Director of Market Development

19 hours ago

Cambridge, Massachusetts, United States Vericel Corporation Full time
Job Title: Director of Market Development

Vericel Corporation is seeking a highly skilled and experienced Director of Market Development to join our team. As a key member of our Commercial Team, you will be responsible for developing and executing market development strategies to drive increased awareness, adoption, and growth of our products, particularly MACI and MACI Arthro.

Key Responsibilities:
  • Develop and execute market development strategies to drive increased awareness, adoption, and growth of our products.
  • Work closely with our Commercial Team to align market development strategies with overall adoption and growth objectives.
  • Establish and nurture relationships with key sports medicine surgeons to expand our market presence and drive increased consideration and adoption.
  • Assist with surgeon consultant relationships, including selection, contracting, and ongoing engagement to support strategic goals.
  • Facilitate in-person visits and meetings to assess surgeon capabilities and address any needs or concerns.
  • Assist in KOL feedback sessions in collaboration with cross-functional teams to gather insights and influence and drive product development, or other strategic initiatives.
  • Provide support at national/regional labs, training centers, major tradeshows, and regional roadshows.
  • Assist & Influence Brand and Commercial Strategies:
    • Assist in developing marketing collateral and campaigns to foster brand alignment and effective communication with target audiences.
    • Attend and assist with the trade show plan based on market needs and strategic objectives as well as other internal and external impactful local, regional, national and international industry meetings.
  • Cross-Functional Influence, Support, and Leadership:
    • Work closely with cross-functional teams, including Marketing & Commercial Strategy, Advocacy Development and Medical Training & Education, the Field Sales Organization (JRTM's, RSD's, AVP's, and the SVP), and other areas of corporate leadership to drive collaboration, drive adoption, and achieve desired outcomes.
    • Communicate procedural expertise and competitive market knowledge to the Commercial Team to influence Commercial Strategies, Product Development and other Marketing Strategies.
    • Development of strategic account plans to maximize account penetration and product adoption provide leadership in the development of strategic accounts when warranted
    • Influence local market development, establishing referral patterns, as well as patient management, access and post-operative care.
    • Work in conjunction with Advocacy Development to develop and implement a Fellowship Program Strategy to drive MACI and MACI Arthro representation in Fellowship Training Programs.
    Requirements:
    • Leadership Qualifications:
      • Track record of success and influence in the knee cartilage market segment
      • Persuasive communicator with ability to successfully build and nurture long-term mutually productive relationships with surgeons, healthcare personnel and hospital / ASC staff at all levels.
      • Up-to-date knowledge of sports medicine and cartilage repair markets, including new technologies, hospital, ASC and perioperative environments.
      • Extensive and strong clinical acumen.
      • Demonstrated competency in understanding and utilizing clinical research / literature as a persuasive resource.
      • Experience in working with decision makers and multiple call points in hospital and ASC environments.
      • Comprehensive knowledge of OR regulations, policies, and best practices.
      • Strong analytic, organizational and business planning skills.
      • Strong leadership with effective coaching and teambuilding skills.
      • An ongoing commitment to conducting business according to the highest legal and ethical standards, and to continually pursue excellence in the development and delivery of all our products and services.
    • Basic Qualifications:
      • Bachelor's degree in Business, Marketing (preferred), or related clinical degree
      • 10+ years of experience in sales in clinical or commercial experience in pharmaceutical, biotech, medical technology / device industry with specific and explicit experience in the knee cartilage space.
      • Demonstrated career progression within the commercial aspects of the organization
      • Proven track record of consistently meeting or exceeding goals and/or other quantitative targets and qualitative measures.
      • Proven ability to plan, forecast, and manage financial information.
      • Excellent verbal and written communication, strong presentation and training skills.
      • Knowledge of the coding and reimbursement landscape in sports medicine and knee surgery
    • Preferred Qualifications:
      • Knowledge of anatomy and physiology strongly desired in order to understand where and how products work clinically (orthopedic background preferred).
      • Self-motivated, high commitment and dedication with proactive mindset.
      • Detail oriented with strong analytical and problem-solving skills along with the ability to review voluminous amounts of information (e.g. data tables) to distill relevant information.
      • Ability to develop and manage relationships in an effort to meet short and long-term business objectives.
      • Team player with the ability to lead and build consensus and to work on multiple projects simultaneously.

Vericel Corporation is an Equal Opportunity/Affirmative Action Employer. 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.

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