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Clinical Specialist
Territory: Southern California
Department: Sales
Classification: Exempt
Reports to: Regional Sales Manager
Position Summary:
The Clinical Specialist (CS) reports directly to the Regional Sales Manager (RSM), and is responsible for driving needle utilization in their assigned "focus accounts" and selected new sales accounts, in conjunction with the RSM and the Dealer sales representatives (DSR). This requires the CS to assist in all phases of customer interaction, to include the sales process; training; and monitoring the implementation of all sales & marketing programs and activities at assigned accounts. The CS is also responsible for assisting in the identification, training, mentoring and appropriate utilization of the field educators. In addition, they will assist and support the dealer sales representatives with all target accounts, within their respective territory.
Position rationale:
The CS will be instrumental in driving EZ-IO needle utilization at the account level through implementation of the EZ-IO Sales Process and development, implementation, and follow up with the EZ-IO Deployment Plan. The objective is to achieve the corporate sales revenue goal and grow needle reorders to 80% of total needle sales. This involves continued responsibility for the growth of new business in targeted focus accounts.
Performance Expectations:
Overall performance will be driven through the effective development and execution of processes and customer interaction by RSM to drive increased utilization and adoption of the EVA products.
Specifically, a series of key metrics will be measured on a quarterly basis:
· Overall percent to quota by individual CS territory.
· Overall percentage of completion of key strategic initiates.
· New Business and utilization percentages of business revenues.
Duties and Responsibilities:
Identify potential
- Customize product deployment plan for all focus accounts in conjunction with the RSM.
- Monitor and track deployment plan execution of all utilization focus accounts.
- Implement Sales Process worksheets including Account Qualification, Buying Influence, and Deployment Plan for all focus accounts.
- Conduct Monthly Business Reviews with the RSM and EVA Leadership.
- Responsible for ongoing implementation of the Miller Heiman selling system with focus accounts using Blue Sheet & Green Sheets.
- Responsible for ongoing maintenance of SF.com customer database for all assigned focus accounts.
- Training and monitoring of dealer reps in the use of the EZ-IO Sales Process and Utilization Process.
- Identify and Mentor Field Educators
§ Assist with the recruitment of and coordinate the development and training of the Field Educator team.
§ Monitor overall effectiveness of the Field Educators by measuring the active movement of accounts through the Vidacare sales process and gauging long-term success through specific needle utilization account tracking.
§ Identify territory needs and assignments and follow approval process through the RSM.
- Other assigned duties and responsibilities as required to meeting corporate goals.
Qualifications:
- Bachelors', Nursing Degree
- Extensive clinical/management, educator experience.
- Current licensure RN and/or EMT-P
Work Experience Required:
Possess minimum five years experience in the medical field; preferably hospital and/or
Required Knowledge and Skills:
· Exhibits strong written and verbal communication skills, as well as presentation skills.
- Exhibits strong time-management and organizational skills.
- Established track record of building and maintaining relationships with internal and external customers.
- Proficient in Microsoft Office Suite
- Clinical proficiency in area of clinical training and experience with EZ-IO.
