Associate Sales Representative

Alphatec Spine · Remote · US

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 1mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon Alphatec Spine's careers page

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The job

What you'd do: Sell orthopedic and spine medical devices to hospitals, surgeons, and OR staff in an assigned area. Responsibilities include growing business, managing sales orders, and meeting monthly, quarterly, and annual goals.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Not stated in the posting.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 39 days. Normal, but not fresh.
Company hiring: 4 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

Develops and implements sales strategies to achieve quota and increase market share within targeted area, city(s), hospital(s), and/or with targeted physicians. Essential Duties and Responsibilities - Grow business in targeted area of responsibility - Achieves monthly, quarterly and annual sales goals - Collaborates with sales management to establish territory selling strategy/tactics - Responds to customer needs, requirements and problems in accordance with Company policy - Develops relationships with surgeons and other appropriate contacts within target accounts, ensuring customer satisfaction by managing and monitoring the sales order process - Maintains account records and report activities and submits as required by the Company. - Follows Alphatec training and procedures requirements including annual certifications - Coordinates product shipping schedules and delivery of merchandise and services - Participates in sales meetings, trade shows, conventions and other company and/or industry events as requested - Understands how to use analytics and technology to drive greater business decisions - Performs additional duties as assigned Requirements The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. - Candidate must be willing to comply with Commercial policies, including commitment to attend annual training and certification - Strong business and functional acumen - Specific knowledge of orthopedic medical devices and general OR protocols. Spine experience highly preferable - Excellent communication and organizational skills - Self-starter with the ability to independently set and meet aggressive goals and objectives - Team player who can accomplish results in a collaborative manner Education and Experience - High school education required; college degree preferred - Minimum of 3 years of experience in Spine and/or orthopedics - Prior sales experience, preferred For roles based in the United States that require access to hospital facilities, must be eligible for and maintain credentials at all required hospitals, including meeting any applicable physical requirements or vaccination requirements (including the COVID-19 vaccine, as applicable). ATEC is committed to providing equal employment opportunities to its employees and applicants without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, gender expression, or any other protected status in accordance with all applicable federal, state or local laws. Further, ATEC will make reasonable accommodations that are necessary to comply with disability discrimination laws.

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