Market Leader, Orthopedics

*Remote Opportunity based anywhere within the US*

About Company

Mizuho OSI is the leader in the markets for specialty surgery and patient positioning. The company’s portfolio includes specialty surgical tables for procedure-specific approaches that improve patient outcomes in spine and orthopedic surgeries along with disposable and reusable surgical patient care products.

Job Summary

The Market Leader is a high-impact, revenue-focused leadership role accountable for driving sales performance, revenue growth, and market share across one of Mizuho OSI’s core business portfolios. This role owns the commercial success of the assigned portfolio and product lines, ensuring consistent execution of sales strategies, account penetration, and customer adoption.

This leadership role will define and execute sales growth strategies, lead commercial initiatives, equip the sales force to win competitive opportunities, and maintain full accountability for revenue targets. The Market Leader will partner closely with Account Managers, Regional Sales Managers, Sales Operations, and Enterprise Leadership to deliver measurable business results.

• Market Leader, Support Surfaces, including the following product lines:
  • Orange Aid patient positioners,
  • Tempur-Pedic surgical table pads,
  • Aquari Pressure Injury Prevention System.
• Market Leader, Consumables, including surgical consumables and disposables product category.
• Market Leader, Spine, including capital equipment and consumables with the following product lines:
  • ProAxis,
  • Trios,
  • Levo, and
  • Spine Tops & Accessories
• Market Leader, Orthopedics, including capital equipment and consumables with the following product lines:
  • Hana
  • Adante
  • Orthopedic Tops & Accessories

This leadership role will define and execute sales growth strategies, lead commercial initiatives, equip the sales force to win competitive opportunities, and maintain full accountability for revenue targets.

The Market Leader will collaborate closely with Account Managers, Regional Sales Managers, Marketing, Clinical Marketing, Education, Sales Operations, and Enterprise Leadership to deliver measurable business results through strategic plans, execute targeted initiatives, and deliver quarterly results. This role will also collaborate with Marketing in managing the product lifecycle, and leading sales processes to ensure market penetration and profitability.

Responsibilities:

Based on the company’s assigned portfolio and their product lines, responsibilities include but are not limited to:

Revenue Ownership & Strategy

• Own revenue, market share, and profitability performance for the assigned portfolio.
• Develop and execute strategic growth plans to meet or exceed quarterly and annual sales targets.
• Analyze sales data, pipeline performance, and customer behavior to drive account segmentation and opportunity prioritization.
• Lead annual planning cycles and quarterly business reviews with revenue accountability.

Sales Leadership & Execution

• Build and execute sales strategies that accelerate account penetration, conversions, and competitive displacement.
• Directly influence sales deployment, territory coverage, and salesforce productivity.
• Lead cross-functional sales planning with Finance, Sales Ops, and Regional Sales to ensure forecast accuracy and quota attainment.
• Provide win/loss analysis and drive accountability for sales execution at the account level.

Sales Channel Development

• Establish clear sales playbooks for field reps, inside sales, and specialists with defined call points, metrics, and incentives.
• In conjunction with Marketing, develop and equip the sales force with competitive messaging, clinical proof points, and closing tools.
• Ensure account managers and regional leaders have actionable territory plans and conversion strategies.

Customer Growth & Retention

• Lead initiatives to recover lost accounts and expand third-quartile customers into the top half.
• Oversee retention strategies for high-utilization customers, including proactive renewal and upgrade planning.
• Execute cross-sell and bundling programs tied to capital equipment and consumables.
• Maintain a cadence of customer feedback, business reviews, and case study development.

Commercial Enablement & Sales Training

• Deliver sales training, field coaching, and readiness programs to elevate selling effectiveness.
• Launch and drive execution of new product introductions with clear sales campaigns.
• Partner with KOLs to accelerate adoption and create competitive differentiation in the field.
• Develop ROI calculators, objection handling tools, and outcome-driven sales resources.

Contracting, Pricing & Negotiations

• In conjunction with Marketing, confirm commercial pricing strategies, discounting frameworks.
• Lead national agreement negotiations.
• Partner with Finance and Sales Ops to track contract wins, renewals, and revenue capture.

Market Development & Voice of Customer

• Identify adoption barriers and lead initiatives to accelerate utilization and conversions.
• In conjunction with Marketing, gather field insights and customer feedback to inform commercial strategy and sharpen competitive response.
• Monitor competitive activity and adjust sales strategies accordingly.

Cross-Functional Collaboration

• • Collaborate with Marketing for message development and clinical positioning, while maintaining ownership of sales execution and revenue outcomes.
  • Partner with Clinical Education to ensure the salesforce is trained to position products effectively in procedure-specific contexts.
  • Coordinate with Operations, Supply Chain, and Finance to support inventory, margin optimization, and customer delivery timelines.
  • Provide transparent reporting, dashboards, and strategic insights to senior leadership.

Qualifications & Requirements

• • Bachelor’s degree in business or related field; MBA preferred.
  • 7+ years of commercial, sales, or revenue leadership roles in healthcare or medtech.
  • Proven track
  • of exceeding sales quotas, driving multimillion-dollar revenue growth, and managing P&L accountability.
  • Strong understanding of hospital OR environment, capital/consumables integration, and clinical sales models.
  • Experience leading sales teams, building account strategies, and negotiating complex contracts.
  • Knowledge of pressure injury prevention, patient positioning, or surgical accessories preferred.
  • Excellent communication, collaboration, and leadership skills with a strong sense of urgency and customer focus.
  • Ability to manage budgets, prioritize competing initiatives, and deliver results in a fast-paced environment.
  • Willingness to travel up to 50% domestically, with some international travel.

Compensation: $150,000 + quarterly bonuses + commission + comprehensive benefits package