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Account Manager Burn

4 months ago

Cambridge, United States Vericel Corporation Full time

Vericel Corporation, a leader in advanced therapies for the sports medicine and severe burn care markets, has an exciting opportunity for a top performing Burn 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.

***

Front line, direct sales position responsible for generating demand for Vericel products and services by fostering HCP interest in, education of, access to, and buy-in at targeted burn centers. Success measured by goal achievement in alignment with Vericel values.

**DUTIES AND RESPONSIBILITIES**

**Essential Functions**:
**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

**Leadership Responsibilities**:

- 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.

**QUALIFICATIONS, EDUCATION AND EXPERIENCE**

**Basic Qualifications**:

- 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