Arthrex Key Accounts, Contracting

Position Overview

The Key Account Executive is responsible for strengthening and expanding Arthrex’s strategic relationships within the Chicagoland healthcare market, including hospitals, surgical centers, procurement teams, surgeons, and distributor partners.

This role focuses on strategic contracts, cross‑functional alignment, performance management while ensuring high‑value relationships and support.

Primary Duties & Responsibilities

• Represent Arthrex Chicago, the exclusive agency authorized to sell Arthrex products in the Chicagoland area and Northwest Indiana. Arthrex is a world-class leader in the orthopedic industry.
• Identify and develop new business opportunities with hospitals, surgical centers, distributors, and healthcare providers. Building and maintaining long‑term relationships with key stakeholders including surgeons, procurement teams, and hospital administrators.
• Proactively map the Chicagoland orthopedic landscape to uncover opportunities for product expansion or procedural adoption.
• Collaborate with Sales, Business Development, and agency partners to penetrate high‑value accounts or create new revenue pathways.
• Support the launch and growth of Arthrex product categories (Shoulder, Knee, Hip, Distal Extremity, Capital/Synergy, Biologics, Arthroplasty) based on regional market needs.
• Lead the negotiation, drafting, and execution of contracts, including AAP and all National Account frameworks adapted for the region.
• Partner closely with Legal, Finance, Sales, and Customer Service to ensure compliant, competitive, and strategically aligned agreements.
• Maintain accuracy across all contract files and ensure timely execution and alignment with business objectives. Serve as the contract lead for Chicago key accounts (pricing, terms, renewals, amendments).
• Maintain a strong understanding of all Arthrex orthopedic device offerings, competitive positioning, and market dynamics while staying current on Arthrex product advancements, surgical techniques, and competitive offerings.
• Provide clinical and product insights to internal teams and customer stakeholders and support Medical Education and Sales teams in identifying educational needs or adoption barriers.
• Act as the primary internal contact for Chicago high‑volume accounts, fostering trust with executive, clinical, and supply chain leaders.
• Conduct routine strategic business reviews and ensure account needs are met through coordinated cross‑functional support.
• Monitor, document, and share contract performance, renewals, and compliance, ensuring timely execution and risk mitigation. Prepare renewal timelines and performance scorecards for leadership and account stakeholders.
• Track contract adherence, purchasing trends, product performance, and pricing compliance.
• Identify risks (utilization drops, competitive movement, pricing gaps) and proactively recommend solutions while maintaining Business Acumen, Sales Knowledge, and Clinical Knowledge across all Arthrex product categories.
• Demonstrate strong understanding of procedural workflows across sports medicine, arthroplasty, trauma, foot & ankle, biologics, and capital equipment.
• Support the sales team with contract‑related strategy, documentation, and training.
• Guide agency and distributor teams through contract implications, approved pricing structures, and product category opportunities.
• Participate in regional meetings and support field reps with QBR preparation, pricing approvals, and documentation requirements.
• Adhere to all Arthrex compliance policies, including transparency reporting, contracting governance, pricing accuracy, and ethical interactions with healthcare professionals.

Qualifications

• Bachelor’s degree required
• Minimum 4+ year's experience in orthopedic medical device sales, contracting, key account management, or strategic partnerships.
• Strong financial, analytical, and negotiation skills.
• Proven success building executive‑level relationships (surgeons, supply chain, administrators).
• Excellent communication and presentation skills.
• Familiarity with contract evaluation tools and CRM/CRMA platforms.