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Key Account Manager – East Coast – Orthopedics

Join a fast-growing, innovation-driven orthobiologics company seeking a Key Account Manager to lead national account strategy and execution across the East Coast. This highly visible, field-based role will be responsible for driving formulary approvals, contract activation, and revenue pull-through across Integrated Delivery Networks (IDNs), Ambulatory Surgery Centers (ASCs), and Group Purchasing Organizations (GPOs). The ideal candidate is a motivated self-starter with established purchasing and supply chain relationships who thrives with autonomy, builds new doors, and takes ownership of results.

Responsibilities:

• Develop and manage strategic account plans for priority IDNs, ASC networks, and GPO member facilities across the East Coast.
• Open new relationships and re-engage stalled accounts at large health systems and national organizations.
• Lead formulary submission and approval processes with value analysis committees (VACs), pharmacy and P&T committees, supply chain leadership, and C-suite stakeholders.
• Negotiate and execute regional and local tier pricing agreements in collaboration with the Director of National Accounts.
• Partner with Regional Managers to develop and execute IDN and ASC pull-through strategies at the local level, taking on account work to free up Regional Managers’ time.
• Provide leadership and support to underperforming East Coast regions through joint field visits, ride-alongs, and account strategy sessions.
• Serve as the field-facing expert on GPO contract terms and formulary agreements, equipping Regional Managers and sales representatives to leverage them effectively.
• Present clinical, economic, and outcomes data to VACs, P&T committees, and institutional decision-makers.
• Maintain constant communication with the Regional Manager team and provide regular updates on pipeline status, competitive activity, and access barriers to the Director of National Accounts.

Qualifications:

• 5+ years of progressive experience in medical device, orthobiologics, specialty pharmaceutical, or related healthcare sales. Orthopedic-specific experience is preferred but not required.
• Established purchasing, supply chain, and administrative contacts within East Coast health systems (familiarity with systems such as Duke, Novant, and HCA is highly valued).
• Experience in a Key Account, National Accounts, or IDN/GPO-facing role, or a demonstrated record of securing formulary approvals and growing business within complex health systems.
• Working knowledge of IDN procurement processes, GPO contracting structures, and ASC purchasing dynamics.
• Established relationships within major GPOs (Vizient, Premier, HealthTrust, Intalere) preferred.
• Experience presenting to value analysis committees or P&T committees preferred.
• Background with an emerging or growing ortho company is a plus.
• Bachelor’s degree in Business, Life Sciences, or a related field required; MBA or advanced degree preferred.
• Self-starter with a proven ability to work independently, manage people as individuals, and thrive in a high-autonomy environment.

Compensation:

• Base Salary: Competitive
• Comprehensive Benefits Package
• Location: Remote, East Coast; must live near a major airport
• Approximately 40-50% travel required.

The job description is not exhaustive and may have been condensed for online or mobile viewing. It does not encompass all duties, responsibilities, or aspects of the job and is subject to amendments at the sole discretion of the Employer. Employees may also perform other related duties as needed to support the organization.

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