Director, Distributor Management

SI-BONE® is focused on helping patients in one of the most under-served, under-diagnosed, and under-treated areas in orthopedics, the sacroiliac (SI) joint. SI-BONE developed an innovative, patented implant to fuse the SI joint. The iFuse Implant System® provides a less invasive alternative to traditional sacroiliac (SI) joint fusion surgery and has been used in over 90,000 procedures to date. 

We are a medical device company that is focused on improving the lives of patients with sacroiliac pelvic conditions. We are looking for people who are passionate about our mission and who are willing to work hard to achieve it. We are also looking for people who are: 

• Agile: We work in a fast-paced environment and need to be able to learn and adapt to change quickly.
• Creative: We embrace creativity, and we need people who are not afraid to challenge the status quo.
• Team Players: We roll-up our sleeves and work together as one team to achieve our goals.

General Responsibilities: 

The Director, Distributor Management, is responsible for overseeing SI-BONE’s strategic partnerships with third-party distributors. This role drives revenue growth through distributor channels, leads contract negotiation and performance management, develops distributor sales team capabilities, and ensures full compliance with healthcare regulations across regional and national supply chains. This position has one direct report, Assoc Director of Contracts.  All activities must comply with the company’s Code of Conduct, AdvaMed Code of Conduct, and applicable regulatory requirements, including the SI-BONE Quality Manual. 

Strategic Partnership Management: 

• Cultivate and maintain strong, long-term relationships with distributor ownership and management, aligning their targets with corporate sales growth objectives. 

• Serve as the primary contact for distributor partners across all regions, with primary responsibility for the management of the top 50 distributors  

• Develop and implement a tiered distributor management strategy that segments distributors based on revenue contribution, growth potential, strategic value, and operational complexity. 

• Partner with Territory Managers to transition distributor relationship ownership, accountability, and performance management into a centralized distributor management structure. 

• Responsible for the vetting, screening and final approval of a prospective distributor partner proposed by the field and set clear revenue expectations. 

• Partner with US Commercial leadership and Finance on distributor pricing and compensation strategies, and service-level agreements (SLAs). 
• Maintain an active funnel of target strategic distributors and build engagement strategies by quarter.
• Create processes to effectively manage and rationalize low-volume and transactional distributors.
• Manage the onboarding process for new distributors including credentialing, systems setup, etc. 

Sales Training & Enablement: 

• Partner with Professional Education team to teach, and train distributor sales representatives to ensure high product knowledge and effective clinical and OR positioning. 

• Develop and maintain distributor-specific training programs, tools, and enablement materials in collaboration with Marketing and Professional Education. 

• Support distributor reps in key / strategic account development and field execution. 

Sales Strategy & Forecasting: 

• Implement accountability measures for distributor performance including pipeline development, contractual commitment, inventory management, training compliance, forecast accuracy, and revenue attainment. 

• Develop annual operating plan for distributor channel.  Provide accurate forecasting and performance reporting on distributor revenue contribution. 

• Conduct Quarterly Business Reviews with Top 50 distributor partners by revenue to assess pipeline health, forecast accuracy, performance trends, operational execution, risks and strategic alignment. 

• Identify market expansion opportunities and recommend strategic adjustments to distributor coverage and structure. 

Compliance, Risk & Governance: 

• Ensure all distributor activities adhere to regulatory requirements including FDA guidelines and internal quality, procurement, and supply chain standards. 

• Proactively assess distributor risks, mitigate supply chain disruptions, & resolve operational issues. 

• Maintain accurate distributor records, agreement documentation, and compliance reporting. 

 Knowledge, Education and Experience: 

• Bachelor’s degree in business administration, Healthcare Administration, Life Sciences, or related field required; MBA preferred. 

• 8+ years of progressive commercial, sales, or channel management experience in the medical device or life sciences industry. 

• Deep understanding of the medical device sales cycle, hospital purchasing processes, and the operating room environment. 

• Experience structuring and negotiating distribution agreements, pricing models, and SLAs. 

• Strong financial and data analysis capability to evaluate ROI, pricing structures, and distributor sales performance. 

• Spine, orthopedics, or adjacent surgical specialty experience strongly preferred. 

 Expertise and Attributes: 

• Exceptional executive-level communication, conflict resolution, and negotiation skills. 

• Proven ability to build and sustain high-performing distributor partnerships in a complex commercial environment. 

• Strong leadership presence with the ability to train, influence, and motivate distributor sales teams without direct authority. 

• Collaborative and cross-functional; able to align Sales, Legal, Finance, and Operations around distributor channel priorities. 

• High degree of flexibility and adaptability in a rapidly evolving healthcare landscape. 

• Working knowledge of applicable regulations and industry codes (AdvaMed Code of Conduct, FDA 21 CFR 820, ISO 13485). 

Salary range:  $156,000 -$195,000. The compensation range for this position is specific to the location and is in good faith what SI-BONE expects to pay for the position taking into account the wide variety of factors that are considered in making compensation decisions, including job-related knowledge; skillset; experience, education and training; certifications; and other relevant business and organizational factors.

Supplemental pay: bonus and stock