Business Development Manager (34636)

Who We Are

At KLS Martin, we offer a unique opportunity to contribute to the success of a dynamic and thriving company whose products are used daily across the world to help surgical patients.  

The KLS Martin Group is a worldwide leader in creating surgical solutions for the craniomaxillofacial and cardiothoracic fields. Surgical innovation is our passion, and we are constantly working with surgeons to improve surgical care for their patients. Our product portfolio includes titanium and resorbable implants for reconstruction, innovative distraction devices to stimulate bone lengthening, over 4,000 surgical instruments, and other surgical products designed specifically for CMF and cardiothoracic surgeons.  

KLS Martin is an innovative leader in the treatment of CMF deformities and trauma cases. We use Individual Patient Solutions (IPS) by using our proprietary IPS products where CT scans are used to custom design implants that are created specifically for that individual patient.  This technology allows our surgeons to provide the best-in-class treatment for their patients. 

KLS Martin Guiding Principles 

• Established, Privately Held Business Group – Responsive to customers, not shareholders. KLS Martin has manufactured medical products since 1896, and we have sold our products in the United States under the KLS name since 1993. We have always been, and always will be, privately owned.
• Patient Focus – We design products with the patient in mind – CMF, Thoracic & Hand
• Product to Table – Integrated planning, design, manufacturing and distribution process
• Educational Partner – Our primary focus for support is on education
• Inventory Alliance – Inventory management is critical to patient treatment/outcome
• Surgical Innovation is Our Passion – More than just a tagline

What We Offer

• We provide full-time employees with a competitive benefits package, including paid parental leave
• In-house training and professional development opportunities
• A culture of creativity and innovation by drawing on diverse perspectives and ideas to drive surgical innovation

Job Summary 

The primary focus for this position is to identify and grow new business opportunities and potential customers, while expanding business within our current customer base.  Working with the Director and the KLS Martin Field Sales Team, the incumbent will create and establish a plan to increase company revenue by developing a partnership with these target organizations.

The Business Development Manager will also work with the Contracts and Compliance Officer, Department, and team members, to identify and work with Hospital Aggregation Groups, (GPOs, IDNs, RPCs, etc), Dental Service Organizations (DSOs) and other organizations to establish relationships and new revenue opportunities.  This responsibility will be accomplished by working through supply chain and hospital key decision leaders in conjunction with local KLS management team and consultants, applicable KLS Martin product managers, as well as Directors of Procurement in many of these DSOs and other key hospital decision leaders. 

The Business Development Manager will also assist the Government Sales Specialist/Manager in growing our market share and overall revenue within the Department of Defense and United States government hospital accounts. This could include facility visits, building business relationships with key surgeons and hospital personnel, and attending clinical labs and courses. Pricing, contracts, and acquisition pathway knowledge for government accounts is critical to this area of responsibility. 

To successfully complete the duties of this position, a minimum of 100 nights of travel are required each year.  

Essential Functions, Duties, and Responsibilities 

• Identify and Target potential new business opportunities.
• Work with the respective Area Directors, District Managers, Sales Consultants, and  Contracting Department to win new business and increase revenue.
• Work internally with the KLS Martin product management team, with input of field sales, to devise a comprehensive strategy to grow KLS Martin business within the DSO space, in support of Bien Air, Headlight, Instrument and office fixation products.
• Coordinate with respective KLS Martin product managers for marketing/product targeting when developing plans to penetrate new accounts or expand business within existing customers.
• Work with Hospital Group supply chain executives to establish partnerships and expand our brand; mentor field sales personnel to be able to conduct business reviews locally.
• Serve as a resource for the field sales organization on account strategies and targets.

Educational and Experience Requirements

• A Bachelor’s degree from an accredited college or university is required.
• A Masters’ degree is preferred.
• At least five years’ experience working for KLS Martin is required, or five years of similar selling and/or contracting experience within the industry.
• General knowledge of DSO operations and a minimum of five years of experience selling/working within this customer base is preferred.
• General knowledge of IDN/GPO operations and a minimum of five years of experience selling/working within this customer base is preferred.
• Travel Required

Knowledge, Skills, and Abilities

• Maintains high integrity and confidentiality of company and department information.
• Able to write and speak clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect.
• Excellent interpersonal and coaching skills; must be able to build consensus and influence others with no direct supervisory authority.
• Excellent organizational skills
• Exceptional relationship building abilities
• Adheres to an appropriate and effective set of core values and beliefs
• Values diversity and treats others respectfully and equitably; relationship building skills
• Uses resources effectively and efficiently
• Proficient in reporting solutions using HRMS
• Strong analytical and problem-solving skills
• Ability to quickly learn and adapt to new technologies, tools, and techniques.
• Ability to work both independently and within a team environment

 Skill Requirements

• Typing/computer keyboard 
• Utilize computer software (specified above) 
• Retrieve and compile information 
• Maintain records/logs 
• Verify data and information 
• Organize and prioritize information/tasks 
• Operate office equipment 
• Advanced mathematical concepts (fractions, decimals, ratios, percentages, graphs)
• Verbal communication 
• Written communication 
• Research, analyze and interpret information 
• Investigate, evaluate, recommend action 
• Basic mathematical concepts (e.g. add, subtract) 
• Abstract mathematical concepts (interpolation, inference, frequency, reliability, formulas, equations, statistics)

Physical Requirements

• Sitting for extended periods 
• Standing for extended periods 
• Extended periods viewing computer screen 
• Walking 
• Reading 
• Speaking 
• Hear/Listen
• Maintain regular, punctual attendance
• Writing

Hazards

• Normal office environment 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

KLS Martin is a drug-free employer