Regional Sales Manager- Northeast

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 RSM is accountable for territory revenue attainment, distribution management, hospital contracting and pricing, and servicing the clinical needs of surgeon customers across their geography. The RSM owns the territory revenue plan, manages distributor and sub-rep partners to performance, and ensures a consistent, exceptional customer experience at every account in their territory - from tumor centers to high-volume revision hospitals.

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:

Education & Experience
• Bachelors degree or equivalent experience required
• 5+ years of medical device sales experience with a documented track record of territory revenue attainment.
• Orthopedic experience required - strong preference for candidates with orthopedic oncology, complex revision, or limb salvage background
• Demonstrated clinical knowledge and operating room proficiency - comfortable providing intraoperative case support and technical guidance in a surgical environment
• Prior experience managing or working alongside a distributor network preferred

Competencies
• Commitment to the ONKOS Compliance & Ethics Program and adherence to the ONKOS Code of Business Conduct and all supporting regulations, policies, and procedures
• Commitment to the ONKOS mission - genuine belief in the cause of serving cancer patients and the surgeons who treat them
• Strong clinical background within the orthopedic oncology or complex revision market - demonstrates knowledge of the target surgeon, the competitive landscape, and the clinical environment
• Identifies and resolves problems in a timely manner - strong problem-solving skills in both individual and group settings
• Communicates clearly and persuasively in individual and group settings - written and verbal communication that reflects the professionalism and credibility of the ONKOS brand
• Understands the business implications of territory decisions and maintains a consistent orientation toward revenue attainment, profitability, and performance
• Looks for ways to improve processes, promote quality, and ensure patient safety standards are upheld at every account

Physical Requirements
• Requires standing and walking approximately 75% of the time during field activity
• Extensive travel required - 50%+ within assigned territory
• Must be able to lift sample cases and product displays - up to 50 lbs
• Must be able to obtain and maintain OR credentialing at all key accounts within the territory

Job Responsibilites:

Territory Revenue & Business Performance
• Own and drive the territory revenue plan - accountable for achieving quarterly and annual revenue targets across the full account base
• Develop and execute a structured territory business plan with account-level targets, distributor deployment strategy, call frequency expectations, and measurable quarterly milestones
• Provide monthly revenue forecasting with accuracy and consistency - surfacing risks, opportunities, and account-level intelligence to Area Sales Director on a regular cadence
• Evaluate and communicate risks to the territory revenue plan and provide solutions to mitigate them; own the resolution of any customer or performance issues through to completion
• Manage company expenses according to plan - responsible budget stewardship with timely and accurate expense reporting
• Provide ongoing competitive intelligence - tracking competitor activity, market share shifts, new surgeon targets, and pricing dynamics across the territory

Distribution Management & Partner Accountability
• Own the full distributor and sub-rep network within the territory - accountable for partner performance, coverage, clinical competency, and commercial results
• Set distributor revenue targets, conduct structured performance reviews, and provide coaching and development support to ensure partners meet ONKOS performance standards
• Manage distributor contract compliance, pricing adherence, and territory coverage obligations in alignment with ONKOS commercial policy and VP of U.S. Distributor Sales direction
• Identify and recruit new distribution partners where coverage gaps exist; make replacement recommendations when performance standards are not met and escalate to Area Director
• Ensure all distributor representatives are credentialed, trained, and capable of delivering clinical case support and an exceptional surgeon experience across all ONKOS product lines
• Serve as the primary escalation and resolution point for distributor-level issues, conflicts, and customer satisfaction concerns within the territory

Hospital Approvals, Contracting & Pricing
• Own the hospital approval process at accounts across the territory - managing the value analysis committee (VAC), supply chain, and formulary process to establish and maintain ONKOS access
• Collaborate with the VP of U.S. Distributor Sales on pricing strategy and implementation - ensuring distributor and hospital-level pricing aligns with the ONKOS commercial framework
• Support hospital contracting efforts within the territory in coordination with VP and commercial operations; maintain accurate records of contract status, terms, and renewal timelines
• Ensure all commercial activity within the territory adheres to ONKOS Code of Business Conduct, compliance requirements, and applicable regulatory standards

Clinical Support & Case Coverage
• Accountable for servicing the clinical needs of surgeon customers across the territory - providing first- line case coverage at non-SAM accounts and ensuring every surgeon has a world-class ONKOS experience
• Coordinate with the Field Product Director to ensure all distributor representatives have the clinical training, product knowledge, and case support capability required to represent ONKOS at every account
• Manage case logistics for distributor-covered accounts - instrument availability, implant sets, OR scheduling coordination, and post-case follow-up
• Support the SAM with operational case logistics at Priority 1 accounts when scheduling, implant availability, or distributor coordination needs arise
• Maintain OR credentialing at key institutions within the territory to ensure personal case coverage capability when needed
• Provide ongoing in-servicing and technical training to hospital staff, OR teams, and distributor representatives within the territory

Customer Experience & Voice of Customer
• Deliver a consistent, exceptional customer experience at every account - surgeons, OR staff, and hospital administrators should regard the RSM as a trusted, reliable, and knowledgeable ONKOS partner
• Provide voice of customer feedback to ONKOS development, marketing, and customer service - translating field intelligence into actionable insights that improve the product, the service, and the commercial approach
• Manage assigned inventory assets according to ONKOS policies and procedures - ensuring instrument sets and implant inventory are properly maintained, tracked, and accounted for across the territory
• Conduct regular field rides and joint calls with distributor representatives to assess customer relationships, coach clinical performance, and maintain ONKOS visibility at key accounts

Compensation:

Base: $150k
OTE: $265k uncapped
Location:

Territory Parameters:

Northeast Region includes everything north of New Jersey and Pennsylvania.
Candidate Location:

New York, Boston, Connecticut, or New Jersey, near major airport.