Strategic Account Manager- Atlanta

FloodGate Medical•Tampa, FL

12d•Hybrid

About The Position

The Strategic Account Manager (SAM) owns ONKOS Surgical's relationship at a defined set of Priority 1 accounts, which include nationally recognized cancer centers, NCI-designated programs, Becker Top 100 orthopedic hospitals, and high-volume complex revision institutions within an assigned geographic cluster. This role is not a territory sales role; the SAM is exclusively accountable to a named list of 6-8 accounts and compensated entirely on performance within those accounts. The SAM is responsible for building and maintaining direct relationships with fellowship-trained orthopedic oncologists and high-volume complex revision surgeons, as well as developing relationships with department chairs, tumor board directors, OR coordinators, and hospital administration. They serve as the primary ONKOS point of contact for all clinical and commercial matters within their assigned accounts, identifying, qualifying, and cultivating surgeons who perform limb salvage, tumor resection reconstruction, or complex joint revision procedures. The SAM must ensure ONKOS presence at every qualifying case, providing expert intraoperative support for all ONKOS implant systems. They coordinate with the Regional Sales Manager (RSM) and distributor network to ensure implant and instrument availability and develop and maintain case scheduling awareness. The role also involves achieving and exceeding annual revenue quotas, growing ONKOS revenue at each account, and obtaining and maintaining credentialing and OR access at all assigned Priority 1 accounts. The SAM will represent ONKOS at institutional tumor boards, department grand rounds, and surgical training events. This position reports directly to the Area Director and works in close coordination with the RSM.

Requirements

Bachelors degree required
Minimum 5 years of medical device sales experience, with documented success in complex, consultative selling environments
Must have total joint recon and/or trauma experience
Demonstrated ability to navigate complex hospital sales environments with multiple stakeholders — surgeons, administrators, OR staff, and value analysis committees
Track record of meeting or exceeding quota in a competitive, clinically demanding product category
Ability to be present in the operating room for intraoperative case support — current OR experience and willingness to obtain required credentialing at all assigned accounts
Valid drivers license and ability to travel up to 60–70% within the assigned account cluster

Nice To Haves

Advanced degree or clinical background a plus
Experience selling into academic medical centers, NCI-designated cancer programs, or top-ranked orthopedic institutions strongly preferred
Prior experience in orthopedic oncology, complex revision arthroplasty, or oncologic reconstruction — direct category experience is a meaningful differentiator
Existing relationships with fellowship-trained orthopedic oncologists, tumor board programs, or high-volume complex revision surgeons
Experience at a direct-model medical device company with named account selling (vs. broad territory distribution model)
Familiarity with limb salvage, megaprosthesis, or modular implant systems
Experience working alongside — not through — distribution partners in an institutional selling model

Responsibilities

Build and maintain direct relationships with fellowship-trained orthopedic oncologists and high-volume complex revision surgeons at your assigned Priority 1 accounts
Develop relationships with department chairs, tumor board directors, OR coordinators, and hospital administration at each account
Serve as the primary ONKOS point of contact for all clinical and commercial matters within your assigned accounts
Identify, qualify, and cultivate all surgeons within your accounts who perform limb salvage, tumor resection reconstruction, or complex joint revision procedures
Track fellowship graduates and new faculty at your institutions — build relationships with fellows 12–18 months before they become attendings
Ensure ONKOS presence at every qualifying case across your Priority 1 accounts — this is a non- negotiable expectation
Provide expert intraoperative support for all ONKOS implant systems, including the ELEOS Limb Salvage System and complex revision product lines
Coordinate with the RSM and distributor network to ensure implant and instrument availability at every scheduled and emergent case
Develop and maintain case scheduling awareness — proactively identify upcoming cases rather than waiting for distributor notification
Phase out passive distributor reliance for case notification at Priority 1 accounts within the first 6 months of deployment
Achieve and exceed annual revenue quota within your assigned Priority 1 account list
Grow ONKOS revenue at each account by converting untapped surgeons, expanding utilization with existing surgeons, and establishing ONKOS as the preferred platform for eligible procedures
Identify and develop new surgeon relationships that expand the ONKOS-eligible case funnel within each account
Track and report account-level revenue, case volume, surgeon utilization, and competitive landscape on a regular cadence to the Area Director
Obtain and maintain credentialing and OR access at all assigned Priority 1 accounts
Leverage existing ONKOS revenue at anchor accounts to accelerate credentialing at adjacent facilities within the same health system
Build relationships with hospital procurement, supply chain, and value analysis committees where applicable
Represent ONKOS at institutional tumor boards, department grand rounds, and surgical training events within your accounts
Report directly to the Area Director — participate in structured weekly and monthly performance cadences, account reviews, and strategic planning sessions
Work in close coordination with your Regional Sales Manager — the RSM supports logistics, distribution, and broader regional activities; the SAM owns the Priority 1 surgeon relationship
Participate in quarterly joint account reviews with the RSM and Area Director to align on account strategy, pipeline, and competitive positioning
Provide field intelligence to the Area Director and commercial leadership on surgeon feedback, competitive activity, formulary status, and emerging account opportunities
Collaborate with ONKOS clinical education and marketing teams to support surgeon training, product demonstrations, and scientific exchange