Joint Restoration Territory Manager
$85,000–$180,000 year
On-siteSouth Bend, Indiana, United States
Job Summary
Develop and execute a strategic territory business plan to expand MACI utilization and increase procedural volume across Northwest Indiana, Southwest Michigan, Lafayette, South Bend, and Fort Wayne. Identify, prioritize, and convert new business opportunities while strengthening relationships with orthopedic surgeons, sports medicine specialists, hospitals, and ambulatory surgery centers. Educate physicians and operating room personnel on the clinical and economic value of MACI, providing technical expertise during procedures to ensure successful patient outcomes. Collaborate with cross-functional teams in Sales, Marketing, Medical Affairs, and Market Access to remove treatment barriers and improve patient access. Consistently achieve and exceed territory sales objectives by leveraging CRM tools and business analytics to manage performance and forecast accurately. Represent Vericel at medical conferences and surgeon education programs to drive commercial excellence and build trusted partnerships within the region.
Required Qualifications
- Bachelor's degree in Business, Life Sciences, Healthcare, or a related field preferred
- Minimum of three (3) years of successful medical device, surgical, orthopedic, sports medicine, or healthcare sales experience, or 8–10 years of demonstrated success in a comparable consultative sales environment
- Proven record of consistently achieving or exceeding sales objectives
- Demonstrated ability to build strategic customer relationships and develop high-value accounts
- Strong understanding of hospital systems, operating room environments, and healthcare decision-making processes
- Excellent communication, presentation, negotiation, and influencing skills
- Strong business planning, organizational, and territory management capabilities
- Ability to work independently while effectively collaborating across cross-functional teams
- Proficiency with CRM systems and Microsoft Office applications
- Ability to travel extensively throughout the assigned territory, including attendance at surgical procedures, customer meetings, and industry events
- The ability to safely lift, carry, and transport medical instrument sets and equipment on a regular basis
- handling rolling cases weighing up to 26lbs
- smaller cases and surgical kits weighing between 9–13 lbs
- frequent movement of equipment between locations, including loading/unloading from vehicles and transporting within healthcare facilities
- Extended periods of standing, walking, bending, and reaching
Desired Qualifications
- Orthopedic, sports medicine, biologics, regenerative medicine, or surgical implant experience
- Experience supporting procedures in the operating room
- Experience working within buy-and-bill or specialty reimbursement environments
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