Key Account Manager, Orthobiologics

Company Background:

Aziyo Biologics is an innovative regenerative medicine company.  Its robust platform of biologic medical devices are designed to improve surgical outcomes for patients. Since its founding in 2015, the company has expanded through acquisitions and strategic partnerships, creating a high growth commercial entity.

Aziyo’s Orthobiologics portfolio includes a comprehensive suite of differentiated products, including viable bone matrixes, dermis, and amnion solutions, used in a range of medical procedures, such as spinal fusions, orthopedic bone repair and wound healing. As a market leader, Aziyo offers its customers proprietary products, unique R&D capabilities and scalable contract manufacturing.

For more information, visit: www.aziyo.com

Position Overview:

This position is a key member of the Aziyo Orthobiologics Sales team and as such is involved in executing the Company’s short- and long-term goals and objectives as it relates to revenue and growth.      

The Orthobiologics Key Account Manager is responsible for developing and maintaining strong relationships with current customers.  This position will drive end-to-end revenue growth with existing customers, including identifying cross-sell or up-sell opportunities, discussing the product value proposition with customers and negotiating commercial terms.  The Key Account Manager will also actively engage current customers to minimize the risk of attrition.  This person will work closely with a cross-functional team of R&D, Operations, Finance and Customer Service, serving as Aziyo’s single point of contact for customers.

Position reports to the General Manager of the Orthobiologics business.

Essential Duties & Responsibilities:

• Develop and maintain relationships with current customers through routinely scheduled touchpoints Define and prioritize strategic plans for key customers Identify unmet customer needs to evaluate opportunities for up-sell and cross-sell Develop and execute plan to discuss growth opportunities with customers and negotiate commercial terms Revise contract terms as needed, based on growth opportunities or business needs Thorough understanding of key commercial terms in customer contracts to support operational efforts and optimize customer experience Collaborate with cross-functional team in R&D, Operations, Finance and Customer Service to address customer needs Timely resolution of customer challenges to ensure customer satisfaction and reduce attrition risk Strong understanding of market trends, competitor positioning and Aziyo products to have productive customer discussions

Education:

Bachelor's Degree in business, science, engineering, finance or other related field. 

Experience and Skills:

• Strong track record of developing customer relationships, as evidenced by growing customer spend, increasing customer satisfaction and decreasing customer attrition Able to independently identify growth opportunities, define strategies and conduct customer discussions Comfortable with deal negotiation and commercial contracts A collaborative team player with an ability to problem solve in a cross-functional setting

• A motivated, persistent and ambitious person, committed to learning and growing in their career

We are an equal opportunity employer committed to affirmative action and diversity in our workforce – M/F/D/V