Clinical Sales Manager

JOB SUMMARY:

Partner and collaborate with key stakeholders within Commercial to achieve region’s revenue growth goals and manage the region’s clinical specialists and resources. This position will identify and implement strategies to increase coverage efficiency, improve productivity, and strengthen the selling mindset of the clinical team. Responsible for the development/coaching of clinical representatives, as well as administrative management tasks.

ROLES & RESPONSIBILITIES:

• Partner with Regional Sales Director, Territory Managers, and Sales Representatives to drive revenue growth and market share capture through strong coordination of sales and service efforts across the region.
• Identify clinical opportunities through the use of analytics, time studies, and/or field visits.
• Address clinical opportunities through coaching or the development and execution of measurable initiatives.
• Coordinate, develop, and implement strategies to increase service efficiency and optimize clinical headcount utilization.
• Leverage best practices via a network of Clinical Leaders and training.
• Coordinate, develop, and implement strategies to increase service efficiency.
• Manage and coach clinical specialists through the utilization of field rides, individual and group meetings, and company resources to ensure regional alignment of goals, development of talent, and adoption of best practices.
• Demonstrate effective change in leadership to adapt to an evolving customer base, industry service expectations, and changes in team member skills and capabilities needed to win in the market.
• Communicate and drive alignment within CRM at both the Area/Regional level on vision, goals, and activities.
• Adhere to, communicate, and reinforce policies, business conduct, and quality standards.
• Be critical part of a collaborative regional management team to locate, recruit, and hire top clinical candidates for open positions.
• Continually work to maintain a strong, diverse personnel “bench” of candidates for use in future hiring opportunities.
• Oversee the training and development of the clinical team in implant, service delivery, competitive and product knowledge.
• Ensure all direct reports have annual/quarterly objectives and implement a regular schedule of evaluating performance, providing feedback and coaching, and documenting performance needs and achievements; implement performance improvement plans, if needed.
• Coach and advise the clinical team on teamwork, time and task management, and career development.
• Perform administrative tasks related to management, expense, inventory and communication activities.

EDUCATION & COMPETENCIES:

Required:

• Bachelor’s degree plus 7-9 years of related work experience or an equivalent combination of education and work experience
• CRM certification and demonstrated aptitude in CRM therapy knowledge for implants and device support
• Knowledge of local CRM customer base preferred
• Demonstrated leadership/credibility with the local team(s).
• Strong business acumen and strategic problem-solving skills
• Ability to interact effectively with internal and external customers
• Ability to manage conflict effectively and affect change
• Strong oral and written communication skills
• Strong project management experience
• Must be energetic, organized, determined and goal oriented
• Schedule flexibility for case coverage and client meetings after hours and on weekends.
• Ability to travel approximately 25-50% of the time, dependent on territory geography.