Territory Business Manager

Territory Business Manager

The Territory Business Manager drives adoption of Elutia's regenerative portfolio within an assigned territory, building deep relationships with plastic and reconstructive surgeons and leading new accounts through clinical evaluation, Value Analysis Committee (VAC) approval, and conversion. Following the divestiture of its BioEnvelope business to Boston Scientific, Elutia is concentrating its resources on the $1.5 billion U.S. plastic and reconstructive surgery market, where post-operative infection remains a persistent and costly complication. This role is central to building Elutia's commercial footprint ahead of and following the launch of NXT-41x, a next-generation antibiotic-eluting biomatrix purpose-built for breast reconstruction that leverages the same drug-delivery technology behind the successful commercial launch of EluPro™. This individual will operate with a high degree of autonomy, representing Elutia in the operating room, in the C-suite, and everywhere in between.

We're proactively building our commercial talent pipeline now, ahead of NXT-41x's planned launch in early 2027 — connect with us today to get on our radar early and help shape territory strategy from the ground up when the role opens.

We Are Specifically Looking For Candidates In The Following Areas:

• Manhattan / Long Island / Boroughs, NY
• Atlanta, GA
• Birmingham, AL
• Baltimore, MD
• Washington D.C.
• Dallas, TX
• Los Angeles / Bay Area, CA
• Chicago, IL
• Miami, FL
• Philadelphia, PA
• Charlotte / Raleigh, NC
• Charleston / Greenville, SC

How You'll Contribute:

• Build, manage, and grow an assigned territory — including greenfield accounts — leading new accounts from initial clinical evaluation through VAC approval and committed usage.

• Develop and execute a territory business plan that identifies target accounts, surgeons, and hospital systems.

Clinical & Relationship Impact

• Provide in-person, hands-on Operating Room (OR) support and serve as a trusted clinical resource to surgeons and hospital staff.

• Maintain up-to-date clinical knowledge of Elutia's regenerative biomatrix technology and the broader breast reconstruction landscape.

• Navigate hospital Value Analysis Committees and GPO contracts, delivering clinical and economic value propositions tailored to surgeons, administrators, and payers.

Relationship & Stakeholder Management

• Cultivate and maintain trusted relationships with plastic and reconstructive surgeons, OR staff, and hospital administration.

• Navigate hospital Value Analysis Committees (VAC) and Group Purchasing Organization (GPO) contracts to secure formulary access.

• Partner with hospital supply chain, materials management, and finance stakeholders on pricing and economic value conversations.

Selling & Communication

• Deliver clinical and economic value propositions tailored to surgeon, administrator, and payer audiences.

• Translate clinical outcomes and health-economic data (e.g., infection rates, cost of complications) into a compelling case for adoption.

• Represent Elutia at relevant medical conferences, society meetings, and trade shows as needed.

Cross-Functional Execution

• Partner with Marketing, Clinical Affairs, Medical Affairs, and Regulatory teams to support field execution, and represent Elutia at relevant medical conferences and society meetings.

• Maintain accurate, timely records of accounts, opportunities, and pipeline activity in the CRM.

• Provide regular forecasting, territory reporting, and market intelligence to sales leadership.

• Operate in full compliance with all applicable healthcare compliance standards, including AdvaMed, Sunshine Act reporting, and hospital OR credentialing/safety requirements.

What You'll Bring:

Required

• Full-time, exempt position based in the assigned territory.

• Bachelor's degree required.

• 7+ years of direct sales experience in medical device, biologics, or surgical products, with demonstrated quota attainment.

• Deep, hands-on operating room experience and comfort in a sterile surgical environment.

• Demonstrated fluency in both clinical selling (surgeon-facing) and economic selling (VAC, GPO, hospital administration).

• Proven ability to build a territory from the ground up and drive sustained revenue growth.

• Excellent verbal, written, and interpersonal communication skills.

• Ability to travel within territory as required (may include overnight travel); valid driver's license required.

• Ability to meet hospital vendor credentialing requirements (e.g., background check, immunizations, OSHA bloodborne pathogen training) to obtain OR access.

• Ability to stand for extended periods during surgical cases and to lift and carry product and equipment (up to approximately 25 lbs.).

• Maintains confidentiality of proprietary business, pricing, and customer information.

Preferred — Key Differentiators

Given the highly specialized nature of the breast reconstruction market, the following experience is strongly preferred:

• Direct experience selling into the breast reconstruction space.

• Existing relationships with reconstructive plastic surgeons, particularly around regenerative products.

• A track record combining large corporate sales training and discipline with small company or startup agility.

• Experience navigating hospital Value Analysis Committees and converting new accounts in a competitive, regenerative-medicine environment