Clinical Sales Consultant Job Description

A Clinical Sales Consultant sells healthcare products by teaching clinicians to use them. The seat typically belongs to a regional or district sales organization, yet its credibility rests on clinical background such as an active RN license or years spent working as a radiology technologist. Primary care practices, pediatric offices, and hospital IDNs adopt new tests and devices only when their own staff trust the results. That trust is hard to earn. The consultant earns it through peer-level clinical conversations that representatives without bedside experience cannot hold, so territory revenue and product adoption both hinge on this person.

As the Clinical Sales Consultant, you grow territory sales and product utilization by giving physicians and office staff the clinical confidence to order tests correctly and act on the results. Working within a district or regional sales team aligned to a Regional Sales Manager, you partner with laboratory counterparts and health system specialists on account strategy.

Career Impact: Turning an RN or technologist background into quota results gives you a commercial track record that purely clinical careers rarely provide.

Business Impact: Each office staff member you train to order and interpret diagnostic tests correctly converts a first presentation into repeat test volume and better patient management.

Growth Opportunity: Consistent territory results open a path toward Clinical Sales Manager or Health System Executive roles leading large IDN implementations.

• Educate primary care, pediatric, and specialist providers on how diagnostic results and clinical products improve patient management decisions.
• Train medical office and clinical staff to order, interpret, and apply test results or products correctly.
• Own territory planning, including target identification, account prioritization, and sales forecasting against established regional goals.
• Deliver product presentations, demonstrations, and evaluations to physicians and clinical teams within targeted accounts.
• Partner with reference laboratory and internal sales counterparts to identify key targets and secure office appointments.
• Provide ongoing clinical support to customers, troubleshooting workflow issues and defining best practices after implementation.
• Track sales activity, account updates, and weekly call reports in the CRM to support accurate pipeline visibility.
• Support health system specialists and regional managers during large system implementations and quarterly business reviews.

• Bachelor's degree in nursing, life sciences, business, or a related field, or equivalent work experience.
• 1 or more years of medical sales or clinical experience, with a documented track record of measurable success.
• Strong product and disease state knowledge sufficient to advise physicians and clinical staff as a trusted peer.
• Ability to present clinical data persuasively to physicians, specialists, and office staff with differing information needs.
• Excellent verbal and written communication skills adapted to audiences ranging from pediatric providers to specialists.
• Proficiency with standard business software, CRM systems, and virtual communication platforms for remote customer engagement.
• Strong organization and time management skills to prioritize a multi-account territory with minimal supervision.
• Coachable, results-oriented approach grounded in integrity that earns the lasting trust of clinical customers.

• Active RN license or RT certification with hospital experience in critical care, radiology, cardiology, or IV therapy.
• Knowledge of the primary care or pediatric market, including ACOs and integrated delivery networks within the region.
• Familiarity with current clinical practice guidelines relevant to the product line, such as INS/AVA vascular access standards.
• Leadership, mentorship, or clinical educator experience supporting product training for newly hired sales representatives.

• Territory sales attainment, reflecting results against established district goals.
• New accounts ordering after initial presentation, measuring conversion of laboratory-sourced appointments.
• Office staff trained per quarter, tracking the education that drives correct test ordering.
• Product utilization growth in key categories, showing adoption after implementation support.
• Call report timeliness, reflecting forecasting and activity discipline.

• Base Salary Range: $85,000 to $120,000 annually, depending on clinical credentials and territory
• Bonus: Quarterly commission or incentive tied to quota, often 20% to 35% of base
• Equity: Typically none, with employee stock purchase plans at larger device or diagnostics firms
• Health Benefits: Medical, dental, and vision coverage with HSA or FSA options
• PTO: 15 to 20 days annually plus company holidays
• Common Perks: Company car or auto allowance, mileage reimbursement, and license or CEU support

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Offers of employment are contingent on successful completion of a background check and drug screening, and clinical positions may also require license verification. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by federal, state, or local law. Reasonable accommodations are available upon request throughout the hiring process. Candidates must be authorized to work in the United States.

The Clinical Sales Consultant delivers sales results across primary care and pediatric accounts by educating HCPs on diagnostic blood allergy testing and training medical office staff to use test results for improved patient management. Reporting to regional sales leadership and collaborating with reference laboratory counterparts, the Clinical Sales Consultant helps the district meet regional growth and sales targets.

Key Responsibilities

• Handle identification, account planning, plan execution, and delivery of sales results based on established sales goals.
• Educate primary care and pediatric HCPs, and Specialists where appropriate, on the benefit of clinical insights derived from diagnostic blood allergy testing for improved patient management.
• Train medical office staff on properly ordering, interpreting, and leveraging test results to improve patient outcomes.
• Master and maintain strong product and disease state knowledge to become a trusted advisor in customers' eyes.
• Collaborate with reference laboratory counterparts to identify key targets and secure appointments with offices for product presentations.
• Meet regional and organizational goals with exceptional time management skills and integrity, and promote teamwork to achieve regional growth and sales targets.
• Use Salesforce.com to accurately track sales activity and update account and opportunity information, as appropriate.
• Participate in district meetings for training purposes, product information updates, and sharing field intelligence information.
• Build strong customer relationships, deliver customer-centric solutions, and live up to your true potential.
• Take on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm, and plan and prioritize work to meet commitments aligned with organizational goals.
• Develop and convey clear communications that understand the unique needs of different audiences (ex. speaking to a pediatric provider vs. an allergist).
• Consistently achieve sales results even under challenging circumstances and gain the confidence and trust of others through honesty, integrity, and authenticity.

Required Qualifications

• Bachelor's degree.
• 3-5 years of related work experience.
• Track record of success in medical sales, B2B sales, or military service.
• Knowledge of/exposure to primary care or pediatric market.
• Knowledge and experience with business software applications (MS Outlook, Word, PowerPoint, Excel) and virtual communication tools (Webex, MS Teams, etc.).
• Experience with similar CRM solutions.
• Goal- and results-oriented.
• Coachable with a willingness to learn, take direction, and win.
• Good communication and presentation skills.

Embedded within the Sales organization, the Clinical Sales Consultant owns the success of reference account clients through product demonstrations, workflow analysis, system setup, and training across radiology and cardiology settings. Working closely with R+D, product management, and cross-functional teams, the Clinical Sales Consultant resolves adoption issues so customers maximize return on investment and sustain an effective reference program.

Core Functions

• Address customer variations in clinical use to produce effective workflows and outcomes to satisfy the customer requirement and/or educate on alternative models to ensure they maximize their return on investment, and ensure appropriate procedures are followed to implement changes (both internally and externally (customer)).
• Ascertain a deep understanding of the clients' unique challenges and how our solutions drive value in order to maximize return on investment.
• Develop site-specific lists of issues limiting customer adoption and satisfaction and work with the appropriate teams to find solutions, where possible, and coordinate additional resources required (internal and external) to support an effective reference program.
• Assist marketing/sales/service in the follow-up to product issues.
• Participate in requirements generation in partnership with R+D and product management.
• Demonstrate a full grasp of the positioning of our products and services as well as the ability to relay this messaging with confidence to the customers, and be able to speak to company relationships and integrations.
• Work collaboratively as part of a cross-functional team to ensure client success and satisfaction.
• Present client progress vs. goals during business reviews.

Qualifications & Experience

• A degree, RN degree, or a RT Certification with clinical experience in Radiology, Cardiology, Advanced Image Processing and Enterprise-wide workflows required.
• A four-year degree is preferred.
• Minimum of 5 years in the health care industry as a Technologist, RN, or PACS Administrator with a strong track record of success required.
• Minimum of 5 years of clinical demonstration experience in Radiology with a focus on Women's Care and advanced image processing (CT, MR) and Cardiology is required.
• Minimum of 5 years' experience in 3D anatomy/pathology required.
• Thorough understanding of the clinical objectives of a diagnostician is required.
• Strong communication skills, both verbal and written, required.
• Strong, dynamic interpersonal presentation skills required.

Reporting to the Vascular Access Regional Sales Manager, the Clinical Sales Consultant leads clinical support, product evaluations, and implementation planning for long PIVC, midlines, and closed system catheters. Partnering with Vascular Access Sales Specialists and Vascular Integrity Specialists, the Clinical Sales Consultant builds clinician-to-clinician relationships that help exceed the annual regional revenue objective.

Primary Duties

• Support the Vascular Access Team and help with key product presentations, product evaluations and product implementation coordination, planning and execution.
• Provide ongoing clinical support to customers to help trouble shoot issues, define best practices and work clinical to clinical conversations.
• Support new reps in ongoing product training to understand clinical workflows, products and applications.
• Be the expert on current guidelines for Vascular Access, including the INS/AVA guidelines.
• Support the Clinical Sales Manager in the development of Vascular Access and Sharp Safety value-add programs.
• Work with various Marketing Departments to formalize and update templates and reports for programs, and with the Vascular Access Sales team to support implementations with ongoing educational needs.
• Collaborate with Vascular Access Sales Specialists, Clinical Sales Manager, and Vascular Integrity Specialists to drive product utilization and expansion in key categories including long PIVC, midlines, and closed system catheters.
• Join and participate in AVA, INS, APIC, and others to help in developing clinician to clinician relationships regionally, and bring best practices from the associations back to the sales teams and customers, tying in product line recommendations to address association needs.
• Collaborate with Clinical Resource Managers and Marketing Leads to develop education programs for customers that can be used as "lunch and learns".
• Support the Vascular Access team with key opinion leaders in local organizations and, in alignment with Region Sales Managers, develop and expand clinician to clinician relationships in key IDN's in region.
• Participate in Quarterly Business Reviews with key strategic accounts regionally to drive programs and value beyond product.
• Work on special projects as requested and needed.

Skills & Qualifications

• Bachelor's degree from an accredited college or university is required.
• Current active RN license required; BSN or MSN not required.
• Minimum of 4 years of Hospital nursing experience.
• Experience with specialization in IV Therapy, Critical Care, ED, Peds/NICU or Oncology.
• Leadership, mentorship or educator experience.
• Computer literate and proficient in Excel, Word, and Outlook.
• Self-motivated, energetic, professional, results-driven, and able to perform job duties with minimal supervision.
• Excellent verbal and written communication skills and strong presentation skills.
• Strong organization skills and able to multitask.

Sitting at the intersection of diagnostic testing and physician education, the Clinical Sales Consultant builds territory market share by selling diagnostic tests to targeted physicians and training medical office staff to order and interpret results. Operating across the District alongside Health Systems Specialists and external laboratory counterparts, the Clinical Sales Consultant supports large system implementations that advance district sales goals.

Duties

• Persuasively sell the concept of using a diagnostic test to targeted physicians and markets, and develop and grow market share based on established sales goals for territory.
• Instruct physicians how to apply the technology in their clinical settings, interpret the data, and use the data to appropriately handle the patients' care.
• Train medical office staff on how to accurately order and interpret tests.
• Submit timely and accurate weekly call reports for tracking sales growth, product use, profile data, market analysis, and commission statistics.
• Work with external laboratory counterparts to identify key targets and secure appointments for initial product presentations.
• Customize innovative solutions, using all resources within the company to meet account needs that can be scalable and reproducible.
• Through travel through the District, be accountable for territory ownership, including target identification, account planning, and accurate sales forecasting and sales results.
• Support Health Systems Specialists (HSS) and Health System Executives (HSE) to implement the Area sales goal by assisting with large system implementations with the District, and assist with growth and development of the District team by providing training, guidance & assistance as needed.

Requirements

• BA/BS degree or four-year college degree or related lab background with 15 years of experience in lieu of a degree, required.
• 1+ year of commercial experience, required.
• Track record of success in medical sales, B2B technical sales, or military service, preferred.
• Knowledge of or exposure to the primary care market or ACOs, IDNs, preferred.
• Preferred key proficiencies include customer focus, action-oriented, communicates effectively, instills trust, plans & aligns, and drives results.