CLINICAL SALES REPRESENTATIVE JOB DESCRIPTION

A Clinical Sales Representative owns that conversion - moving surgeons, OR staff, and hospital administrators from awareness to active, repeatable use of a medical product within an assigned geography. This role lives inside hospital operating rooms and outpatient clinics, navigating multi-specialty surgical environments where adoption decisions depend on clinical credibility as much as commercial skill. The stakes are direct: patient care protocols shift when the right technology reaches the right hands.

As the Clinical Sales Representative, you are accountable for maximizing product utilization across an assigned territory by engaging surgeon specialists, OR personnel, and hospital decision-makers to drive measurable procedure volume growth. You operate within a regional sales structure, collaborating closely with capital and specialty sales counterparts while reporting to a Clinical Sales Manager or Regional Sales Director.

Career Impact: Deep exposure to multi-specialty surgical environments builds clinical fluency that is recognized across the medical device and diagnostics industries, accelerating advancement into senior territory or regional management roles.

Business Impact: The accounts you convert and retain directly determine whether installed medical systems generate the utilization revenue that justifies hospital purchasing decisions.

Growth Opportunity: Consistent quota performance in a clinical territory role opens a clear path toward Senior Clinical Sales Representative, Regional Sales Manager, or key account leadership within the medical device sector.

• Drive adoption and utilization of medical products across surgeon specialties within the assigned territory to meet quarterly sales goals.
• Partner with capital and specialty sales representatives to coordinate pull-through on installed accounts and expand procedure volume.
• Conduct OR in-servicing, case proctoring, and clinical presentations to educate surgical teams on product application and technique.
• Develop and maintain relationships with surgeons, OR directors, biologists, and hospital administrators to sustain and grow account engagement.
• Identify new business opportunities within the territory and execute follow-up plans aligned to the regional strategic action plan.
• Organize and lead customer education events, local clinical meetings, and tradeshow participation to advance market development.
• Manage territory administration including sales reporting, expense reporting, budget tracking, and CRM cycle plan updates.

• Bachelor's degree in Life Sciences, Biology, Business, or a related field, or equivalent work experience.
• 2 or more years of healthcare, medical device, diagnostic, or B2B technical sales experience, with a demonstrated track record of quota attainment.
• Familiarity with hospital Operating Room environments, including surgical workflow and multi-specialty stakeholder dynamics.
• Strong clinical selling skills with the ability to present to and influence surgeons, OR staff, and hospital administrators.
• Demonstrated verbal, written, and presentation communication skills across formal and informal settings.
• Ability to manage a defined territory independently, including scheduling, reporting, and account prioritization.
• Willingness to travel more than 50% of the time within the assigned territory, with valid driving eligibility.

• Experience selling into reconstructive, endoscopy, or fluorescence imaging procedure categories within hospital systems.
• Prior exposure to diagnostic laboratory sales or clinical champion development models with physician stakeholders.
• Startup or early-stage commercial environment experience, with comfort operating in high-accountability, performance-driven sales structures.

• Territory utilization rate, measuring procedure volume against installed base capacity across active accounts.
• Quarterly quota attainment percentage, reflecting consistent conversion of clinical engagement into revenue.
• New account activation count per quarter, tracking the rate at which untapped accounts begin using the product.
• CRM cycle plan completion rate, indicating disciplined account coverage and visit consistency.
• Account retention rate across the managed territory, reflecting depth of clinical relationship and repeat engagement.
• Typical tools: CRM platforms (commonly Salesforce or equivalent); productivity suites (commonly Google Workspace or Microsoft 365).

• Base Salary Range: $65,000 to $90,000 annually, depending on experience and territory
• Bonus: Performance-based commission tied to territory utilization and quota attainment
• Equity: Typically not offered at this level; stock purchase plans available at larger employers
• Health Benefits: Medical, dental, and vision coverage; employer contribution varies by company size
• PTO: 15 to 20 days annually, plus standard US holidays
• Common Perks: Company car or car allowance, mileage reimbursement, and expense account for territory activities

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

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations are available to individuals with disabilities throughout the hiring process upon request. Employment in this role is contingent on successful completion of a background check. Candidates must be authorized to work in the United States.

The Clinical Sales Representative owns territory-level utilization of fluorescence imaging systems by conducting OR in-servicing, case proctoring, and multi-specialty account development across an assigned hospital network. Reporting to a Regional Sales Manager, this role works alongside Endoscopy and Regional Capital sales representatives to drive procedure volume growth and deliver measurable gains in installed-device adoption for surgical and reconstructive applications.

Key Responsibilities

• Drive continuous expansion of imaging system customer base in hospitals to achieve sales goals.
• Partner with multiple Sales Representatives to pull through usage of installed devices across multiple surgeon specialties.
• Become an expert across all imaging platforms, procedures, industry trends and competitive issues.
• Develop strong relationships with Endoscopy and Regional Capital sales representatives.
• Drive adoption and usage of advanced decellularized dermis in hospitals for use in various reconstructive applications.
• Manage all administrative tasks, budgets, sales reporting and expense reporting responsibly.
• Conduct OR in-servicing, formal and informal presentations, case proctoring and lead identification and follow-up.

Education & Experience

• Bachelor's degree required.
• 1–2 years of selling experience with a proven track record, healthcare related sales strongly preferred.
• Knowledge of the Operating Room environment preferred.
• Excellent clinical selling skills and ability to build credibility with surgeons and OR staff.
• Demonstrated verbal, written, interpersonal, presentation and communication skills.
• Ability to multitask and identify new opportunities.
• Travel required depending upon territory coverage requirements.

Embedded within an assigned sales territory, the Clinical Sales Representative drives utilization of diagnostic tests by engaging physicians, biologists, and healthcare opinion leaders to build a network of clinical champions. Working closely with Laboratory Sales Representatives and leveraging CRM-based cycle plans, this role generates revenue growth through targeted clinical visits, local congresses, and strategic account development aligned to the regional action plan.

Core Functions

• Promote diagnostic tests and activities in a target set of doctors and healthcare professionals.
• Generate turnover through the impact of actions undertaken with target doctors and healthcare professionals.
• Persuasively sell the concept of using a diagnostic test to targeted physicians and markets.
• Maintain and develop strong relationships with local doctors, biologists and opinion leaders.
• Deliver the right messages to the right target doctors.
• Explore business opportunities and offer valuable services.
• Analyze and propose activities in line with the local strategic action plan.
• Organize and animate meetings with healthcare professionals including workshops, local congresses and clinical staff meetings.
• Share information with Laboratory Sales Representatives in the territory.
• Propose and follow cycle plans in CRM to visit designated customer population.
• Report business progress in CRM.
• Respect administrative procedures and legal obligations.

Qualifications & Experience

• Bachelor's or Master's degree in Medicine, Biology, Life Sciences or related field.
• 1+ years in diagnostic, medical sales or B2B technical sales.
• Track record of sales success.
• Professional selling and commercial skills with clinical visit experience.
• Fluency in French, Dutch, and English required.
• Ability to travel extensively throughout the assigned territory daily and to company meetings quarterly, requires ability to drive a company car throughout the territory.

Reporting to the Clinical Sales Manager, the Associate Clinical Sales Representative supports regional utilization strategies by assisting with account training, customer education events, and tradeshow execution across current and prospective accounts. Partnering directly with Clinical Sales Representatives, this role contributes to quarterly and annual utilization quota attainment by identifying program growth opportunities and supporting the broader clinical sales team.

Primary Duties

• Work with Clinical Sales Representatives and Clinical Sales Manager to support regional sales strategies that assist in driving increased utilization at current accounts.
• Assist the Clinical Sales Team in the training and education of new and existing accounts.
• Identify and support opportunities to drive existing program growth alongside Clinical Sales Representatives.
• Assist with the planning and execution of customer education events and tradeshows.
• Assist in meeting and exceeding regional quarterly and annual utilization quotas.

Requirements

• Bachelor's degree or equivalent required.
• Sales experience preferred, startup experience preferred.
• Dental and private practice experience preferred.
• Experience with Google Docs.
• Clean driving record required.