Account Manager (Canada) - Arbutus Medical

Account Manager

Location : Remote work within Canada; 70% travel into the U.S.

Arbutus Medical is a rapidly growing medical device venture developing a portfolio of procedure kits to streamline surgery "outside the OR", starting with orthopaedic trauma procedures in the ER.

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.

Competitive salary (budgeted base salary of $75,000) with uncapped commissions (on target an additional $50,000+)

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

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 objectives will be to open new accounts, lead deals from initial product introduction through to closed-won, oversee hospital implementations to ensure high utilization from day one, maximize account penetration by selling additional products, and leverage proven success to target new accounts.

Key responsibilities :

• Own and execute deals from initial product introduction through to closed-won
• Support 1099 rep to present value to the account
• Think and act creatively to engage decision makers and champions to build support within an account
• Track deal progress and regularly update the CRM
• Provide in-person support for product demonstrations, in-services, and new product implementations
• Develop custom value-analysis committee presentations
• Work with reps on the ground floor to drive past stucks
• Owning the deal results and "play point" in email chains
• 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
• 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
• Test innovative approaches, share results, and scale what works
• 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