Account Manager - Arbutus Medical

Arbutus Medical is a rapidly growing medical device venture that sells orthopaedic power tools and surgical procedure kits to help hospitals streamline surgery for the good of patient care.

We are a 16-person team seeking an Account Manager to drive revenue across a list of accounts by building relationships with key 1099 distributors, helping them drive sales. You will be deeply involved in the sales process at key accounts and actively work with distributors to close deals from product introduction to closed won. 

Detailed Role Description

In this Account Manager role, you will support a sales region comprising roughly 30 Level 1 Trauma Centers (Academic Medical Centers). The region will be dictated by a target list of key accounts and key distributorships rather than geographic borders. Your primary objective will be to support key distributorships in converting accounts, maximizing account penetration, and increasing overall market share within this account target list. 

Key responsibilities:

• Own deals from initial product introduction through to closed-won
• Tracking deal progress and regularly updating the CRM
• Providing in-person support for product demonstrations, in-services, and new product implementations
• Developing custom value-analysis committee presentations
• Work with reps on the ground floor to drive deals
• Support product implementations outside of your assigned territory to help the team
• Train, build relationships with, and earn mindshare from a list of key sales reps
• Work with the Commercial Training and Development Manager to build out a training program for the region
• Provide in-field just in time training for reps
• Identify good trade shows to support in a region that will have strong sales payoffs and training opportunities for the reps
• Own revenue quota for the region
• Oversee limited product releases for new products within a list of key reps
• Build relationships with key opinion leaders and residents at a target list of key accounts
• Lead  product implementations and build relationships with key hospital personnel 
• Triage account issues that arise, and potentially solve them depending on their nature
• Obtain utilization checks and health checks at closed-won accounts in the region
• Help execute resident training when new Interns turnover each June/July, supporting Arbutus Medical’s Clinical Training Lead

Why this role, and why now?

We are growing over 2x year-on-year, and recently secured a round of financing to become the leader in our focus market: skeletal traction procedures at U.S. trauma centers. In this market, our complete surgical solution for skeletal traction helps save time for busy surgeons and ER staff, ultimately improving ER throughput (a hot-button topic) and saving money for hospitals. We currently have 60 Trauma Centers using our product and expect to reach #1 market share in 2025. We also launched two additional complementary products in 2024.

Desired Experience, Capabilities, and Traits

• Desire to travel over 70% of your work year, ideally located within 30 mins from Pearson airport
• Valid driver's licence and passport
• Proven ability to build strong, lasting personal relationships
• Clear, empathetic communication, both in-person and in writing
• Proactive and entrepreneurial - you bias toward action and spending time face to face with customers, finding any opportunity to advance your sales goals
• Aspiration - a desire to strive for excellence, solve problems, and improve patient care
• Adaptability - specifically, in a dynamic, fast-paced startup environment, the ability to stay focused on top priorities, keep it simple, and derive as much enjoyment as possible from the journey

What We Offer

• Competitive salary (base salary 65,000-70,000) with uncapped commissions
• An exciting opportunity to get in at the ground floor of a growing venture
• Flexible working hours and work-from-home arrangements
• Extended health benefits
• Professional development funding
• A purpose-driven workplace with passionate teammates who want to help patients and make a positive difference in the world

Our Commitment to Diversity, Equity, and Inclusion

Arbutus Medical is committed to making diversity, equity, and inclusion part of everything we do, from how we build our products to how we build our workforce. If this resonates with you, please apply – even if you don’t feel like you “check all the boxes.” Also, let us know if we can provide any specific accessibility considerations throughout the interview and candidate screening process.

About Arbutus Medical Inc.

Arbutus Medical Inc. is a privately held ISO13485 medical device company headquartered in Vancouver, Canada. Arbutus Medical is developing innovations that streamline surgery for the good of patient care. The company is currently focused on streamlining bedside skeletal traction surgeries in the ER of Trauma Centers through its TrakPak® product line. In addition to TrakPak®, the company distributes a line of surgical drills with DrillCover Technology – an innovation that adapts nonsterile DEWALT® drills for use in surgery – at accessible price points to customers around the globe. Arbutus Medical’s products have regulatory clearances from the U.S. Food & Drug Administration (FDA) and Health Canada, and have been used by partners in 40 countries, enabling an estimated 120,000 surgeries to date. The company’s purpose is to create innovations that streamline surgery for the good of patient care. For more information about Arbutus Medical, visit arbutusmedical.com and follow the company on LinkedIn.