Director of Business Development in Fremont, California at Headlands Surgical Inc

Job Description - Director of Business Development

Full-Time | Exempt

About Headlands Surgical Inc.

Headlands Surgical Inc. is an independent agency exclusively authorized to distribute Arthrex products throughout Ukiah, Santa Rosa, San Francisco/Marin, UCSF, North Palo Alto, Stanford, South Palo Alto, San Jose, and Fremont, California. Arthrex is a global medical device leader in minimally invasive orthopedic technology, sports medicine, arthroplasty, biologics, trauma, imaging/resection, and spine. All driven by the mission of Helping Surgeons Treat Their Patients Better.

Our agency is a results oriented, growth focused team committed to expanding access to Arthrex's innovative portfolio and building lasting partnerships with surgeons, health systems, and ASCs throughout one of the nation's most competitive and dynamic medical markets.

Position Summary

The Director of Business Development is a leadership role responsible for expanding Headlands Surgical’s market presence, forging new institutional relationships, and identifying strategic growth opportunities across the territory. This position will also have oversight of key business areas such as medical education, recruitment, onboarding, and sales optimization. This position works in close partnership with the VP of Sales and reports to the Agency Principal. The number one priority is to accelerate revenue growth by targeting surgeon relationships, forging health system partnerships, and developing emerging markets.

This is a high-impact role suited for a strategic thinker and skilled relationship builder with a proven record of opening new business in the medical device space.

Key Responsibilities

Strategic Growth & Market Expansion

· Develop and execute a comprehensive business development strategy to grow Headlands Surgical’s revenue base and market share across all product lines and territories.

· Identify and prioritize untapped market opportunities — including new surgeon targets, under-penetrated hospital systems, growing ASC networks, and emerging clinical segments.

· Lead the agency's approach to new account acquisition, creating reproducible processes for prospecting, engagement, and closing.

· Drive utilization and compliance of representative adoption of AXIS

· Track competitive activity and market dynamics across the orthopedic landscape, providing regular intelligence to agency leadership and Arthrex, Inc.

Health System & Institutional Partnerships

· Build and cultivate executive-level relationships with C-suite and administrative decision-makers at major health systems.

· CRO liaison between Headlands Surgical and Arthrex corporate.

· Lead or support IDN and GPO contract negotiations, RFP requests, and value analysis committee (VAC) presentations.

· Develop business cases for product adoption and facility-level conversions, partnering with the sales team on implementation and follow-through.

· Drive ASC growth strategy — identifying new facilities, navigating purchasing processes, and positioning Arthrex as the preferred orthopedic partner.

Cross-Functional Collaboration

· Partner closely with the VP of Sales to align business development activities with territory sales goals.

· Serve as the agency's lead on strategic initiatives from Arthrex, Inc., including national account programs, product launch strategies, and market development priorities.

· Collaborate with the Arthrex medical education team to support surgeon-facing events, ArthroLab cadaveric workshops, and fellowship and residency programs as part of the development pipeline

· Represent Headlands Surgical at AAOS and regional orthopedic society events, building the agency's presence and pipeline through industry engagement.

· Oversee inventory management, loaner set logistics, and consignment programs to ensure surgical coverage is maintained without unnecessary cost.

· Calculate monthly bonuses and commissions.

· Work with marketing, clinical, and training resources (internal and through Arthrex) to develop customized proposals, presentations, and account development plans.

· Ensure full compliance with Arthrex agency policies, healthcare industry regulations (AdvaMed Code), and hospital credentialing requirements.

Recruitment and Head Count management

· Collaborate with VP of sales and Agency Principal to determine team headcount.

· Maintain Agency presence on appropriate social media platforms.

· Manage the new hire process.

· Drive utilization and compliance of representative adoption of AXIS

· Develop on boarding strategy to effectively and efficiently get new hires up to speed.

Qualifications

Required

· Bachelor's degree in Business, Life Sciences, Marketing, or related field; MBA a plus.

· Minimum 6–10 years of experience in medical device sales, business development, or strategic accounts, with at least 2–3 years in a leadership capacity.

· Demonstrated track record of opening new accounts, expanding market presence, and driving measurable revenue growth in a medical device or surgical environment.

· Experience navigating complex health system, IDN, and GPO sales environments.

· Strong existing network of orthopedic and sports medicine surgeons and/or hospital administrators highly preferred.

· Exceptional communication, presentation, and executive relationship management skills.

· Strategic thinker with the ability to build a plan and execute with urgency and focus.

· Proficiency in CRM systems (Salesforce preferred) and Microsoft Office/Google Suite.

· Ability to pass a post-offer, pre-employment drug screen and satisfy hospital vendor credentialing requirements, consistent with applicable law.

Preferred

· Prior experience within an Arthrex agency or with Arthrex, Inc. as a Territory Manager, Senior Representative, or Regional Manager.

· Existing relationships with surgical decision-makers at key accounts.

· Familiarity with orthopedic product lines including Sports Medicine, Arthroplasty, Trauma, Biologics, and Spine.

· Experience presenting to Value Analysis Committees and navigating hospital procurement processes.

· Comfort in operating room environments and ability to provide surgical support when needed.

Work Environment

This role requires regular travel throughout Headlands Surgical’s territory and periodic travel to Arthrex national events, training programs, and major orthopedic industry conferences. The candidate must be credentialed and eligible to access hospital and ASC environments. Applicable background checks, vaccination records, and facility-specific access requirements must be met and maintained throughout employment.

Physical Requirements and Work Environment

· Ability to travel regularly by car throughout the territory and occasionally overnight, as described above.

· Ability to walk regularly throughout hospitals and surgery centers, and to sit occasionally, including during extended drives between accounts.

· Regular use of hands, and reaching with hands and arms, to handle, set up, and organize instruments, implants, and equipment.

· Close, distance, and peripheral vision, depth perception, the ability to adjust focus, and color vision, as needed to identify instruments and implants and to support procedures.

· Ability to work in hospital and operating room environments while wearing protective equipment when providing surgical support.

· Ability to lift and carry materials and equipment weighing up to 75 pounds.

· Ability to satisfy hospital and surgery-center vendor-credentialing requirements (for example, immunizations, background screening, and required training), subject to applicable law and reasonable accommodation.

This job description describes the general nature and level of work performed in this position. It is not an exhaustive list of all duties, responsibilities, or qualifications, and duties may be changed or added at any time. The essential functions of this position may be performed with or without reasonable accommodation. This job description does not create a contract of employment, and employment with Headlands Surgical Inc. is at will.

Headlands Surgical Inc. is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Headlands Surgical Inc. provides reasonable accommodation to qualified individuals with disabilities in accordance with applicable law. Qualified applicants with arrest and conviction records will be considered for employment in accordance with the California Fair Chance Act and the San Francisco Fair Chance Ordinance.