The posting
The Area Sales Manager, Navigation & Robotics - Northeast is responsible for driving capital equipment sales growth across the Northeast territory for ATEC's robotics and navigation portfolio, including Valence. This highly visible, revenue-generating role is accountable for developing and executing territory sales strategies, building and managing a robust sales pipeline, conducting customer demonstrations, and partnering with distributors, surgeons, and healthcare facilities to achieve commercial objectives.
Essential Duties and Responsibilities
- Drive capital sales revenue for Valence Navigation & Robotics products throughout the Northeast territory.
- Develop and execute strategic territory plans to achieve and exceed annual sales objectives.
- Build, manage, and maintain a robust pipeline of qualified opportunities.
- Identify new business opportunities within hospitals, health systems, ambulatory surgery centers, and surgeon practices.
- Create and deliver compelling value-based proposals and presentations to key stakeholders and decision-makers.
- Negotiate and close capital sales opportunities while maintaining profitability objectives.
- Establish trusted relationships with surgeons, administrators, operating room leadership, supply chain personnel, and executive stakeholders.
- Serve as the primary point of contact for prospective and existing Navigation customer
- Guide customers through the evaluation, purchasing, implementation, and adoption process.
- Ensure a high level of customer satisfaction and responsiveness throughout the sales cycle.
- Coordinate and facilitate field demonstrations, product evaluations, and customer visits.
- Partner with sales, clinical, and marketing teams to showcase the benefits and value of the robotics platform.
- Support surgeon education initiatives, cadaver labs, workshops, and industry meetings as required.
- Deliver compelling product presentations tailored to customer needs and clinical objectives.
- Work closely with Northeast distribution partners to identify, develop, and advance sales opportunities.
- Collaborate with regional sales leadership, clinical specialists, marketing, operations, and training teams to execute strategic initiatives.
- Provide accurate sales forecasting, pipeline updates, and market intelligence.
- Support distributors and field teams with capital sales strategy, customer engagement plans, and competitive positioning.
- Coordinate internal and customer-facing activities required for successful program launches.
- Facilitate seamless handoffs from the sales process to implementation, training, and ongoing customer support teams.
- Monitor customer adoption and utilization to drive long-term account success and expansion opportunities
Requirements
Required
- Demonstrated success managing complex sales cycles with multiple stakeholders.
- Proven ability to develop and close surgeon interest in novel spine technologies.
- Strong presentation, negotiation, and relationship-building skills.
- Ability to travel extensively throughout the Northeast territory.
Preferred
- Experience selling surgical robotics, navigation systems, orthopedic technologies, spine technologies, or other advanced surgical capital equipment.
- Experience working with distributor sales networks.
- Existing relationships within the orthopedic, spine, or hospital marketplace.
- Experience supporting product launches and market development initiatives.
Knowledge, Skills & Abilities
- Strong business acumen and strategic selling skills.
- Ability to influence executive-level decision-makers.
- Proficiency in pipeline management, forecasting, and CRM systems.
- Exceptional communication and presentation abilities.
- Strong organizational and project management skills.
- Ability to thrive in a fast-paced, high-growth environment.
- Collaborative team player with a customer-first mindset.
Education and/or Experience:
- Bachelor's degree or equivalent combination of education and experience.
- 5+ years of successful medical device sales experience in spine.
Travel Requirements:
Approximately 50-75% travel, including customer visits, field demonstrations, training events, and industry meetings.
This role has a direct impact on revenue growth, market expansion, customer acquisition, and the successful adoption of ATEC's navigation & robotics technologies throughout the Northeast region.
Equal Employment Opportunity & Other Disclosures
ATEC is committed to providing equal employment opportunities to its employees and applicants without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, gender expression, or any other protected status in accordance with all applicable federal, state or local laws. Further, ATEC will make reasonable accommodations that are necessary to comply with disability discrimination laws.
For roles based in the United States that require access to hospital facilities, must be eligible for and maintain credentials at all required hospitals, including meeting any applicable physical requirements or vaccination requirements (including the COVID-19 vaccine, as applicable).
At this time, ATEC Spine does not sponsor employment visas for this position. Candidates must be authorized to work in the United States without the need for current or future employer sponsorship.
Benefits
- Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k, IRA)
- Life Insurance (Basic, Voluntary & AD&D)
- Family Leave (Maternity, Paternity)
- Short Term & Long Term Disability
- Stock Option Plan
