Territory Clinical Sales Lead

vor 4 Wochen

Düsseldorf, Nordrhein-Westfalen, Deutschland RW Search Vollzeit

Territory Clinical Sales Lead (DACH)

RW Search is seeking a Territory Clinical Sales Lead to spearhead our efforts in a newly established region. This position offers a unique opportunity to influence the development of our clinical sales division within a restructured team. You will have the chance to significantly impact the introduction of innovative medical robotic technology to the healthcare market.

In this role, you will be essential in assisting clients with the application of a state-of-the-art medical device in and around the operating room (OR). Your primary objective will be to enhance device usage, ensuring that new surgeons and surgical specialties at existing client sites receive comprehensive training and become adept in utilizing the device. Furthermore, you will oversee account management, cultivate robust relationships, and pinpoint opportunities for additional sales of devices and service agreements.

Key Responsibilities:

Clinical Support:

  • Deliver extensive assistance to clients within your designated area regarding the application of the device.
  • Identify avenues to encourage hospitals to adopt regular usage of the device.
  • In indirect markets, support distributors during their onboarding processes and customer-facing events, including product demonstrations and training sessions.

Account Management:

  • Oversee and foster relationships with current clients in your territory, ensuring their requirements are fulfilled and they are satisfied with the device.
  • Formulate strategic account plans to optimize client engagement and device utilization.

Drive Utilization:

  • Collaborate closely with hospital personnel and surgeons to identify and address barriers to device usage.
  • Track usage trends and offer recommendations to enhance device utilization at client sites.

Sales Growth and Upselling:

  • Spot opportunities to train additional surgeons and departments to boost utilization.
  • Capitalize on opportunities arising from increased usage to upsell additional devices to existing clients in your territory.
  • Promote and sell service agreements within hospitals to relevant departments to ensure optimal device performance and maintenance.

Event Coordination:

  • Plan and execute workshops, in-service training sessions, and demonstrations within your territory to highlight the device and its advantages.
  • Facilitate peer-to-peer learning opportunities to promote knowledge sharing among surgeons.

Relationship Development:

  • Establish and maintain strong connections with key stakeholders, including surgeons, OR personnel, and hospital management within your territory.
  • Act as a trusted advisor and resource for clients, providing ongoing support and guidance.

Strategic Planning:

  • Develop and implement a strategic plan to meet key performance indicators (KPIs) and objectives within your territory.
  • Effectively manage time and resources to maximize client interactions and support.

Data Management:

  • Gather and analyze data on device usage and client feedback within your territory.
  • Provide regular updates to the Sales Director regarding sales activities, client engagement, and usage trends.

Qualifications:

  • Bachelor's degree in a relevant discipline (e.g., Biomedical Engineering, Healthcare Management, Business Administration).
  • A minimum of 5 years of experience in clinical sales, account management, or a related role within the medical device or healthcare sector.
  • Demonstrated success in driving product usage and achieving sales objectives.
  • Strong comprehension of surgical environments and the requirements of OR personnel.
  • Exceptional communication, presentation, and relationship-building abilities.
  • Willingness to travel frequently and work on-site at various client locations within your assigned territory.

Key Competencies:

  • Account Management
  • Client Relationship Development
  • Sales and Upselling
  • Training and Education
  • Strategic Planning and Time Management
  • Data Analysis and Reporting

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