Area Vice President, MACI Sales

Vericel Corporation, a leader in advanced therapies for the sports medicine and severe burn care markets, has an exciting opportunity for a top performing Sales professional looking to join and contribute to a commercial stage company with an established portfolio of unique advanced cell therapies and specialty biologics. Reporting directly to Sales Management at Vericel, this is a great opportunity to join a high growth company with a strong balance sheet supported by a talented team of professionals who are committed to improving the lives of the patients we serve.

POSITION SUMMARY

The Area Vice President, MACI Sales is a key senior leadership position within the Vericel Commercial Operations. Primary responsibilities include:

• Leading the MACI Sales Team including Regional Sales Directors (RSDs) and sales representatives
• Meeting corporate-driven MACI sales performance objectives
• Performance management, training, and professional development of sales team including RSDs

DUTIES AND RESPONSIBILITIES

Essential Functions:

• Meet or exceed sales goals and achieve results through teamwork and collaboration.
• Broad and consistent communication in the area you cover, which includes quarterly newsletters, quarterly business planning, and rewards and recognition.
• Visible, “hands-on” Area leader to MACI sales team responsible for consistently achieving sales targets by developing and directing the effective implementation of sales and promotional strategies and tactics.
• Creates an exciting, progressive, high-sales performance culture in which patient care and customers are at the center of attention for the organization.
• Drives consistent team performance through recruiting top industry talent, training, business planning, coaching/mentoring, and performance management.
• Collaborates with cross-functional brand team and critical business partners to:
• Develop and execute sales strategies and tactics, and
• Develop a plan of action that optimize promotional impact and leverage current and future market opportunities.
• Maintains a culture of compliance where members of the sales team are adequately trained in all areas of healthcare compliance and adhere to the highest levels of ethical promotional standards.
• Works in partnership / collaboratively with leadership of Case Management service provider (PRO-Spectus / MyCartilage Care)
• Works in collaboration with Vericel Customer Care and Manufacturing leadership teams to continually refine order practices to ensure reliable delivery of MACI product.

Team Leadership and Development:

• Understanding, observing, and adhering to the goals and policies outlined in Vericel’s Code of Business Conduct and Ethics
• Being honest and treating people with respect and courtesy.
• Constantly striving to make Vericel a great place to work, and a company respected for the quality of its people and products.
• Serving as role models for our fellow employees and business partners by acting responsibly, fairly, and honestly in our dealings and exercising sound judgment in performing our jobs.
• Lead and inspire cross-functional teams, including sales, marketing, product management, regulatory, and operations.
• Provide coaching, mentorship, and professional development opportunities to team members.
• Foster a collaborative and performance-driven culture focused on innovation, excellence, and customer satisfaction.

Customer Relationship Management:

• Builds relationships with Key Opinion Leaders in the field of Orthopedics and Sports Medicine
• Build and maintain strong relationships with key customers, opinion leaders, and healthcare professionals.
• Understand customer needs, feedback, and market dynamics to deliver value-added solutions and services.
• Address customer inquiries, resolve issues, and ensure high levels of customer satisfaction and loyalty.

Strategic Partnerships and Stakeholder Engagement:

• Maintains “elite status” environment of MACI sales team by implementing training and developing programs which continue to set the standard within orthopedics / sports medicine industry.
• Collaborate with strategic partners, distributors, healthcare providers, and industry stakeholders to drive mutual business growth.
• Participate in industry events, conferences, and networking opportunities to enhance brand visibility and thought leadership.

Performance Monitoring and Reporting:

• Monitor key performance indicators (KPIs), sales metrics, market trends, and competitive landscape.
• Prepare and present regular reports, business reviews, and performance dashboards to senior management.
• Analyze data, identify insights, and recommend actionable strategies to optimize business performance and achieve goals.

Strategic Planning:

• Develop and execute strategic plans for the medical device division within your designated area.
• Identify market opportunities, trends, and competitive threats to inform strategic decision-making.
• Set goals and objectives aligned with corporate strategies and financial targets. Develops quarterly sales plans as well as budget and manages implementation accordingly.
• Analyzes sales and Key Performance Indices (KPIs) to monitor performance and develop corrective plans to improve sales force effectiveness and efficiency.

Business Development and Sales:

• Drive business growth by expanding market share, acquiring new customers, and fostering relationships with key accounts.
• Lead sales teams, set sales targets, and provide guidance on sales techniques and account management.

Market Analysis and Customer Insights:

• Conduct market research, competitive analysis, and customer segmentation to identify growth opportunities and customer needs.
• Gather insights on market trends, regulatory changes, and industry developments to adapt strategies accordingly.
• Utilize data analytics and customer feedback to optimize marketing, sales, and product strategies. Works with Commercial Effectiveness team to continue to refine sales training, sales team deployment, incentive programs and CRM.
• Works in the field with RSDs and field team to keep abreast of latest business trends, and designs and provides solutions to challenges experienced by field team.
• Understands industry trends, market conditions and works with key commercial operations stakeholders to develop strategies to stay ahead of the competition.

QUALIFICATIONS, EDUCATION AND EXPERIENCE

Leading the Business

• Effective operating in an evolving, complex, and dynamic environment, providing clear direction and instruction to direct reports, and continuously looking internally and externally for best practices and areas for improvement.

Delivering to Customers

• Understands patient and customer needs and build relationships as required to meet corporate goals while continuously improving operations by setting high standards for the team so they may perform to a level of excellence.

Required Education and Experience:

• BS in science, business or other related discipline is required, MBA preferred.
• 10+ years of bio-pharmaceutical or surgical device sales (preferably orthopedic / sports medicine), marketing and/or sales training experience with at least 4 years of regional Sales Director Role.
• Recent in-depth commercial experience in Orthopedics/Sports Medicine, a plus.
• Outstanding business acumen, leadership, business case development, and budget management skills.
• Demonstrated ability to consistently drive sales performance of large direct sales teams.
• Leads by example, displaying integrity, collaboration, accessibility, adaptability, sound judgment/decision making and an entrepreneurial, solutions-oriented attitude.
• Strong communication, interpersonal, teamwork, organizational and workload planning skills are required as well as strong analytical skills with a problem-solving attitude.

WORKING CONDITIONS AND PHYSICAL DEMANDS

• Cambridge or remote based position
• Ability to travel nationally40-70%

EEO Statement

All applicants will receive consideration for employment without regard to their race, color, religion, sex, national origin, sexual orientation, gender identity, or protected veteran status and will receive consideration for employment and will not be discriminated against on the basis of disability. Vericel Corporation is an Equal Opportunity/Affirmative Action Employer.

Vericel Corporation is VEVRAA federal contractor and desires priority referrals of protected veterans for job openings at all locations within the state.