Position Title: General Manager – East Area (Field-Based Medical Device Sales)
Position Overview
The General Manager – Sales (GM) will serve as the most senior field-based commercial sales leader for our Soft Tissue Repair division, focused on Hernia and Plastic and Reconstructive Surgery. This position will be responsible for leading and executing the sales strategy across 3–4 geographic regions—representing one-third of the U.S. market. This is a high-impact, field-focused role that requires deep leadership capabilities, strong commercial acumen, and a comprehensive understanding of the surgical device market.
The GM will drive regional execution of national sales plans, provide strategic input into 1–3-year tactical commercial planning, and serve as a key liaison between field teams and cross-functional leadership. The GM will also lead all hiring, onboarding, and field training efforts for new commercial hires in their territory.
Target Base Salary - $210,000; Target Incentive Compensation - Up to $50,000 / Quarter
Essential Duties and Responsibilities
Commercial Leadership & Execution
- Lead and manage 3–4 Regional Sales Directors (RSD's) and their respective teams across a defined third of the country. Also responsible for the Plastics Surgery Directors (PSD's) vertical role responsibility for those who support the Area's subsequent regions.
- Own LiquiFix Product Management as the Subject Matter Expert and then roll out Quarterly Plans for distribution targets, executable evaluation periods, and leveraging the AMS relationship to share resources across all responsible markets to drive product usage and adoption.
- Translate national commercial strategies into regional execution plans that deliver sales growth and share gains.
- Own annual territory planning and responsible for quarterly forecasting across the entire Area.
- Drive all high growth expectations via performance management, coaching, and development of the RSD's and their teams to exceed sales targets.
- Conduct regular field visits with Regional Sales Directors and Plastic Surgery Directors to ensure that the Quarter Plans of Action are implemented across all Territory Managers and Account Specialists.
- Leverage all Commercial Operations market dynamics tools to scorecard metrics against data, calendarize all Medical Education events to drive attendance and ensure surgeon follow up on that clinical pathway, and lastly, constant alignment with the Strategic Contracts Team to execute the terms of all agreements across the entire Area.
Strategic Planning & Market Development
- Collaborate closely with executive leadership and marketing to contribute to the 1–3-year tactical sales plan.
- Identify and prioritize market expansion opportunities based on market gaps, customer insights, and business potential.
- Constantly measure account performance with timelines for product usage, surgeon engagement, especially in programs >90 days without OviTex or OviTex PRS utilization.
- Work cross-functionally with Marketing, Medical Affairs, and Sales Ops to align territory expansion with product launches and organizational capabilities.
Industry Engagement & Representation
- Serve as a senior company representative at all major national hernia and plastic and reconstructive surgery society congresses, symposia, and trade shows.
- Partner with Key Opinion Leaders (KOLs), surgeons, and institutional stakeholders to support product education and strategic relationships.
Talent Acquisition & Training
- Lead recruiting, hiring, and onboarding of all field-based commercial personnel within the assigned geography.
- Oversee and execute field-based training for new hires, in collaboration with Sales Training and HR. Play a role in on-boarding with sharing GM calendarized activities for new hire training and session attendance.
- Performance manages entire organization against the forecast of patience treated, current and new product program building, and lastly quarterly and annual revenue goals.
- Build and maintain a high performing, engaged, and diverse commercial teams.
Education and Experience
- Bachelor’s degree required; MBA or advanced degree preferred.
- Minimum 10+ years of experience in medical device sales, with at least 5 years in successful sales leadership (e.g., Regional or National Sales Manager).
Required Knowledge, Skills and Abilities
- Strong track record of sales execution and leadership in surgical specialties; hernia or breast reconstruction experience highly preferred.
- Deep understanding of field sales dynamics, territory planning, performance management, and healthcare provider engagement.
- Proven ability to lead, coach, and scale high-performance sales teams.
- Strategic thinker with demonstrated success in tactical planning and execution.
Key Competencies
- Leadership and Influence
- Strategic and Analytical Thinking
- Strong Communication and Executive Presence
- Results Orientation
- Talent Development
- Cross-Functional Collaboration
- Adaptability and Change Leadership
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Must be able to:
- Ability to carry and lift product inventory of up to 10 lbs.
- Must have demonstrated ability to multitask in high pressure, changing conditions.
Working Conditions
This position works in a home office or corporate office. The noise level in the work environment is quiet to moderate.
Primary Location and Travel
We anticipate that on an ongoing basis this role will be an office/field-based position. Extensive travel required; up to 70%. This role must reside in the location designated.
Disclaimers
This is a representative description of the job and is not intended to be all-inclusive. Employees may perform other related duties as required to meet the ongoing needs of the organization. Duties, responsibilities, and activities may change at any time with or without notice.
TELA Bio, Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, pregnancy, national origin, age, marital status, protected veteran status, disability status, or any other status protected by federal, state, or local law. For more information, please check out our website: www.telabio.com
Equal employment opportunity, including veterans and individuals with disabilities.
