Territory Account Manager

The Territory Sales Associate Manager at Zimmer Biomet is responsible for promoting and contracting the iovera° device, a novel pain management solution, within orthopaedic and sports medicine healthcare providers. The role involves developing business plans, achieving sales targets, and providing expert training and support to the sales force. Key duties include engaging with hospital stakeholders, managing accounts, and collaborating with cross-functional teams. Candidates must have a BA/BS degree, at least 4 years of proven results in the healthcare industry, and a minimum of 2 years of direct hospital or ASC sales experience. The position requires strong communication skills, a valid driver’s licence, and the ability to travel up to 50%. The expected salary range is $95,000–$110,000 with variable bonuses.

The Territory Sales Associate Manager at Zimmer Biomet plays a pivotal role in promoting and contracting the iovera° device, a novel pain management solution, for healthcare providers in Orthopedic and Sports Medicine. This position is responsible for driving sales growth, developing business plans, and providing expert technical and sales support. The role requires strong relationship-building with key stakeholders, including surgeons, anaesthesiologists, and C-suite executives, to ensure optimal product usage and customer satisfaction. Compensation for this role ranges from $95,000 to $110,000, with variable bonuses and a comprehensive benefits package. The position is based primarily in New York City, with travel to other regions as needed.

At Zimmer Biomet, we believe in pushing the boundaries of innovation and driving our mission forward. As a global medical technology leader for nearly 100 years, a patient’s mobility is enhanced by a Zimmer Biomet product or technology every 8 seconds.

As a Zimmer Biomet team member, you will share in our commitment to providing mobility and renewed life to people around the world. To support our talent team, we focus on development opportunities, robust employee resource groups (ERGs), a flexible working environment, location specific competitive total rewards, wellness incentives and a culture of recognition and performance awards. We are committed to creating an environment where every team member feels included, respected, empowered and recognised.

What You Can Expect

The Territory Sales Associate Manager will be responsible for promoting, educating, and contracting of iovera°, a novel device that provides immediate and long-lasting relief of acute and chronic pain through cryoneurolysis of peripheral nerves to customers Orthopedic and Sports Medicine healthcare providers. This includes the technical (Package Insert & functions, benefits) knowledge and sales of iovera°. The Territory Sales Associate Manager will work with the Regional Director to develop a sound business plan that will lead to exceeding defined sales revenues for said territory. The Territory Sales Associate Manager will utilize product knowledge, relevant relationships, and business acumen skills and execute strategy to meet and exceed sales objectives of iovera°.

How You'll Create Impact

• Achieve defined sales goals by selling through a value-based sales model into the hospital as well as the ASC and pain clinic settings.
• Serve as an expert on the iovera° system, workflow, and procedure and effectively communicate the value of the product to potential customers.
• Provide subject matter expertise and training to our sales force on the product, treatment, and sales process.
• Develop business plan and identify target markets in accordance with organizational goals utilizing knowledge of hospital operations, markets, and existing analytics reporting, tools, and dashboards.
• Engage with key stakeholders in target accounts, including Orthopedic Surgeons, Anesthesiologists, C-Suite, and Administration to establish workflow, optimal product usage, pricing and contracting.
• Identify, develop, educate advocates, and expand user base in accounts through consultative selling approach.
• Keep up to date with the latest clinical data supplied by the company, and interpreting, presenting, and discussing this data with health professionals during presentations.
• Set strategy and plan with respective Regional Directors for the aligned region as it pertains to iovera° opportunities, goals, and tactics.
• Update and document sales account information via software system (CRM).
• Support aligned region and collaborate with Sales team partners to identify and pull through sales opportunities in targeted territories and on large strategic accounts.
• Own account and determine strategic direction for how account is managed in context of other Zimmer Biomet portfolio products.
• Drive marketing initiatives and programs and share marketing materials to support promotion of product and customer education.
• Manage large orthopedic and anesthesia groups and influencers.
• Coordinate with Medical Affairs to support training of iovera° users based on request of need.
• Partner with internal, cross-functional stakeholders, including Senior Leadership, Marketing, Health Outcomes, and Alliance Management to develop commercial strategies and strategic plans.
• Manage expense budgets and adhere to relevant compliance, government, and reporting standards.
• Partner with Zimmer Biomet joint reconstruction teams for synergistic opportunities.

This is not an exhaustive list of duties or functions and may not necessarily comprise all of the "essential functions" for purposes of the ADA.

What Makes You Stand Out

• Demonstrated account management excellence across account stakeholders with experience selling into Orthopedics, Anesthesia, or pain management specialties preferred.
• Working knowledge of how to navigate the hospital materials supply process.
• Must be able to timely and accurately complete Hospital Credentialing requirements to gain access to their facilities.
• Valid driver’s license with reliable transportation.
• Must live in designated geographic territory (this position covers primarily New York City with other geography covered including NY State, in to New Jersey).
• Excellent English oral, written, and platform presentation communication skills.

Your Background

• BA/BS from an accredited college or university required.
• Must have a minimum of 2 years of direct selling experience to hospitals or ASC experience preferred.
• Must have a minimum of 4 years of proven results in the pharmaceutical, biotech, medical device, or health care industry.
• A combination of education and experience will be considered.

Travel Expectations

• Able to travel up to 50% of the time with overnight travel required.

This role has an expected compensation range of $95,000-$110,000 with variable bonus opportunity

EOE/M/F/Vet/Disability

At Zimmer Biomet, we believe in pushing the boundaries of innovation and driving our mission forward. As a global medical technology leader for nearly 100 years, a patient’s mobility is enhanced by a

Responsibilities:

• Responsible for achieving defined sales goals by selling through a value-based model into hospitals, ASCs, and pain clinics.
• Serve as an expert on the iovera° system, workflow, and procedure, and communicate the product’s value to potential customers.
• Provide subject matter expertise and training to the sales force on the product, treatment, and sales process.
• Develop business plans and identify target markets in accordance with organisational goals using knowledge of hospital operations and analytics.
• Engage with key stakeholders in target accounts to establish workflow, optimal product usage, pricing, and contracting.
• Identify, develop, and educate advocates to expand the user base in accounts through a consultative selling approach.
• Keep up to date with the latest clinical data, interpret and present findings to health professionals, and discuss with them.
• Set strategy and plan with Regional Directors for aligned regions regarding iovera° opportunities, goals, and tactics.
• Update and document sales account information via CRM software and support the sales team in identifying and pulling through opportunities.
• Own account management and determine strategic direction for account management in relation to other Zimmer Biomet portfolio products.

Skills:

• Demonstrated account management excellence across account stakeholders with experience selling into Orthopedics, Anesthesia, or pain management specialties preferred.
• Working knowledge of navigating the hospital materials supply process.
• Must be able to timely and accurately complete Hospital Credentialing requirements to gain access to facilities.
• Excellent English oral, written, and platform presentation communication skills.
• A minimum of 2 years of direct selling experience to hospitals or ASC experience preferred.
• A minimum of 4 years of proven results in the pharmaceutical, biotech, medical device, or health care industry.
• Valid driver’s licence with reliable transportation.
• Must live in the designated geographic territory, primarily New York City, with other regions covered as needed.

Education:

• A BA/BS from an accredited college or university is required.