clinical compliance training for all sales personnel with 100% attendance.
• Ensure compliance with and utilization of approved marketing and sales materials.
• Maintain HIPAA/FDA/Sunshine Act compliance across all sales activities and documentation.
• Work with manufacturers to validate claims, training, and proper use of all marketed devices.

III. Requirements & Qualifications

• Experience: 10+ years industry experience, 5+ years leadership experience, 3+ years managing managers, 3+ years working with c-suite level executives preferred
• Education: Bachelors Degree required
• Drivers License: A valid driver's license is required for this position as traveling to various clinics, offices, and hospitals within the geography is an essential job function.
• Background Check: Successful completion of a background check and credentialing process for hospital access.