Summary:
The Clinical Specialist will be responsible for assisting the Territory Sales Manager, leading clinical evaluations & trials, in addition to collecting, analyzing & presenting data. Responsibilities will also include giving clinical presentations at professional meetings, cardiothoracic residency/fellowship programs and perfusion schools. The Clinical Specialist will assist the Territory Sales Manager selling, promoting and providing strategic account management of all of Quest's products. These sales will drive revenue growth in the defined geographic territory by new account development and the expansion of existing accounts, to meet sales quotas based on the company's sales goals. The Clinical Specialist will report to the Director of MPS Clinical Sales.
General Duties and Responsibilities:
- Serve as a key business partner to Quest clients in the field, develop & maintain strong relationships. Promptly respond to customer needs & complaints regarding products & service.
- Participate in the coordination of clinical evaluations & trials.
- Collect, analyze & present data.
- Present at professional meetings, cardiothoracic residency & fellowship programs & perfusion schools.
- Acts as a clinical liaison to the R & D team.
- Attend Industry tradeshows.
- Assist Territory Sales Manager by scheduling meetings with current and potential customers to fulfill revenue and unit growth objectives assigned by company on a monthly/quarterly/annual basis.
- Assist Territory Sales Manager in developing & implementing business plans (i.e., weekly, quarterly, monthly) along with providing timely, accurate forecasting by analyzing quarterly and monthly sales figures and reports identifying the needs of particular accounts and discussing issues with the Territory Sales Manager to help the organization achieve its annual sales goals.
- Determine the needs (e.g., product and pricing), goals, product usage, and types of cases handled by specific customers by meeting with and asking in-depth questions of physicians and other hospital personnel to learn which Quest products can best address their specific needs.
- Develop relationships with hospital personnel (e.g. through casual conversation, meetings, participation in conferences) to make new contacts in other departments within hospital and to identify key purchasing decision makers in order to facilitate future sales.
- Educate customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms (e.g., slides, transparencies, manuals) to secure purchasing commitments, often with the help of incentive programs and services made available to the account being developed.
- Observe actual procedures in the operating room of hospital accounts to gain insight into the specific nuances of each physician & perfusionist for a successful evaluation.
Qualifications:
- CCP preferred. Bachelor's Degree or equivalent medical device experience.
- Minimum of 5 years medical device experience and clinical support of mechanical circulatory systems.
- Demonstrated record of clinical expertise.
- Solid understanding of specified functional area, and application of business concepts, procedures and practices.
- Capable of managing time and resources within the assigned territory in conjunction with near-term plans to ensure the territory's objectives are achieved.
- Ensure compliance with hospital credentialing systems, governmental regulations and maintaining honesty, integrity and excellent work ethics.
- Be able to enhance teamwork within the region and maintain a collaborative relationship with all levels of the organization.
- Carry out operations within an established budget.
- Must have sound knowledge of a variety of alternatives and their impact on the business, and be able to exercise judgment in selecting innovative and practical methods to achieve problem resolution in the assigned territory.
- Establish and cultivate an extensive network of support to facilitate completion of assignments.
- Ability to influence middle & upper management and external customers on technical as well as new business solutions.
- Participate in the development of less experienced staff by setting an examples, providing guidance and offering counsel. May lead a project team and participate in determining goals and objectives for projects.
- Basic to intermediate skills in Microsoft Excel, Word, SharePoint, Outlook, Wufoo and familiarity with CRM tools.
- Must have a valid driver's license & speak English.
Quality Requirements:
- Build Quality into all aspects of work.
- Ensure compliance to all FDA and Worldwide Quality & Compliance regulations (As applicable to your job function).
- You must have the education and experience to understand and comply with U.S. and Worldwide medical device regulations (As applicable to your job function).
- Attend all required Quality & Compliance training at the specified interval.
- Adopt the “Beyond Compliance Quality Culture” in the work environment; always meet and exceed requirements.
- Must practice verbatim compliance (exact compliance, no interpretation) with corporate Quality and Regulatory procedures (As applicable to your job function).
- If your job description requires customer facing activities, you must thoroughly understand and comply with the Customer complaint reporting process and complaint procedures (As applicable to your job function).
- Must be able to promptly report any non-compliance issues to QA, RA, Compliance officer or appropriate administrator, including the Compliance Hotline.
- Must be competent with 21 CFR 820, 801, 803, 806 and any other applicable federal regulations, and Quality standards (As applicable to your job function).
- Must not be debarred by FDA for work in any Medical Device or Pharmaceutical business.
Environmental/Safety/Physical Work Conditions:
- Ensures environmental consciousness and safe practices are exhibited in decisions.
- Ensure up-to-date knowledge and compliance with all environmental, safety and health policies. Make management aware of any actual or potential hazards in work environment and recommend any improvements to reduce exposure.
- Use of computer and telephone equipment and other related office accessories/devices to complete assignments
- Will be required to lift up to 65Ibs.
- The position requires travel of approximately 70% and above.
Internal and External Contacts/Relationships
- Field Sales and Service teams.
- Internal department such as Quality, Finance, Sales Compensation, Sales Reporting, Marketing and Service.
- Perfusionists, Physicians, nurses and other hospital personnel.