OSTEAL - ACCOUNT MANAGER

Position Summary

The Account Manager is a hospital-based sales role responsible for driving demand, influencing adoption, and owning territory results within an assigned geography during Osteal’s inaugural product launch. This role advances adoption by establishing hospital access through the development of strong clinical advocacy, educating, and training key stakeholders, and translating early clinical experience into sustained utilization. The Account Manager serves as a trusted advisor to orthopedic surgeons, infectious disease specialists, and hospital stakeholders, leveraging clinical credibility, consultative engagement, and launch experience to influence clinical decision-making and grow the business.

Key Responsibilities

• Own territory performance by driving demand, and adoption, and deliver on assigned sales objectives.
• Develop and activate physician advocates who influence clinical adoption and broader hospital acceptance.
• Establish hospital access by navigating Pharmacy & Therapeutics (P&T) committees and related institutional review processes in partnership with Market Access.
• Identify, prioritize, and advance growth opportunities across new and existing hospital accounts.
• Build strong, trust-based relationships with orthopedic surgeons, infectious disease specialists, and key clinical stakeholders.
• Educate and train surgeons, perioperative teams, pharmacy, and other stakeholders to support appropriate use.
• Convert early adoption into repeat utilization and sustained territory performance.
• Collaborate with internal partners and provide actionable field insights to inform strategy and execution.

Qualifications

• Bachelor’s degree or equivalent required, advanced degree preferred.
• 5+ years of successful hospital-based sales experience in specialty pharma, medtech, or orthopedic environments.
• Demonstrated experience navigating Pharmacy & Therapeutics (P&T) or VAC committees and hospital formulary processes.
• Proven ability to develop physician advocacy and influence adoption within complex hospital systems.
• Record of being viewed as a trusted advisor by orthopedic surgeons and/or infectious disease specialists.
• Prior experience launching new product categories and building territories or businesses from the ground up required.
• Experience selling within operating room, perioperative, and inpatient hospital environments.
• Strong cross-functional collaboration skills with a demonstrated team-oriented mindset; ability to partner effectively with Market Access, Clinical and commercial stakeholders.
• Able to travel 75%.

Skills & Attributes

• Strong ownership mindset with a consistent history of delivering results.
• Highly effective consultative seller with strong clinical and business acumen.
• Skilled at influencing multiple stakeholders within complex hospital environments.
• Self-directed, resilient, and energized by early-stage growth and ambiguity.
• Must be able to lift 45 lbs.