Market Manager - West

Strategic Market Manager – Surgical Solutions

Position Overview

We are seeking a highly driven Strategic Market Manager (SMM) responsible for driving adoption, penetration, and market expansion of an innovative surgical wound irrigation portfolio across assigned strategic accounts and geographies.

This role blends market creation, clinical engagement, strategic selling, and account execution. The Strategic Market Manager will partner closely with National Accounts, direct and indirect sales teams, independent distribution partners, Marketing, Professional Education, Medical Affairs, and Medical Science Liaisons to accelerate growth and establish the organization as a preferred partner for surgical wound irrigation solutions.

The SMM will serve as the product-line champion and subject matter expert, providing deep clinical and commercial expertise, influencing stakeholders from surgeons and OR leadership to supply chain executives, and ensuring successful execution of targeted growth initiatives.

Key Responsibilities

Market Development & Sales Growth

• Achieve and exceed annual sales objectives within the assigned geography.
• Develop and execute strategic plans to drive product adoption, penetration, and market share growth.
• Identify and develop new business opportunities within hospitals, health systems, and targeted surgical specialties.
• Expand utilization beyond traditional orthopedic applications and distributor-driven business.
• Maintain and grow existing accounts not currently supported by independent distribution partners.
• Lead enterprise and top-down strategies within key IDNs and strategic accounts.
• Develop new customers while establishing and maintaining long-term relationships with existing customers.
• Monitor performance throughout the assigned area and implement strategies to consistently achieve or exceed growth objectives.

Distribution Partner Management

• Collaborate closely with 1099/independent distribution partners to drive territory performance and market development.
• Train distribution representatives on clinical applications, product positioning, competitive differentiation, and sales strategy.
• Provide support for strategic opportunities, trials, demonstrations, and customer training when appropriate.
• Work alongside distribution partners to expand surgeon education and product adoption.
• Monitor opportunities and performance across distributor-supported territories.
• Oversee pipeline and forecast roll-up from distribution partners.
• Influence and hold partners accountable to agreed-upon growth strategies and business objectives.

Clinical & Surgeon Engagement

• Develop comprehensive clinical and commercial expertise within the surgical wound irrigation and infection prevention markets.
• Serve as a clinical and product specialist capable of educating surgeons, nurses, OR leadership, and other key stakeholders.
• Conduct product demonstrations, in-services, and training for clinical staff.
• Attend appropriate on-label surgical procedures to provide technical support and ensure proper product utilization.
• Demonstrate a strong understanding of human anatomy, surgical terminology, infection prevention, and OR workflows.
• Drive surgeon education in partnership with distribution representatives and Medical Science Liaisons.
• Develop and maintain relationships with Key Opinion Leaders (KOLs) in partnership with Medical Affairs and Medical Science Liaison teams.
• Support national and regional symposiums from a sales, market research, education, and KOL-development perspective.

Strategic & Enterprise Account Management

• Develop relationships with surgeons, clinical leadership, supply chain executives, hospital administrators, and other key decision-makers.
• Build strategies at both the clinical and enterprise levels to facilitate broader product adoption.
• Partner with National Accounts on IDN-level opportunities and contracting initiatives.
• Navigate complex hospital and health-system decision-making processes.
• Identify opportunities to expand utilization across additional facilities, procedures, and surgical specialties.
• Position yourself as a trusted clinical and commercial resource to customers.

Cross-Functional Collaboration

• Collaborate extensively with National Accounts, direct sales, inside sales, Medical Science Liaisons, Professional Education, Marketing, Medical Affairs, and other internal commercial partners.
• Coordinate internal and external resources to support strategic account opportunities.
• Partner with internal teams to address contracting, clinical education, customer service, and product availability needs.
• Provide timely market intelligence and customer feedback regarding competitive activity, market trends, and customer requirements.

Pipeline, Forecasting & Commercial Excellence

• Maintain an accurate and actionable Salesforce pipeline and forecast.
• Manage funnel development across assigned accounts and geographies.
• Oversee opportunity reporting and funnel roll-up from independent distribution partners.
• Provide frequent and timely feedback regarding performance against business objectives.
• Maintain disciplined daily, weekly, and monthly CRM management.
• Monitor performance across the assigned area to ensure progress toward annual sales goals.
• Utilize data and market insights to identify gaps and prioritize growth opportunities.

Basic Qualifications

• Bachelor’s degree in Business, Life Sciences, or a related field required.
• Minimum of 5 years of successful sales experience, preferably within medical device or medtech.
• Demonstrated history of consistently meeting or exceeding sales targets.
• Experience selling within hospital and operating room environments.
• Strong clinical aptitude with the ability to confidently discuss medical technologies in relation to human anatomy and surgical procedures.
• Strong understanding of medical and surgical terminology.
• Ability to work effectively within an operating room, observe surgical procedures, and stand for extended periods.
• Strong persuasion, influencing, presentation, and relationship-building skills.
• Excellent organizational and time-management capabilities.
• Self-motivated with the ability to manage competing priorities with minimal direction.
• Ability to effectively build relationships with hospital customers, distribution partners, and internal stakeholders.
• Proficiency with Microsoft Office and CRM platforms, including Salesforce.
• Ability to travel up to 75%, including multiple overnight trips.

Preferred Qualifications

• 3+ years of sales experience within surgical wound irrigation, infection prevention, or a closely related surgical market.
• Experience selling surgical products directly within the operating room.
• Previous experience working with or managing 1099/independent distribution partners.
• Experience with IDN-level selling and contracting.
• Experience working with surgeons, OR leadership, supply chain, and hospital executives.
• Demonstrated success developing new markets or expanding an emerging technology into new specialties and accounts.
• Experience influencing indirect sales partners without direct reporting authority.

Additional Requirements

• Ability to maintain all required hospital and vendor credentialing.
• Ability to meet customer and medical facility access requirements.
• Valid state-issued driver's license and ability to meet applicable auto safety requirements.
• Ability to travel extensively throughout the assigned geography.
• Commitment to patient safety, product quality, ethical business practices, and all applicable quality and compliance requirements.

Ideal Candidate Profile

The ideal candidate is a strategic market builder rather than a traditional territory salesperson. This individual will understand how to create demand, influence surgeons, navigate complex IDNs, leverage independent distribution partners, and coordinate internal resources to drive adoption.

They will combine strong OR credibility and clinical acumen with commercial execution, have experience influencing 1099 partners without direct authority, and be equally comfortable discussing clinical value with a surgeon and developing an enterprise strategy with supply chain or health-system leadership.

Success in this role requires someone who can own the business within their geography, create structure and accountability around the opportunity funnel, develop new markets, and translate strategy into measurable sales growth.