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Company

Vericel® Corporation · 3 hours ago

Account Manager Burn Care - Mid-Central & Northeast

United States

Full-time

Remote

Mid Level

3+ years exp

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BiotechnologyLife Science

Hiring Manager

Devin Healey, PHR, M.S.

Insider Connection @Vericel® Corporation

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Responsibilities

Direct sales calls to key decision makers at targeted burn centers, including surgeons and support personnel, to engage in the selling process:

Connecting with stakeholders to the point of earning trusted advisor status

Discovering the current state at targeted accounts specific to burn treatment, including pain points, blind spots, and opportunities for Epicel/NexoBrid to bring value.

Aligning with the key stakeholders regarding their pain points, blind spots, and where Vericel would bring value, assertively and credibly managing objections and misconceptions.

Advancing the key stakeholders to action, including biopsies of appropriate patients and f/u usage of Epicel with patients for whom it makes sense.

Drive adoption and establish use for NexoBrid in targeted accounts.

Develop and manage complex accounts via:

Identifying and connecting with key stakeholders & support staff (account mapping)

Developing and executing key account strategic plans (account planning)

Maintaining an appropriate and consistent presence within key accounts among key stakeholders

Maintaining complete awareness of evolving patient population and advocating for appropriate Vericel patients.

Staying aware of competitive activities and threats

Setting accounts up for success with Vericel products by providing or arranging (via BCS) appropriate training and support

Foster access to and procurement of Vericel products:

Determining procurement process at each targeted account

Leveraging reimbursement and coding expertise to optimize Vericel product coverage.

Ensuring account approval for Vericel products to the highest levels in key accounts

Presenting to VAC and P&T committees

Manage territory for optimal performance and effectiveness.

Establishing and execute routing that results in appropriate coverage levels according to target emphasis.

Maintaining up-to-date records of each account and stakeholders within via CRM tool

Creating and executing territory business plans that prioritize efforts and resources appropriately.

Attending conferences where presence offers strategic territorial value.

Attending procedures in key accounts where presence will enhance selling position.

Partner with Burn Clinical Specialist partner to optimize management of all Epicel cases and applicable NexoBrid treatments.

Develop product advocates for peer-to-peer impact.

Connecting BTS-CS with stakeholders to develop case studies, white papers, advocates for conferences & Vericel programs, etc.

Expertly leverage promotional materials to effectively tell the Vericel story in a manner that inspires action, including marketing, clinical, and operational information.

Work in partnership with BTS-CS (Clinical Support) partner(s) to:

Optimize Vericel presence in key accounts and select procedures.

Leverage their experience to secure introductions to key stakeholders at key accounts.

Leverage their expertise to help activate dormant and new accounts.

Advance progress in KOL development.

Qualification

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Hospital-based salesTerritory managementComplex account managementClinical acumenMedical reimbursement knowledgeBurn care experienceStrategic agilityProfessional courageChange managementMaster’s degree

Required

A professional approach that sees patient welfare as the highest priority, with a strong drive to connect our products and services with every patient who will benefit.

3 to 5+ years of experience of hospital-based specialty healthcare products sales, with a track record of meeting or exceeding sales goals.

Experience with hospital operating room environments.

Strong background in territory and complex account management with an assertive 'hunter' approach.

Strong clinical and scientific acumen, particularly in burns or wound care.

Understanding of medical reimbursement (billing, coding, coverage, and payment) in the healthcare system and ability to work to resolve billing issues with providers.

Ability to thrive in a cross-functional team.

Bachelor’s or Master’s degree. Experience with burns or burn nursing a significant plus.

Preferred

Continuous training on technical and product knowledge.

Continuous focus on development of personal and interpersonal skills, such as teamwork, time management, listening, trust and integrity, and work/life balance.

Strategic agility: ability to align individual business strategy with corporate goals, keen business acumen, problem solving, being innovative and thinking big picture.

Drive for results: appropriate resource utilization, focus on fundamentals, utilize established best practices, leverage internal support, and take risks.

Professional courage: respectfully challenge physicians, embrace difficult conversations, bring solutions, seek feedback, take accountability and ownership of your actions and results.

Managing change: adapt to changing business needs, anticipate questions and challenges, deal with ambiguity, be open and transparent with your customers and your team, integrate into your customers’ practice.