Strategic Account Manager, Cardiovascular
Position Overview.
The Strategic Account Manager drives adoption and growth of Elutia’s regenerative cardiovascular portfolio, serving as a trusted clinical resource to cardiothoracic, pediatric cardiac, and vascular surgeons while expanding existing accounts and winning new ones through clinical evaluation, Value Analysis Committee (VAC) approval, and conversion. Elutia’s cardiovascular portfolio includes ProxiCor® PC for pericardial closure, ProxiCor® CTR for cardiac tissue repair, and VasCure® for vascular repair. Unlike synthetic grafts, these biomatrix products support a healthy immune response and natural tissue remodeling, avoiding the foreign body reaction typical of synthetics. Since bringing U.S. sales and distribution of the portfolio in-house, Elutia has built a dedicated cardiovascular business unit focused on growth, and this role is central to deepening surgeon relationships and extending our reach nationwide. This individual will operate with a high degree of autonomy, representing Elutia in the operating room, in the C-suite, and everywhere in between.
How You’ll Contribute:
Clinical expertise and support
- Serve as the go-to clinical expert for our cardiovascular portfolio, providing case coverage and hands-on support in the OR.
- Train and in-service surgeons, residents, nurses, and OR staff on product use, handling, and best practices.
- Build strong surgeon relationships and develop clinical champions who advocate for our products.
- Stay current on cardiovascular procedures, clinical evidence, and the competitive landscape, and translate that knowledge into value for customers.
- Share field and clinical insights with Marketing, Product, and leadership to shape strategy and education.
Distributor partner management
- Lead, train, and align our independent sales partners on clinical messaging, account strategy, and growth priorities
- Field rides w/ distributor partners to support hospital/KOL growth initiatives
- Create annual business plans with each dealer partner that look at territory growth through expansion of new accounts and surgeons
- Collaborate on monthly revenue forecast and new opportunity pipeline
- Support day to day activity (ie quotes, VAC materials) to maximize efficiencies at the field level.
Account development
- Grow existing accounts by expanding into new surgeons, service lines, and sites of care.
- Generate new business by identifying, pursuing, and closing new hospital, IDN, and surgeon accounts across the U.S.
- Build account plans for priority health systems, mapping decision-makers across surgery, supply chain, and value analysis.
- Navigate value analysis committees, contracting, and GPO requirements to secure and protect product approvals.
- Partner with and support distributors and agents where they cover accounts, so customers get a seamless experience.
- Travel to key accounts, high-potential markets, and industry meetings to secure and expand business.
- Maintain an accurate pipeline and forecast in CRM.
- Lead, train, and align our independent sales partners on clinical messaging, account strategy, and growth priorities
Across everything
- Operate with integrity and in full compliance with AdvaMed, OR access, and company policies.
What You’ll Bring:
- Bachelor’s degree preferred, or equivalent experience. A clinical background (RN, CVT, perfusion, or similar) is a plus.
- 8+ years of medical device experience in cardiovascular, cardiac surgery, vascular, or EP, with significant OR case support experience.
- Established relationships with cardiothoracic and vascular surgeons.
- Experience with biologic or regenerative products.
- Experience at a small or growth-stage company.
- Deep clinical knowledge and confidence as a trusted resource to surgeons and OR teams.
- A proven track record of growing existing accounts and opening new ones, consistently exceeding quota.
- Experience with value analysis committees and hospital or IDN contracting.
- Experience working with distributors or independent agents.
- A self-directed, resourceful approach, comfortable building without a playbook.
- Willingness to travel up to [60–75]%, including overnight.