Zimmer Plans US Salesforce Reorganization

Why It Matters

A dedicated, specialized salesforce can boost order rates and margins, positioning Zimmer to capture expanding opportunities in high‑growth orthopedics markets.

Key Takeaways

• Shift to dedicated salesforce aims to boost productivity
• Focus on sports medicine, trauma, robotics, and ASCs
• 2,500‑person U.S. salesforce to be fully specialized
• One‑third already transitioned; full rollout by 2027
• 2025 revenue $8.23B, net income down 22%

Pulse Analysis

The orthopedics sector has seen a steady shift toward fully dedicated, product‑specialized sales teams. Manufacturers argue that a salaried force can deliver deeper clinical expertise, stronger relationships with surgeons, and more consistent messaging than independent reps. Competitors such as Stryker and DePuy have already invested heavily in this model, reporting higher order rates and improved territory coverage. As hospitals and ambulatory surgery centers demand integrated solutions, a specialized salesforce becomes a strategic differentiator rather than a cost center. It also reduces compliance risk tied to contractor relationships.

Zimmer Biomet’s reorganization targets exactly those high‑growth segments. By 2027 the company plans to have all 2,500 U.S. sales representatives dedicated to specific product lines such as sports‑medicine implants, trauma devices, craniomaxillofacial solutions, thoracic technologies, and its expanding robotics portfolio. The move also emphasizes ambulatory surgery centers, where roughly one‑fifth of hip and knee procedures now occur, offering a faster procurement cycle and higher margin potential. Analysts at RBC Capital Markets note that this focus aligns with a broader industry pivot toward minimally invasive, technology‑driven procedures that command premium pricing. Such specialization is expected to accelerate adoption cycles and improve market share.

Financially, Zimmer reported $8.23 billion in 2025 revenue, a 7.2 % increase, but net income fell 22 % to $705.1 million, underscoring margin pressure amid restructuring costs. The company projects 2.5 %–4.5 % top‑line growth for 2026, acknowledging that the transition will temper short‑term sales forecasts. Investors, however, may view the dedicated‑sales model as a long‑term value driver, especially if the targeted segments deliver the anticipated volume lift. Success will hinge on execution speed, training effectiveness, and the ability to translate specialized expertise into higher‑priced, differentiated product sales. If the strategy succeeds, Zimmer could reclaim lost market share from rivals.

Zimmer plans US salesforce reorganization

By Elise Reuter, Senior Reporter · Published Feb. 11, 2026

Zimmer Biomet expects the effort to shift its U.S. salesforce to a more specialized, direct approach will help it better compete in the orthopedics market.

By the numbers

• 2025 sales: $8.23 billion (7.2 % increase year over year)

• Net income: $705.1 million (22 % decrease year over year)

Zimmer Biomet has begun an effort to reorganize its U.S. salesforce as the company looks to capitalize on new products. CEO Ivan Tornos told investors on Tuesday that he wants all of the orthopedics firm’s 2,500‑person U.S. salesforce to be fully dedicated, rather than hiring independent contractors. The CEO also wants to specialize the company’s salesforce to compete in higher‑growth segments.

Tornos said the reorganization followed a comparison that found Zimmer’s competitors with a fully dedicated, specialized salesforce are more productive.

“Given the strength of the new product portfolio, the time to do it is now,” Tornos said on an earnings call.

The U.S. makes up more than 60 % of Zimmer’s revenue. Tornos noted that about one‑third of sales employees have already shifted to the new model and he expects to finish the reorganization by the end of 2027.

Zimmer plans to focus on high‑growth areas including sports medicine, extremities, trauma, craniomaxillofacial and thoracic, and robotics, RBC Capital Markets analyst Shagun Singh wrote in a research note. Ambulatory surgery centers (ASCs) will also be a focus. Tornos estimated that roughly 20 %–22 % of all Zimmer hip and knee procedures in the U.S. were done in ASCs last year.

Looking to 2026, Zimmer expects revenue growth of 2.5 %–4.5 % for the year. Tornos said in a statement that while the restructuring tempers Zimmer’s sales forecast, he is confident the changes will lead to long‑term growth.