Education & Experience
• Bachelors degree or equivalent experience required
• 5+ years of medical device sales experience with a documented track record of territory revenue attainment.
• Orthopedic experience required — strong preference for candidates with orthopedic oncology, complex revision, or limb salvage background
• Demonstrated clinical knowledge and operating room proficiency — comfortable providing intraoperative case support and technical guidance in a surgical environment
• Prior experience managing or working alongside a distributor network preferred
Competencies
• Commitment to the ONKOS Compliance & Ethics Program and adherence to the ONKOS Code of Business Conduct and all supporting regulations, policies, and procedures
• Commitment to the ONKOS mission — genuine belief in the cause of serving cancer patients and the surgeons who treat them
• Strong clinical background within the orthopedic oncology or complex revision market — demonstrates knowledge of the target surgeon, the competitive landscape, and the clinical environment
• Identifies and resolves problems in a timely manner — strong problem-solving skills in both individual and group settings
• Communicates clearly and persuasively in individual and group settings — written and verbal communication that reflects the professionalism and credibility of the ONKOS brand
• Understands the business implications of territory decisions and maintains a consistent orientation toward revenue attainment, profitability, and performance
• Looks for ways to improve processes, promote quality, and ensure patient safety standards are upheld at every account
Physical Requirements
• Requires standing and walking approximately 75% of the time during field activity
• Extensive travel required — 50%+ within assigned territory
• Must be able to lift sample cases and product displays — up to 50 lbs
• Must be able to obtain and maintain OR credentialing at all key accounts within the territory
Job Responsibilites:
Territory Revenue & Business Performance
• Own and drive the territory revenue plan — accountable for achieving quarterly and annual revenue targets across the full account base
• Develop and execute a structured territory business plan with account-level targets, distributor deployment strategy, call frequency expectations, and measurable quarterly milestones
• Provide monthly revenue forecasting with accuracy and consistency — surfacing risks, opportunities, and account-level intelligence to Area Sales Director on a regular cadence
• Evaluate and communicate risks to the territory revenue plan and provide solutions to mitigate them; own the resolution of any customer or performance issues through to completion
• Manage company expenses according to plan — responsible budget stewardship with timely and accurate expense reporting
• Provide ongoing competitive intelligence — tracking competitor activity, market share shifts, new surgeon targets, and pricing dynamics across the territory
Distribution Management & Partner Accountability
• Own the full distributor and sub-rep network within the territory — accountable for partner performance, coverage, clinical competency, and commercial results
• Set distributor revenue targets, conduct structured performance reviews, and provide coaching and development support to ensure partners meet ONKOS performance standards
• Manage distributor contract compliance, pricing adherence, and territory coverage obligations in alignment with ONKOS commercial policy and VP of U.S. Distributor Sales direction
• Identify and recruit new distribution partners where coverage gaps exist; make replacement recommendations when performance standards are not met and escalate to Area Director
• Ensure all distributor representatives are credentialed, trained, and capable of delivering clinical case support and an exceptional surgeon experience across all ONKOS product lines
• Serve as the primary escalation and resolution point for distributor-level issues, conflicts, and customer satisfaction concerns within the territory
Hospital Approvals, Contracting & Pricing
• Own the hospital approval process at accounts across the territory — managing the value analysis committee (VAC), supply chain, and formulary process to establish and maintain ONKOS access
• Collaborate with the VP of U.S. Distributor Sales on pricing strategy and implementation — ensuring distributor and hospital-level pricing aligns with the ONKOS commercial framework
• Support hospital contracting efforts within the territory in coordination with VP and commercial operations; maintain accurate records of contract status, terms, and renewal timelines
• Ensure all commercial activity within the territory adheres to ONKOS Code of Business Conduct, compliance requirements, and applicable regulatory standards
Clinical Support & Case Coverage
• Accountable for servicing the clinical needs of surgeon customers across the territory — providing first- line case coverage at non-SAM accounts and ensuring every surgeon has a world-class ONKOS experience
• Coordinate with the Field Product Director to ensure all distributor representatives have the clinical training, product knowledge, and case support capability required to represent ONKOS at every account
• Manage case logistics for distributor-covered accounts — instrument availability, implant sets, OR scheduling coordination, and post-case follow-up
• Support the SAM with operational case logistics at Priority 1 accounts when scheduling, implant availability, or distributor coordination needs arise
• Maintain OR credentialing at key institutions within the territory to ensure personal case coverage capability when needed
• Provide ongoing in-servicing and technical training to hospital staff, OR teams, and distributor representatives within the territory
Customer Experience & Voice of Customer
• Deliver a consistent, exceptional customer experience at every account — surgeons, OR staff, and hospital administrators should regard the RSM as a trusted, reliable, and knowledgeable ONKOS partner
• Provide voice of customer feedback to ONKOS development, marketing, and customer service — translating field intelligence into actionable insights that improve the product, the service, and the commercial approach
• Manage assigned inventory assets according to ONKOS policies and procedures — ensuring instrument sets and implant inventory are properly maintained, tracked, and accounted for across the territory
• Conduct regular field rides and joint calls with distributor representatives to assess customer relationships, coach clinical performance, and maintain ONKOS visibility at key accounts
Compensation:
- Base: $150k
- OTE: $265k uncapped
Location:
- Territory Parameters: Northeast Region includes everything north of New Jersey and Pennsylvania.
- Candidate Location: New York, Boston, Connecticut, or New Jersey, near major airport.