Account Manager, Burn Care

The Account Manager, Burn Care is responsible for driving the adoption and utilization of NexoBrid and Epicel within an assigned territory. This is a quota-carrying sales role accountable for achieving or exceeding territory sales objectives while delivering a high-quality customer experience and maintaining patient welfare as the highest priority.

Geography: Southern California (San Diego, Orange County, LA, Fresno)

The Account Manager develops and executes strategic territory and account plans, identifies opportunities for growth, navigates complex hospital systems and product-access requirements, and builds strong relationships with clinical and administrative stakeholders. This individual supports customer education and case activity in partnership with Burn Clinical Specialists and other internal resources to drive appropriate and sustained product utilization.

Core Responsibilities

Sales Execution & Business Development

• Achieve or exceed assigned territory sales goals and performance objectives.
• Develop and execute strategic territory business plans aligned with sales targets and market potential.
• Identify and prioritize high-value accounts and opportunities for new business and account growth.
• Use customer segmentation, targeting, and account planning to drive product adoption and utilization.
• Develop existing accounts while proactively identifying and pursuing new business opportunities.
• Monitor territory performance and market dynamics and adjust plans to maximize business results.

Account Management & Market Access

• Develop and maintain strong relationships with key clinical, administrative, and economic stakeholders within burn centers and hospital systems.
• Navigate complex hospital procurement, formulary, and product-access processes to support appropriate product availability and utilization.
• Present to Value Analysis Committees (VAC), Pharmacy & Therapeutics (P&T) Committees, and other hospital stakeholders as appropriate.
• Partner with Market Access and Reimbursement teams to address customer access, coverage, billing, coding, and payment needs.
• Monitor product utilization and coordinate with appropriate internal partners to support consistent product availability.

Customer & Clinical Engagement

• Serve as a primary point of contact for burn centers, including surgeons, nurses, hospital administrators, and other key stakeholders.
• Provide approved product education and coordinate appropriate clinical support to facilitate product adoption and utilization.
• Partner closely with Burn Clinical Specialists to support customer needs surrounding case activity and appropriate product use.
• Identify, develop, and maintain relationships with clinical champions to support sustained engagement and utilization.
• Maintain current knowledge of Vericel Burn Care products, approved materials, relevant clinical information, and the competitive environment.

Cross-Functional Collaboration

• Collaborate with Burn Clinical Specialists, Marketing, Medical Affairs, Market Access, Reimbursement, and other internal partners to develop and execute account strategies.
• Coordinate appropriate internal resources to address customer needs and advance business opportunities.
• Share market insights, competitive intelligence, customer feedback, and emerging opportunities to inform broader commercial strategy.
• Maintain accurate and timely account, opportunity, and activity information within applicable company systems.

Qualifications

• Bachelor's degree required; Master's degree preferred.
• 3-5+ years of successful sales experience with hospital-based specialty healthcare products, ideally within burn care, wound care, surgery, or a related therapeutic area.
• Demonstrated track record of achieving or exceeding sales goals in a hospital and/or operating room environment.
• Proven ability to develop new business opportunities, grow existing accounts, and successfully manage a complex sales territory.
• Strong understanding of hospital systems, surgical procedures, and sterile field protocols.
• Demonstrated commitment to patient welfare and connecting appropriate patients with therapies that may benefit them.
• Strong complex account management skills, including the ability to identify decision-makers, develop clinical champions, and navigate multiple stakeholders.
• Understanding of healthcare reimbursement, including billing, coding, coverage, and payment.
• Experience navigating hospital procurement, formulary, VAC, and P&T processes.
• Strong business acumen with the ability to analyze territory performance and translate insights into effective account strategies.
• Excellent interpersonal, communication, presentation, negotiation, and relationship-building skills.
• Ability to work independently, manage multiple priorities, and adapt effectively in a dynamic environment.
• Ability to meet the travel requirements of the assigned territory, including regular daily travel and occasional overnight and weekend travel.

The salary range Vericel reasonably and in good faith expects to pay for this position at the time of this posting is $160,000 to $200,000 annually.

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.

In accordance with Massachusetts law, Vericel provides the pay range that it reasonably and in good faith expects to pay for a particular and specific employment position at the time of posting or offer. This range is subject to change based on business needs, market conditions, and individual qualifications. Employees and applicants may request the pay range for their position or for a position to which they are applying. Retaliation for making such a request is strictly prohibited.