Account Manager

Company Overview

Embark on an enriching journey with PROCEPT BioRobotics, where our vision, mission, and values guide everything we do as a company. At PROCEPT, we put the patient first in everything we do and are committed to revolutionizing treatment for benign prostatic hyperplasia (BPH, otherwise known as prostate gland enlargement) through innovation in surgical robotics. As our company succeeds and grows, we improve the quality of life of patients, provide more effective treatment options for surgeons, uphold the trust of our shareholders. That starts with a commitment to our People with a focus on creating an evolving landscape for your career, brimming with transformative opportunities that provide continuous career growth opportunities.

Understanding PROCEPT's Culture

At PROCEPT, we believe every person matters. Every employee, every patient, every caregiver. Because we are here to create a revolution, and we believe in doing that by innovating everywhere with pathological optimism. We believe in being humble and highly engaged in the work we do, while also working together seamlessly for a common goal. At Procept, curiosity, ingenuity and conviction in the power technology will transform the lives of our patients and providers.

And this doesn’t happen by accident. It starts with our live induction program that serves as an incubator for cross-functional team building, an immersion in Procept’s history, jam-packed interactive sessions with executive leadership and a crash-course in the mission and purpose of what we do. It continues with our one-of-a-kind management program designed to build the best managers in the industry, where our people managers across functions come together to exchange ideas and grow, as both managers and learners, in an environment that challenges, supports and broadens.

We are fueled by the opportunity to give people their lives back. And we believe that it begins with YOU! At Procept, we push beyond just finding a work/life balance, we strive to find a work/life blend, a professional world that you are honored and impassioned to belong to, one that you can proudly share with your family, friends, and acquaintances.

An opportunity at PROCEPT BioRobotics won’t just be about finding a job. It will be an opportunity for you to join a community devoted to making a difference in this world!

The Opportunity That Awaits You

Drive sustained Aquablation adoption, procedure growth and consumable revenue across assigned hospitals. Develop existing surgeons, convert priority non-users and reactivate lapsed users. Work with Clinical and hospital stakeholders to remove barriers to routine use and improve patient access.

Meet or exceed agreed quarterly procedure and consumable revenue targets. Own the territory and account growth plans, forecasting and commercial execution. Coordinate clinical support with Clinical so that the role remains focused on surgeon adoption and account development.

What Your Day-To-Day Will Involve

Launch new surgeons

Map BPH surgeons and their current treatment modalities. Prioritize named non-users by case opportunity and adoption barriers. Agree a next action and target first-case date. Coordinate peer-to-peer engagement, case observations and training with Clinical; track progression from first case to repeat and routine use.

Develop existing surgeons

Segment active, occasional and lapsed users and maintain named surgeon development plans. Agree objectives, owners and deadlines for Aquablation Procedure Reviews with Clinical. Address barriers to repeat use, coordinate advanced education or mentoring and support progression to confident, independent use.

Support clinical excellence

Partner with Clinical to coordinate staff education, case support and post-case debriefs. Communicate the Aquablation value proposition and accurate product information using approved materials. Provide agreed product support only within completed training and company authorization; escalate specialist clinical or technical needs to the appropriate team. Hospital growth and Clinical Partnership

Develop demand and patient access

Understand the patient referral, consultation and scheduling pathway at each assigned hospital. Work with hospitals and Marketing to improve awareness and access through hospital education, referring-physician engagement, approved patient information and relevant hospital website activities. Agree local demand-development actions and track progress with the account.

Develop hospital programs

Build relationships with urology, operating-room, nursing, scheduling and hospital leadership. Support recurring Aquablation lists, appropriate multi-case operating days, staff readiness and reliable consumable availability. Coordinate with distributors and internal teams where relevant, and improve workflows in line with each hospital's clinical priorities and capacity.

Account planning and execution

Maintain a territory plan and a 30/60/90-day action plan for each account, with clear growth objectives, named surgeons, priority actions, owners and deadlines. Align plans with account maturity and review delivery through Aquablation Program Reviews and quarterly business reviews. Agree account priorities with the manager, balancing existing-surgeon development and new-surgeon acquisition according to account maturity, growth opportunities and available support.

New accounts: Complete the capital-to-utilization handover. Confirm named surgeons, training requirements and launch actions; focus on first cases, more than one active surgeon and early repeat use.

Growing accounts: Expand surgeon participation and procedure volume, address adoption barriers and develop demand and operating-list capacity.

Mature accounts: Develop existing surgeons, reactivate lapsed users and identify additional capacity and account growth opportunities.

Partnership with Clinical

• Utilization owns: Target identification and qualification, agreed next actions, progression to first case and repeat use, commercial targets and the overall account growth plan.
• Shared coordination: Introductory meetings, training, observations, mentoring, repeat-use reviews and surgeon development plans.
• Clinical: Assessment of clinical readiness, review of relevant clinical data, specialist education and clinical case support. The Account Manager coordinates agreed support and follows through on account actions.
• Patient selection and treatment decisions remain with the treating physician.

Account execution and quality

Cadence

Daily

Review upcoming procedures, priority accounts, surgeon next actions and immediate barriers to case delivery.

Weekly

Develop priority-surgeon contacts; review adoption progress, next actions and the case outlook update and submit the weekly forecast.

Monthly

Review procedure and consumable revenue forecasts, launch progress and delivery of account actions.

Quarterly

Conduct account opportunity and business reviews; update growth plans and involve hospital leadership where appropriate.

Forecasting and consumable coordination

Maintain accurate records of scheduled and completed procedures, cancellations, rebooking, consumable sales, orders and inventory. Submit forecasts on time and explain material changes. Track procedure activity and consumable sales separately and explain differences.

Coordinate post-list stock checks, appropriate inventory levels and replenishment with hospitals, distributors and internal teams. Manage travel and expenses within the approved budget.

Data and cross-functional collaboration

Keep Salesforce and designated trackers current, including account status, surgeon stage, meeting outcomes, next actions and case outlook. Share customer feedback, competitor insights and growth opportunities. Collaborate with Capital Sales, Clinical, Professional Education, Marketing, Field Service, Customer Service, Finance and distributors.

Quality and customer responsibility

Escalate customer concerns, product complaints and safety issues promptly through the appropriate internal channels. Maintain trained status and comply with the PROCEPT Quality Management System, Quality and EHS policies, hospital access requirements, and company policies for customer engagement, product information and patient data handling.

The Qualifications We Need You to Possess

Required

·  Bachelor’s degree or equivalent work experience

·  8+years in medical sales, Urology/OR preferred

·  Experience in medical device sales, account management, or clinical product implementation and utilization support; ability to take accountability for procedure and consumable revenue targets.

·  Ability to build relationships with physicians, nurses and hospital operational stakeholders and translate customer needs into action.

·  Ability to prioritize accounts, execute plans with defined owners and deadlines, learn clinical evidence and communicate product information accurately.

·  Ability to analyze procedure, sales and inventory data and use Excel, PowerPoint and CRM systems for planning and reporting.

·  Professional fluency in Japanese; ability to understand English materials and emails and manage basic written communication.

Preferred

Experience in urology, BPH, surgical technologies or medical robotics; launching innovative medical technologies; operating-room support, product education or proctoring; and growing procedures or consumable revenue at installed accounts. Experience improving workflows, developing referrals, working with distributors or using Salesforce. Ability to participate in English-language meetings and collaborate with international teams.

Working requirements

Field-based with regular hospital visits, domestic travel and attendance aligned with operating schedules. Participate in training and meetings as required and maintain hospital access credentials.

Performance measures

Outcomes

Procedure and consumable revenue target attainment; account growth; active surgeons per account; new surgeons completing a first case; first-to-repeat conversion; procedures per active surgeon; and lapsed surgeons reactivated. Assess operating improvements through procedures per list and recurring list availability, where appropriate.

Leading indicators and execution quality

Named priority surgeons and agreed next actions; first cases scheduled; training and observations completed; Procedure Reviews and quarterly account reviews completed; delivery of 30/60/90-day actions; forecast accuracy and timeliness; and CRM data quality.

Set numerical targets according to installation timing, account maturity and local treatment capacity.