Commercial Manager (Northeast)

Anika Therapeutics; Bristol (RI); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Healthcare benefits

Health Savings Account

401(k) with company match

Employee stock purchase plan

Paid time off and incentives

Job summary

Anika Therapeutics is seeking a Commercial Manager to lead assigned product lines in the Northeast, coordinating sales support, distributors, and clinician education. The role partners with the Director of Sales to execute commercial strategy, drive regional growth, manage quotas, and foster distributor success across a travel-heavy territory.

The ideal candidate will have 5+ years in orthopedic medical devices, strong communication and leadership skills, and a proven ability to manage regional

Qualifications

• Bachelor’s degree in Life Sciences, Business Management, or equivalent.
• 5+ years in sales management or leadership in orthopedic devices.
• Experience developing regional distributor networks.
• Strong commercial acumen with a metrics-driven approach.
• Excellent communication and presentation skills to sell complex devices.
• Experience forecasting and tracking regional sales performance.
• Ability to travel ~75%+ across the Northeast territory.

Responsibilities

• Formulate and administer sales strategies, policies, and tactical goals.
• Review and analyze sales activity, performance, and forecasts with the DOS.
• Support regional commercial strategies to drive revenue and market share.
• Serve as a resource within surgical and clinical environments.
• Coordinate distributor education, training, and product messaging.
• Develop and maintain key distributor relationships and major accounts.
• Cultivate KOL relationships across orthopedic and sports medicine communities.
• Support trade shows, medical education programs, and distributor events.
• Ensure vendor clearance and regulatory documentation; support additional duties.

Skills

Communication and presentation

Strategic account management

Distributor networks

Forecasting and metrics

KOL relationship building

Team leadership

Collaborative selling

Commercial acumen

Education

Bachelor’s degree in Life Sciences or Business

Job description

The Commercial Manager is responsible for assigned Anika product lines and manages sales support functions, strategic account coordination, and product education activities with distributors and clinicians throughout the Northeast region. This role partners closely with the Director of Sales (DOS) to support commercial strategy execution, regional growth initiatives, sales quota management, and distributor success. The ideal candidate is a highly collaborative and commercially driven sales leader with experience in orthopedic surgical and medical device markets, capable of operating effectively in a dynamic, field-based environment with extensive regional travel.

• Participate in formulating and administering sales policies, strategies, and corresponding tactical goals and objectives.
• Assist the DOS in reviewing and analyzing sales and marketing activities, operational performance, and forecast data to evaluate progress toward departmental goals and objectives.
• Support execution of regional commercial strategies designed to drive revenue growth, market penetration, and customer retention.
• Serve as a subject matter resource within surgical and clinical environments.
• Responsible for obtaining and forwarding all revision information and associated documentation to the Quality & Regulatory team.
• Work collaboratively with distributors to ensure strong sales message delivery and commercial success through the regional sales channel.
• Organize and participate in distributor sales training and product education initiatives as needed.
• Collaborate with local distributor partners to win, develop, and retain major key accounts.
• Develop and maintain strong KOL relationships throughout the orthopedic and sports medicine community at both regional and national levels.
• Support Anika trade shows, medical education programs, and key distributor-sponsored events.
• Responsible for vendor clearance credentialing requirements.
• Support additional duties and projects as assigned.

Success in this role requires the ability to manage multiple commercial priorities while collaborating effectively with distributors, clinicians, and internal stakeholders. The ideal candidate demonstrates strong communication skills, strategic account management capabilities, business acumen, and the ability to work independently while driving measurable commercial outcomes across a large geographic territory.

• Bachelor’s degree in Life Sciences, Business Management, or equivalent qualification.
• Ability to travel approximately 75%+ of the time throughout the Northeast territory.
• 5+ years of highly successful sales management and/or leadership experience within the orthopedic surgical or medical device sector, or equivalent experience.
• ~ Experience developing and managing regional distributor networks.
• ~ Strong commercial acumen with a metrics-driven and fiscally responsible approach.
• ~ Excellent communication and presentation skills with the ability to sell complex medical devices effectively.
• ~ Experience managing forecasting processes and regional sales performance metrics.
• ~ Anika also offers a discretionary bonus program for all full-time employees, comprehensive healthcare benefits, health savings account, 401(k) plan with up to 5% company match which includes immediate vesting, employee stock purchase plan at a 15% discount, accrued paid time off, additional long-term incentives including stock awards, and much more.