Joint Restoration Territory Manager

Joint Restoration Territory Manager (MACI) - South Bend, IN

At Vericel, we help patients regain mobility, return to the activities they love, and improve their quality of life through innovative regenerative medicine.

MACI is the first and only FDA-approved autologous cultured chondrocyte product for the repair of symptomatic cartilage defects of the knee. As a Joint Restoration Territory Manager, you'll have the opportunity to build a thriving business, develop trusted partnerships with leading orthopedic surgeons, and play a direct role in transforming patient care.

We're looking for an entrepreneurial, high-performing sales professional who thrives on building relationships, creating new opportunities, and delivering meaningful business results.

Position Summary

The Joint Restoration Territory Manager serves as the business leader for an assigned territory, responsible for driving commercial growth, expanding surgeon adoption, and increasing procedural volume for MACI.

The Territory Coverage is South Bend, IN. This includes Northwest Indiana, Southwest Michigan, Lafayette, South Bend, and Fort Wayne.

This highly autonomous role combines strategic account management, clinical expertise, and business development to create long-term partnerships with orthopedic surgeons, sports medicine specialists, hospitals, and ambulatory surgery centers. The successful candidate will collaborate across Sales, Marketing, Medical Affairs, Market Access, and Reimbursement to remove barriers to patient access and deliver exceptional customer experiences.

Success in this role requires strong commercial acumen, clinical credibility, strategic thinking, and a passion for improving patient outcomes.

Responsibilities

• Develop and execute a strategic territory business plan to expand MACI utilization and increase procedural volume.
• Identify, prioritize, and convert new business opportunities while strengthening existing customer relationships.
• Build long-term partnerships with orthopedic surgeons, sports medicine physicians, hospital leadership, and healthcare providers.
• Analyze market trends, competitive activity, and customer needs to develop targeted growth strategies.
• Consistently achieve and exceed territory sales objectives.
• Become a Trusted Clinical Partner.
• Educate physicians, operating room personnel, and healthcare teams on the clinical and economic value of MACI.
• Provide technical expertise and support during MACI procedures to help ensure successful patient outcomes.
• Serve as a trusted clinical and business resource throughout the customer journey.
• Partner with reimbursement and market access teams to support patient access and remove treatment barriers.

Lead Strategic Account Development

• Develop comprehensive account plans focused on long-term growth and customer success.
• Coordinate cross-functional resources to maximize account performance.
• Partner with Marketing, Medical Affairs, Market Access, and Commercial Operations to execute strategic initiatives.
• Represent Vericel at medical conferences, surgeon education programs, and industry events.

Drive Commercial Excellence

• Leverage CRM tools, business analytics, and customer insights to effectively manage territory performance.
• Continuously evaluate opportunities to improve execution, customer engagement, and market penetration.
• Maintain accurate territory planning, forecasting, and activity documentation.
• Demonstrate sound business judgment while managing competing priorities.
• Consistently grow surgeon adoption and implant volume.
• Build trusted partnerships with leading orthopedic surgeons and healthcare providers.
• Become recognized experts in regenerative medicine within their territory.
• Deliver exceptional customer experiences before, during, and after every MACI procedure.
• Successfully execute territory business plans that drive sustainable long-term growth.
• Improve patient access by collaborating effectively across internal and external stakeholders.

Qualifications

• Bachelor's degree in Business, Life Sciences, Healthcare, or a related field preferred.
• Minimum of three (3) years of successful medical device, surgical, orthopedic, sports medicine, or healthcare sales experience, or 8-10 years of demonstrated success in a comparable consultative sales environment.
• Proven record of consistently achieving or exceeding sales objectives.
• Demonstrated ability to build strategic customer relationships and develop high-value accounts.
• Strong understanding of hospital systems, operating room environments, and healthcare decision-making processes.
• Excellent communication, presentation, negotiation, and influencing skills.
• Strong business planning, organizational, and territory management capabilities.
• Ability to work independently while effectively collaborating across cross-functional teams.
• Proficiency with CRM systems and Microsoft Office applications.
• Ability to travel extensively throughout the assigned territory, including attendance at surgical procedures, customer meetings, and industry events.

Preferred Qualifications

• Orthopedic, sports medicine, biologics, regenerative medicine, or surgical implant experience.
• Experience supporting procedures in the operating room.
• Experience working within buy-and-bill or specialty reimbursement environments.

Physical Demands / Work Environment

• This role requires the ability to safely lift, carry, and transport medical instrument sets and equipment on a regular basis. This includes handling rolling cases weighing up to 26lbs. (approximately 18" x 17" x 26"), as well as smaller cases and surgical kits weighing between 9-13 lbs.
• The position involves frequent movement of equipment between locations, including loading/unloading from vehicles and transporting within healthcare facilities. Extended periods of standing, walking, bending, and reaching may be required, particularly in operating room environments.
• Travel is required, and the ability to manage equipment during transit is essential. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Why Vericel?

• Mission-Driven Work: Help bring potentially life-enhancing cell therapies to patients with serious medical conditions.
• Innovative Products: Work with a first-in-class therapy backed by clinical success and provider trust.
• Career Growth: Be a part of a growing organization with opportunities to expand your impact.
• Collaborative Culture: Join a supportive, cross-functional team that values passion, integrity, and excellence.

This position includes commission-based compensation, with an expected target range from $85,000 to $180,000.

The actual salary offered will be determined based on factors such as the candidate's qualifications, experience, and skills. Bonus, incentive pay, equity and benefits may be provided in addition to the base compensation listed above.

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.