Market Development Manager

Company Overview:

FesariusTherapeutics is an early-stage, high-growth bioregenerative technology company commercializing solutions for the advanced wound care, reconstructive surgery, and regenerative medicine markets. The company was founded in 2015 around technology developed by Dr. Jason A. Spector, Chief of the Division of Plastic and Reconstructive Surgery at Weill Cornell Medicine, who set out to solve the limitations he saw firsthand in the products available to treat full-thickness skin loss.

Fesarius is at a pivotal stage of growth - established hospital access, expanding physician adoption, a growing body of clinical evidence, and significant white space to build new markets. The company recently raised approximately $20 million, with investment from Johnson & Johnson and the American Society of Plastic Surgeons, and is actively expanding its commercial infrastructure across marketing, sales operations, clinical evidence, and physician/KOL resources. Leadership describes a genuine startup environment - fast-moving, entrepreneurial, hands-on, and collaborative - where employees have direct access to leadership and meaningful influence on the direction of the organization.

The commercial model pairs a direct field team with a network of independent agents. The Market Development Manager (MDM) is the role that converts hospital access into physician utilization - working alongside existing agents where access already exists, and independently opening new physicians, specialties, and accounts everywhere else.

Job Overview:

The Market Development Manager is responsible for building and accelerating the Greater Los Angeles market from the ground up - driving awareness, trial, adoption, and utilization of Fesarius technology across plastic surgery and additional surgical specialties. This is not a traditional account-management position. Fesarius is looking for a true hunter: someone energized by being in the field, developing new physician relationships, working the OR board, identifying cases, and turning hospital access into meaningful revenue growth.

The MDM will spend the majority of their time in hospitals and operating rooms - supporting cases, developing physician champions, and expanding the footprint within existing and new accounts. Fesarius already holds access and relationships within several important health systems in the market, and the MDM will have support from leadership, existing agents, physician relationships, peer-to-peer programs, clinical resources, and a growing marketing infrastructure. The responsibility of this role is to put those resources to work in the field.

This is an opportunity for a successful surgical device representative to step into a Market Development Manager title while remaining highly hands-on in the field, with a clear path to broader commercial leadership as the organization expands. The role initially operates under an MBO-based compensation structure while the market is being built and scaled.

Products:

• DermiSphere™ hDRT is the first and only hydrogel Dermal Regeneration Template on the market - an entirely new class of collagen-based dermal matrix designed for tissue integration and revascularization in the treatment of full-thickness wounds. It received FDA 510(k) clearance in January 2025.
• DermiSphere is a biphasic biomaterial with a novel microarchitecture created by combining a type I collagen hydrogel with denser collagen microspheres. The differential-density interfaces produce a gradient microstructure that supports rapid cellular infiltration and neovascularization.
• Dual resorption technology allows the less dense hydrogel component to be replaced rapidly by the patient's own collagen, while the denser microspheres resorb more slowly - enabling deposition of stable, vascularized neodermal tissue. Where conventional dermal regeneration templates typically require two to four weeks to vascularize, preclinical work showed DermiSphere fully incorporated into the wound bed by Day 3 and fully vascularized by Day 7.
• The hydrogel formulation is highly conformable, maintaining intimate contact with irregular wound topographies. The template is translucent and omnidirectional - it can be applied or adjusted in any orientation and trimmed in the wound bed, simplifying clinical handling.
• DermiSphere is indicated for the management of partial and full-thickness wounds, pressure ulcers, venous ulcers, diabetic ulcers, chronic vascular ulcers, surgical wounds (donor sites and grafts, post-Mohs, post-laser, podiatric, wound dehiscence), trauma wounds (abrasions, lacerations, second-degree burns, skin tears), and draining wounds.
• The clinical evidence base is expanding, with peer-reviewed publications and case reports in circulation and additional publications in progress.

Qualifications:

Education & Experience

• Bachelor's degree preferred
• Several years of medical device or surgical sales experience preferred - Fesarius is open to candidates with only a few years of relevant experience if they have demonstrated success, strong OR experience, and the right level of drive and maturity
• Current or recent experience working in the operating room required
• Demonstrated success in a quota-carrying sales environment, with a track record of achieving or exceeding goals
• Experience calling on physicians and clinical stakeholders, with a strong understanding of surgical workflows and hospital environments
• Demonstrated ability to prospect and develop new business
• Valid driver's license and reliable transportation
• Direct skin-substitute or wound-care experience is not required - Fesarius will train the right surgical sales professional on the product and clinical application

Preferred Backgrounds

• Relevant surgical call points include plastic surgery, orthopedics, orthopedic trauma, podiatry / foot & ankle, general surgery, vascular surgery, burn, extremities, surgical wound care, and other surgical medical device specialties
• What matters most is the combination of OR experience, surgical selling ability, work ethic, competitiveness, and willingness to create business from the ground up - not a specific therapeutic area

Competencies

• A Hunter - Energized by finding the next opportunity. Does not wait for a physician to call - actively looks for cases, physicians, departments, and accounts where the technology can create value.
• A Field Operator - Comfortable being in the hospital, working the OR schedule, supporting cases, and talking to physicians throughout the day. This is not a desk-based management position; leadership specifically described the ideal candidate as a field person rather than someone who wants to manage from behind a desk.
• A Market Builder - Enjoys entering a market with significant white space and figuring out how to create demand, develop relationships, and establish a repeatable commercial strategy.
• A Relationship Builder - Existing physician relationships are helpful, particularly within plastic surgery and other relevant specialties, but relationships alone will not determine success. The ability to build new relationships and generate business independently is critical.
• A Team Player - Works closely with Fesarius leadership and existing independent agents. The goal is to build the market collaboratively rather than create competition between the MDM and independent representatives.
• Confidence & Communication - Confident walking into a hospital and engaging physicians they do not already know. Strong communication, presentation, and interpersonal skills; able to learn complex clinical and technical concepts quickly.
• Ownership & Organization - Strong organizational skills, the ability to manage multiple accounts and opportunities simultaneously, and a high level of personal accountability. Comfortable operating in a fast-paced startup environment.

Physical Requirements

• Willingness to spend the majority of working time in the field and inside hospitals rather than behind a desk
• Ability to work in the operating room environment, including early-morning and same-day case coverage
• Ability to travel throughout the assigned territory by car, and periodically support opportunities elsewhere on the West Coast
• Must be able to obtain and maintain vendor credentialing at all key accounts within the territory

Job Responsibilities:

Market Development & Revenue Growth

• Own the development of the Greater Los Angeles market - accountable for increasing physician adoption, case volume, account utilization, and revenue
• Build and execute a territory strategy focused on identifying high-value accounts, physicians, procedures, and growth opportunities
• Help convert existing hospital approvals and access into actual physician utilization and revenue
• Develop new accounts and opportunities throughout Southern California, including additional markets where the candidate has relevant relationships or commercial opportunity
• Maintain a disciplined pipeline of physician prospects, evaluations, cases, and account-development opportunities
• Participate in the development of quarterly business objectives and MBOs tied to market-development activity and revenue growth

Field & Operating Room Execution

• Spend significant time in the field and inside hospitals, developing new relationships and creating demand for Fesarius technology
• Work directly in the OR environment - reviewing case schedules and identifying opportunities to support cases and introduce the technology to additional physicians
• Review hospital schedules and case boards to identify opportunities for same-day and future case support
• Support physicians through initial evaluations and early cases, helping convert interest into consistent utilization

Physician Development & Education

• Develop relationships with plastic surgeons and expand into additional surgical specialties including orthopedics, orthopedic trauma, podiatry, general surgery, vascular surgery, and other relevant call points
• Identify physicians who may benefit from the technology and proactively create opportunities for evaluation and adoption
• Conduct physician outreach through in-person meetings, lunches, dinners, educational programs, virtual meetings, and other relationship-building activities
• Coordinate peer-to-peer education and physician-to-physician opportunities, including connecting prospective users with company leadership and clinical experts
• Build relationships with physicians who are not currently familiar with the technology and develop them into advocates and repeat users

Account Expansion & Agent Partnership

• Identify additional users within existing hospitals and systematically expand the company's footprint beyond the initial physician relationship
• Partner with existing independent agents and leverage their hospital access, relationships, and health-system knowledge while independently developing new business
• Work collaboratively with the existing Los Angeles/San Diego agent to maximize opportunities within accounts where Fesarius already has access

Market Intelligence & Ownership

• Communicate market intelligence, physician feedback, competitive activity, and account opportunities to leadership
• Take ownership of the market and continuously identify opportunities to increase utilization and expand Fesarius' presence

What Success Looks Like

Success is measured by both commercial results and the activities required to build a sustainable market. Early success includes consistently creating new physician meetings and opportunities; getting physicians introduced to and educated on the technology; driving physician evaluations and initial cases; increasing utilization within existing approved accounts; expanding the number of physicians using the technology within an account; successfully leveraging existing hospital access and agent relationships; developing new physician and hospital relationships independently; and establishing a repeatable strategy for growing the Los Angeles market. Over time, the expectation is to build Los Angeles into a significant revenue-producing territory.

Compensation:

• Base: $125k - $150k, depending on experience
• OTE: $200k - $225k
• MBO-based incentive of $75k annually, paid quarterly, tied to market-development activity and revenue growth (rather than a dollar-for-dollar commission rate)
• Car allowance
• Health, dental, and vision coverage through Blue Cross Blue Shield, with the company covering the large majority of the premium; EAP included
• 401(k) plan
• Two weeks vacation, with flexibility typical of a field sales role
• Company laptop and full commercial toolset, including Acuity MD and HubSpot
• Equity participation may be available - to be confirmed

Location:

• Territory Parameters: Greater Los Angeles and surrounding Southern California markets, including the Inland Empire. Additional opportunities exist throughout Southern California and the broader West Coast, with occasional travel to Northern California or other West Coast markets as business needs arise. The primary responsibility remains building and growing the Los Angeles market.
• Candidate Location: Los Angeles, CA and surrounding suburbs. The candidate does not need to live in the heart of Los Angeles - candidates living throughout the broader LA market may be considered based on their ability to effectively cover the territory.