Clinical Account Manager, EOS (Great Lakes)

Alphatec Spine · Remote · US

Open 5 days

Account Growth: you grow customers the company already has (upsell, cross-sell, renewals).

Base: $90K–$110K
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 6d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 3h agoon Alphatec Spine's careers page

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The job

What you'd do

Help hospitals in the Great Lakes region get more out of their EOS imaging system by training surgeons and staff and growing use with existing customers. You'll travel up to half the time.

What you'd sell

Robots and navigation tools that guide spine surgery

When a spine surgeon operates on a patient's back, every move has to be precise. The problem is, these systems are costly capital equipment, and surgeons need hands-on training before they trust one in the operating room. Alphatec Spine sells robot and navigation systems for spine surgery, plus the EOS imaging system, so surgeons can plan and guide operations with more confidence.

In plain English, from their own job posts. Something wrong? Tell me · More Hardware & IoT companies →

Who you'd sell to

Spine and orthopedic surgeons, and service-line directorsIn their words: “interfacing with spine/orthopedic surgeons, service-line directors and the ATEC/EOS sales teams”

Where deals come from

Mostly handed to you: inbound leads or a set list of customers.

The Braun Read

Worth a look

Solid on the basics. Use the first call to fill in the gaps.

Pay: Base is listed but not OTE. Ask what the variable is and how many people hit it.
Transparency: Shares 1 of 5. Mentions territory. Ask about quota, attainment, deal size and sales cycle.
Time on market: Open 5 days.
Company hiring: 6 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Green lights

Gets leads from SDRs. You won't be building all of your own pipeline from zero.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.

Before You Apply

Find out where you fit, and where you don't, before you hit submit.

Why I built it this way ↓

Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.

Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.

It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.

Josh

1 Is the job worth it?

Worth a look. Solid on the basics. Use the first call to fill in the gaps.

No red lights. If it fits what you want, the tools below help you get ready.

See the full Braun Read

2 Where you fit

Upload once, see where you fit on any job.

What people say about working at Alphatec Spine ↓

Got an offer from Alphatec Spine? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Rather talk it through? Call or text me: 954-695-0844 (text)

Full posting

The EOS Clinical Account Manager will work with Regional EOS accounts to drive system utilization, data access, surgeon adoption/engagement, repeat EOS sales, and implant utilization in targeted accounts. This position achieves KPIs by interfacing with spine/orthopedic surgeons, service-line directors and the ATEC/EOS sales teams. Description - Deliver training (post system installation and follow up as required) for the clinical handling of the EOS system, sterEOS workstation, and data management/accessibility - Adjusts radiological acquisition protocols (parameters, patient positioning, etc) and works with customers to optimize workflow and patient imaging care - Educate customer on existing system updates, upgrades, and retraining opportunities available to themProvide the necessary pre-sale support to the regional capital sales team - Conduct annual customer site visits to ensure EOS is being used appropriately. Provide site feedback to ATEC/EOS product Managers - Work to establish foundation for future deployment of 3D modeling, Surgical Planning, and other advanced orthopedic solutions offerings in assigned accounts - Lead data access initatives by identifying site stakeholders, communicating the value proposition, initiating contract and risk assessment reviews, and managing the communication between site stakeholders and internal teams. - Work with Implementation team members before, during and post install to provide customer value and facility efficiencies - Work with marketing/communications team(s) to successfully launch EOS programs that achieve maximum program awareness across catchment area - Train implant sellers throughout the territory on the benefits of EOS - Drive new and existing surgeon adoption through demonstrations and best-practice education. Seek broader relationships within current accounts and sales team to help facilitate networking and prospecting - Establish in-depth understanding of territory’s key opinion leaders, surgeons, and fellows using EOS. Work to ensure they are all aware of EOS benefits - Achieve EOS system utilization goals in assigned accounts. Pull system usage in target accounts monthly and report actuals and trends - Attend and participate in monthly sales meetings, training programs and trade shows as directed - Travel within assigned territory to visit customers, using product knowledge to drive utilization - Maintain daily, detailed reporting in Salesforce for proper management of territory and accounts - Work with sales operations and marketing team(s) to assist in the creation of case studies that highlight the benefits of EOS for all stakeholders Requirements - Bachelor’s degree - 2+ years of successful sales and/or account management experience, Spine or orthopedics medical device & surgery knowledge preferred - Demonstrated success working as an integral cross-functional team member - Tangible experience of routinely working with customers and other sales personnel - Aptitude to learn medical and technical information quickly - Strong relationship building skills, a strong work ethic and a competitive nature - High level of motivation with the ability to operate as an individual and team contributor - Ability to work autonomously - Ability to travel up to 50% 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. Salary Range Alphatec Spine, Inc. complies with state and federal wage and hour laws and compensation depends upon candidate’s qualifications, education, skill set, years of experience, and internal equity. $90,000- $110,000 Full-Time Annual Salary Benefits - Health Care Plan (Medical, Dental & Vision) - Retirement Plan (401k, IRA) - Life Insurance (Basic, Voluntary & AD&D) - Paid Time Off (Vacation, Sick & Public Holidays) - Family Leave (Maternity, Paternity) - Short Term & Long Term Disability - Free Food & Snacks - Stock Option Plan

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