Strategic Account Manager- Los Angeles

FloodGate Medical•Tampa, FL

2d•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 position; the SAM is exclusively accountable to a named list of 6-8 accounts and compensated entirely on performance within those accounts. ONKOS Surgical, founded in 2015, focuses on orthopedic oncology and complex revision surgery, delivering innovative implants and instruments, including those utilizing 3D printing, to meet the unique needs of musculoskeletal tumor patients and surgeons.

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.