Strategic Account Manager- Tampa/Orlando

Company Overview:

ONKOS Surgical is a rapidly growing orthopedic implant company focused exclusively on orthopedic oncology and complex revision surgery - two of the most demanding and underserved specialties in musculoskeletal care. Our implants are used by fellowship-trained orthopedic oncologists and high-volume complex revision surgeons performing limb salvage, tumor resection reconstruction, and complex joint reconstruction procedures at leading academic medical centers and cancer programs nationwide. Our commercial model is built around three distinct but deeply aligned field roles: the Strategic Account Manager (SAM), who owns Priority 1 surgeon relationships at our most critical institutions; the Regional Sales Manager (RSM), who owns distribution and territory revenue performance; and the Field Product Director (FPD), who owns clinical excellence across the entire selling organization. The RSM is the commercial anchor of this model - the role that ensures the entire territory performs, every distributor is accountable, and every surgeon in the region has access to ONKOS.

Job Overview:

The Strategic Account Manager (SAM) owns ONKOS Surgicals relationship at a defined set of Priority 1 accounts - nationally recognized cancer centers, NCI-designated programs, Becker Top 100 orthopedic hospitals, and high-volume complex revision institutions within an assigned geographic cluster. This is not a territory sales role. The SAM is accountable exclusively to a named list of 6-8 accounts and compensated entirely on performance within those accounts.

Products:

• Founded in 2015, with best-in-class innovation partners, Onkos Surgical will deliver high quality implants and instruments that meet the unique needs of musculoskeletal tumor patients.
• From modular segmental systems to customized solutions and patient specific products, Onkos Surgical will partner with surgeons to provide new innovations to help address complex cases.
• Onkos Surgical has capabilities to increase the speed and delivery of innovation. Onkos Surgical is leveraging new technologies, such as 3D printing, to meet the unique needs of the cancer patient or surgeon.
• Onkos Surgical will develop products for both hard and soft-tissue applications while continuing to explore strategic partnerships to differentiate our product portfolio.

Qualifications:

Required Qualifications
• Bachelors degree required; advanced degree or clinical background a plus
• Minimum 5 years of medical device sales experience, with documented success in complex, consultative selling environments. Must have total joint recon and/or trauma experience.
• Experience selling into academic medical centers, NCI-designated cancer programs, or top-ranked orthopedic institutions strongly preferred
• Demonstrated ability to navigate complex hospital sales environments with multiple stakeholders - surgeons, administrators, OR staff, and value analysis committees
• Track record of meeting or exceeding quota in a competitive, clinically demanding product category
• Ability to be present in the operating room for intraoperative case support - current OR experience and willingness to obtain required credentialing at all assigned accounts
• Valid drivers license and ability to travel up to 60-70% within the assigned account cluster

Strongly Preferred
• Prior experience in orthopedic oncology, complex revision arthroplasty, or oncologic reconstruction - direct category experience is a meaningful differentiator
• Existing relationships with fellowship-trained orthopedic oncologists, tumor board programs, or high- volume complex revision surgeons
• Experience at a direct-model medical device company with named account selling (vs. broad territory distribution model)
• Familiarity with limb salvage, megaprosthesis, or modular implant systems
• Experience working alongside - not through - distribution partners in an institutional selling model

Competencies
• Clinical credibility - able to engage surgeons as an equal in clinical conversations about technique, implant design, and patient outcomes
• Hunter mentality with relationship depth - able to open new accounts and convert surgeons while building long-term institutional loyalty
• Disciplined account management - comfortable managing a small, defined account list with structured call frequency and strategic intent
• Excellent organizational and case planning skills - proactive, not reactive, in managing case schedules and logistics
• Strong communication and executive presence - able to represent ONKOS credibly at the department chair and hospital administration level
• Coachable and collaborative - works effectively within a team structure that includes the Area Director, RSMs, distributors, and clinical support

Job Responsibilites:

Account Ownership & Surgeon Relationships
• Build and maintain direct relationships with fellowship-trained orthopedic oncologists and high-volume complex revision surgeons at your assigned Priority 1 accounts
• Develop relationships with department chairs, tumor board directors, OR coordinators, and hospital administration at each account
• Serve as the primary ONKOS point of contact for all clinical and commercial matters within your assigned accounts
• Identify, qualify, and cultivate all surgeons within your accounts who perform limb salvage, tumor resection reconstruction, or complex joint revision procedures
• Track fellowship graduates and new faculty at your institutions - build relationships with fellows 12-18 months before they become attendings
Case Coverage & Clinical Excellence
• Ensure ONKOS presence at every qualifying case across your Priority 1 accounts - this is a non- negotiable expectation
• Provide expert intraoperative support for all ONKOS implant systems, including the ELEOS Limb

Salvage System and complex revision product lines
• Coordinate with the RSM and distributor network to ensure implant and instrument availability at every
scheduled and emergent case
• Develop and maintain case scheduling awareness - proactively identify upcoming cases rather than waiting for distributor notification
• Phase out passive distributor reliance for case notification at Priority 1 accounts within the first 6 months of deployment

Revenue Performance
• Achieve and exceed annual revenue quota within your assigned Priority 1 account list
• Grow ONKOS revenue at each account by converting untapped surgeons, expanding utilization with existing surgeons, and establishing ONKOS as the preferred platform for eligible procedures
• Identify and develop new surgeon relationships that expand the ONKOS-eligible case funnel within each account
• Track and report account-level revenue, case volume, surgeon utilization, and competitive landscape on a regular cadence to the Area Director

Hospital Access & Institutional Strategy
• Obtain and maintain credentialing and OR access at all assigned Priority 1 accounts
• Leverage existing ONKOS revenue at anchor accounts to accelerate credentialing at adjacent facilities within the same health system
• Build relationships with hospital procurement, supply chain, and value analysis committees where applicable
• Represent ONKOS at institutional tumor boards, department grand rounds, and surgical training events within your accounts

Collaboration & Field Coordination
• Report directly to the Area Director - participate in structured weekly and monthly performance cadences, account reviews, and strategic planning sessions
• Work in close coordination with your Regional Sales Manager - the RSM supports logistics, distribution, and broader regional activities; the SAM owns the Priority 1 surgeon relationship
• Participate in quarterly joint account reviews with the RSM and Area Director to align on account strategy, pipeline, and competitive positioning
• Provide field intelligence to the Area Director and commercial leadership on surgeon feedback, competitive activity, formulary status, and emerging account opportunities
• Collaborate with ONKOS clinical education and marketing teams to support surgeon training, product demonstrations, and scientific exchange

Compensation:

• Base: $125k
• OTE: $215k uncapped

Location:

• Territory Parameters: Central and North Florida, with a primary focus on the greater Tampa/Orlando markets.

• Candidate Location: Tampa or Orlando