Bioventus LLC 1-919-474-6700

4721 Emperor Blvd.,Suite 100 1-800-396-4325

Durham, NC 27703 www.BioventusGlobal.com
USA

Sales Rep Off Boarding & Open Territory Management

1.0 Offboarding
1.1 Resignation Received from the representative
Obtain official written resignation via email and forward the resignation to your AVP,
Sales Recruiter, and HR partner
Engage in the Recruiting and Hiring SOP to backfill the territory

1.2 Off boarding Process

Meet with exiting rep with 5 days of the verbal resignation received (live meeting
preferred)
o Review and Update Top 20 Account List all for products (CRM)
Where they are (Address and Contact confirmation)
Key contacts
Status of the account
Tribal knowledge
o Off Boarding expectations
Setting expectations around daily activities and good corporate citizenship
during the time remaining
Review the off boarding checklist
o Exogen Open order review
Order status, identify any that will carry over
Encourage rep to close as much as possible in the funnel
Any carry over we automatically assign to EC
o Gelsyn3 Funnel Review
Next Steps
o Supartz Fx
Ordering patterns
Contacts

1.3 72 Hours before rep final day

Meeting conversation (live discussion preferred)
o Rep hands off of all open Exogen orders with detailed status
o Final review of GS3/Supartz Funnel
o Final completion of the Off boarding Check list

2.0 OPEN Territory Management

Open territory coverage is to be executed by ASR. If ASR is not available to run the territory
full time until filled, DOS must cover.

2.1 Week 1 of territory being open:

Top 10 Exogen Accounts live meetings
Top 5 Supartz Accounts live meeting
IR Supervisor brought in to assist in order management
o DoS setup the conference calls with IR supervisor to review open orders on
Mondays Morning and Thursdays each week to review the open territory orders
o DoS fax new orders for the territory
o Delegate order management (collection of additional documentation) to IR
whenever possible
o Communicate territory needs to Keith Stone so he handles all orders and
communicates back when live fitting is needed
o Live fittings can be handled by neighboring rep
Note: IR Supervisor should be used as a resource to assist the DOS in day to day order
escalation. Reps temporarily given permission to take all order issues straight to IR
Supervisor while DOS is covering open territory

Note: Neighboring Rep will not be compensated on open territory orders

2.2 Weekly Ongoing territory management until territory is filled

- Exogen: Top 20 Accounts weekly touches (Phone conversation is an option)
- Funnel all orders through EC (PA accepts full responsibility of fulfillment)
- Responsible for all required live fittings (i.e. casting)
- HA: Connection with every account (remote is appropriate)
o Place orders when necessary
Use customer service when appropriate to place HA orders