Clinical Specialist

JOB SUMMARY:

Work under the direction of the Regional Manager to increase sales, expand existing sales base, pursue new business opportunities, strategically plan sales activities, identify target accounts, and sell through clinical support activities to help achieve 100% of quota.

RESPONSIBILITIES:

Sales:

• Identify issues that are affecting sales at the centers; develop and execute plans to overcome objections.
• Plan and perform sales activities that move sales forward.
• Demonstrate the ability to articulate and position the value of products, services, and support programs. Demonstrate the ability to position competitive advantages.
• Use sales planning and reporting system as directed.
• Manage time appropriately to ensure that adequate time is spent on proactive sales activities.

Clinical:

• Provide on-site clinical support for patient fitting and device programming at cochlear implant centers.
• Provide support on other clinical issues involving cochlear implants, such as candidacy criteria, assessment procedures, difficult case management including integrity testing, program building, and clinical studies, and seeking input from appropriate personnel at the home office or other field teams to accomplish these activities.
• Effectively train customers on the theory, features, and use of Company systems by incorporating key messages and positioning as appropriate.
• Participate in the AOC program by demonstrating the ability to:
  • Troubleshoot all Company systems
  • Use TeleCare program
  • Document all reports using Company’s corporate issue tracking system within the required 4-day reporting guideline.
  • Support regional activity.
  • Develop a time and territory management strategy and work closely with the Regional Manager to fiscally manage the territory budget to maximize the impact in the market.
  • Accurately identify center needs and seek teams for assistance in execution as appropriate (BEA, E&T, Principal CS, etc.) to maximize impact in the region.
  • Work closely with the BEA to appropriately identify volunteers and utilize the volunteer organization within the region in order to increase sales.
  • Work directly with the schools and educational programs within the region if the activities will positively affect sales.
  • Work closely with Education and Training to develop advanced training events when it meets the strategic need of the region.
  • Work directly with referral sources within the region if the activities will positively affect sales.
• Complete all training requirements within the timeframe described by the Training Department.
• Support the national and regional conventions/conferences that directly impact the regional objectives.
• Other duties as required.

QUALIFICATIONS:
EXPERIENCE:

• One to three years of clinical audiology experience with some experience with adult and pediatric patients with cochlear implants preferred.
• Sales and/or training experience is a plus.

SPECIALIZED KNOWLEDGE & SKILLS:

• Must be willing to learn and effectively implement sales techniques to increase market share at implant centers.
• Familiarity with competitive technology would be helpful.
• Familiarity with behavioral and objective procedures used to assess implant candidacy and the benefit for adults and children.
• Knowledge of electrophysiological testing with implants (ESRT, Neural Response Measurement) is preferred.
• Must be flexible and adaptable.
• Experience fitting and troubleshooting patients’ external equipment and software issues preferred.
• Must be willing to travel greater than 50% of the time.
• Must pass competency exam with a score = 90%.
• Must be willing to present publicly.

EDUCATION and TRAINING:

• Masters or Au.D. degree in Audiology (or related profession).
• Certificate of Clinical Competence in Audiology or ABA Certified