Clinical Sales Specialist Job Description

A Clinical Sales Specialist sells medical devices by teaching clinicians to use them well. Most hires arrive from the bedside rather than the sales floor, carrying intensive care, operating room, or registered cardiac sonography backgrounds that give them standing with surgeons and nursing staff. The job is judged at the point of use. Unlike a territory manager, who owns the account relationship, this specialist earns revenue by proving a device performs during live surgical cases and hospital product trials, then turning that clinical confidence into adoption across the unit.

As the Clinical Sales Specialist, you turn clinical credibility into device adoption, ensuring surgeons, nurses, and hospital staff use each product safely and correctly so that accounts expand usage and meet annual sales plans. You will work alongside territory managers, distributor representatives, and marketing, typically reporting to a regional sales manager while covering a multi-hospital region with frequent travel.

Career Impact: Registered nurses and medical technologists gain a documented record of quota attainment while keeping their clinical skills in daily use.

Business Impact: Hospitals reach standard of care levels when trained clinical champions can run equipment and interpret results independently.

Growth Opportunity: Experience running pre-purchase trials and training new sales agents prepares specialists for territory manager, sales trainer, or regional sales manager roles.

Company Value: Some employers offer remote placement and share round-the-clock on-call clinical support across a rostered team.

• Drive sales targets within an assigned hospital territory by prospecting new users and expanding device usage in existing accounts.
• Support surgeons and operating room staff during live cases, guiding proper product use and ensuring required equipment is available.
• Coach physicians, nurses, and clinical staff through in-services and on-site training so they operate products independently and safely.
• Mentor new and existing sales representatives and distributor agents on product and clinical knowledge to maintain field competency.
• Lead pre-purchase trials, product evaluations, and conversions within hospital accounts in collaboration with key decision-makers.
• Establish relationships with clinical champions, key opinion leaders, and purchasing influencers across assigned accounts to support adoption.
• Partner with territory managers and marketing on region plans, competitive intelligence, and product feedback from the field.
• Coordinate hands-on product demonstrations in clinical settings to show device capabilities to prospective users.

• Bachelor's degree in nursing, science, medical technology, biomedical engineering, or a related field, or equivalent work experience.
• Two or more years of clinical or medical device sales experience, with operating room or critical care exposure.
• Working knowledge of anatomy, physiology, and clinical application of the devices being sold.
• Ability to train diverse clinical audiences, translating technical product detail into practical clinical use.
• Demonstrated influencing and consultative selling skills that move hospital purchasing decisions.
• Comfort working in operating rooms and hospital labs, including live cases, protective gear, and open surgical fields.
• Strong interpersonal and written communication skills for building lasting relationships with clinicians and decision-makers.
• Willingness to travel frequently within the assigned region, often 60% or more, with variable hours and on-call coverage.

• Professional credentialing such as RCS, RDCS, or MRT, or an advanced degree relevant to the device specialty.
• Prior specialty experience in orthopedics, cardiovascular care, or interventional procedures, with a record of driving product adoption.
• Experience selling high-value capital equipment and working alongside independent distributors or channel partners for hospital accounts.
• Knowledge of healthcare insurance and third-party reimbursement as they shape hospital purchasing decisions.

• Quota attainment versus annual operating plan, reflecting revenue the specialist delivers.
• Surgical case coverage rate , measuring scheduled cases supported by the specialist on site.
• Clinicians trained to independent use (count per quarter), tracking in-service and training reach.
• Trial-to-conversion rate, measuring how many evaluations become standing product orders.
• Device utilization growth in existing accounts (% year over year), showing deeper adoption.
• Sales representatives onboarded to product competency (count), reflecting field training output.

• Base Salary Range: $85,000 to $125,000 depending on specialty, clinical credentials, and region
• Bonus: Quarterly commission or incentive tied to quota, often 20% to 40% of base
• Equity: Stock purchase plan or RSUs at larger device manufacturers, rarely at distributors
• Health Benefits: Medical, dental, and vision coverage with employer-paid premiums and HSA or FSA options
• PTO: 15 to 20 days plus paid holidays, with flexibility around on-call rotations
• Common Perks: Company car or mileage allowance, phone, laptop, 401(k) match, CE support

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

Because this work takes place in operating rooms and patient care areas, offers are contingent on a successful background check, and many hospitals also require drug screening before granting site access. All qualified applicants will receive consideration without regard to any 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 Specialist owns the assigned territory and customer base for cardiovascular and hemodynamic monitoring products, developing and closing new business with existing accounts to meet sales targets. Reporting within its business unit, the Clinical Sales Specialist also builds lasting relationships with customers and other influencers to strengthen the company's market position and shape buying decisions.

Key Responsibilities

• Serve as the main point of contact within own business unit for the assigned territory and/or customer base.
• Build and manage strong, long-lasting relationships with customers and other influencers in the assigned region to push the company's positioning in the market.
• Influence buying decisions using tact and diplomacy.
• Develop and close new business opportunities with existing customers and identify areas of improvement to meet sales targets.
• Develop and execute short-term region plans to achieve region objectives.
• Build productive internal and external relationships and ongoing interactions with relevant customer contacts.

Required Qualifications

• Good understanding of hemodynamic monitoring and/or cardiovascular anatomy, pathology and physiology relevant to the company's medical products as it relates to the business.
• Understanding of BU strategy, selling model, medical devices industry and selling environment of own region.
• Good knowledge of the strengths and limitations of own products and competitor products.
• Understanding of assigned accounts and their challenges.
• Ability to understand customer needs and explain product features compared to competitor offerings.
• Influencing skills on buying decisions using tact and diplomacy.
• Ability to manage competing priorities in a fast-paced environment.
• Strict attention to detail.

Embedded within an acute therapies sales team, the Clinical Sales Specialist delivers sales and KPI targets across a defined geographic territory by prospecting, closing and evaluating opportunities throughout the full sales cycle. Working closely with healthcare professionals through education, training and 24-hour on-call clinical support, the Clinical Sales Specialist grows account revenue while ensuring commercially competitive offerings and superior customer service.

Core Functions

• Deliver sales and other KPI targets for Acute Therapies within the defined geographical territory.
• Actively prospect, plan, implement, close and evaluate sales opportunities throughout the entire sales cycle.
• Support the education and training requirements of Health Care Professionals in the Acute Therapies portfolio.
• Ensure all training sessions are in line with the overall territory and business strategies.
• Effectively implement and execute the relevant marketing and sales strategy as required.
• Manage accounts within the allocated territory to maximize sales by identifying and pursuing growth opportunities, ensuring delivery of both commercially competitive offerings and superior customer service.
• Provide 24-hour on-call clinical support as rostered across the team.

Qualifications & Experience

• Nursing or science degree or equivalent.
• Relevant clinical experience, preferably in an Intensive Care Unit.
• Background in selling or clinically supporting medical devices is highly regarded.
• Solid commercial awareness focused on building relationships with key healthcare professionals.
• Demonstrated influencing and negotiation skills.
• Strong communication and interpersonal skills geared toward relationship building.
• Passion for solving customer needs and creating win/win solutions.
• Learning attitude and a drive to develop sales acumen.

Reporting to a Regional Sales Manager, the Clinical Sales Specialist builds orthopedic extremities business across physician offices, hospitals and surgery centers, guiding surgeons in the operating room on proper product utilization. Partnering with distributors and other sales divisions, the Clinical Sales Specialist helps achieve or exceed sales quotas and advances clinician education on the full product portfolio.

Primary Duties

• Demonstrate proficiency in technical knowledge of the company's Extremities portfolio.
• Call on physician offices and hospital accounts for the promotion and support of company products, working hand in hand with other company distributors or sales divisions, including Spinal Implants and Bone Growth Therapies.
• Guide and assist surgeons in the operating room through clinical and product knowledge, presenting, demonstrating and ensuring proper utilization of products.
• Support customers by attending surgeries, ensuring that the proper equipment is available and performing, including ways to optimize trays, and providing Operating Room and Sterile Processing Department consultation.
• Attend surgical cases, assist OR staff and provide expert guidance on proper usage, storing and handling of all products.
• Develop and implement business plans to achieve or exceed sales quotas, submitting weekly sales plans and quarterly business plans timely to the Regional Vice President.
• Participate in workshops, trade shows, sales meetings and company-scheduled meetings as assigned.
• Conduct educational programs to advance representative and clinician learning such as speaker dinners or in-office and hospital in-services.
• Provide exceptional customer service pre-sale and post-sale.
• Be accountable for all record-keeping in accordance with company policy.
• Transport, set up and return implant trays to and from hospitals and ASCs, and obtain Open Order POs for cases performed within 10 days of surgery.
• Assist with company-sponsored IDE studies within and outside of the designated territory.
• Report directly to a designated Regional Sales Manager and Sales Trainer for all aspects of the Territory Manager position.
• Troubleshoot and provide other technical support.

Skills & Qualifications

• Associate’s Degree and a minimum of 2 years of sales experience, or a Bachelor’s degree.
• Ortho, Spine or O.R. experience strongly preferred.
• Exceptional level of technical competence with regard to product knowledge and use.
• Ability to carry out sales objectives through consultative selling, excellent service and responsible constant follow-up.
• Proven ability to effectively sell in a changing environment.
• Excellent written and verbal communication skills.
• Ability to interact effectively with a wide range of people and personalities.
• Proven ability to work effectively in a team environment.
• Proven ability to effectively manage multiple activities.
• High level of competitiveness and desire to succeed, with a commitment to continually develop technical and selling skills.
• Ability to work in an operating room setting and be exposed to complex surgery and bloody fields.
• Ability to accommodate a flexible work schedule, adapt to sudden schedule changes and still deliver weekly and quarterly objectives.

Sitting at the intersection of genomics and clinical healthcare, the Clinical Sales Specialist shapes strategies that communicate the value of sequencing technology to labs, hospitals and health system executives while positioning the portfolio against competitors. Operating across partner account managers, channel partners and the district sales manager, the Clinical Sales Specialist grows high-value, long-term customer accounts and aligns customer goals with successful technology utilization.

Duties

• Work with Partner Account Managers (PAMs) and Channel Partners (CPs) to develop high-value, long-term profitable customer accounts through relationship building sales techniques, and assist the District Sales Manager (DSM) and PAMs with customized territory plans.
• Understand clinical and economic trends driving decision-making in the different healthcare markets, as well as competitive dynamics within the account.
• Lead development and implementation of strategies and tactics that best position the company's technology and products to neutralize competitor growth.
• Communicate essential product knowledge to local PAMs, Channel Partners and customers to facilitate sales.
• Work with PAMs and CPs to plan and organize activities ensuring efficient and effective sales support, field service, and technical and applications support.
• Prepare and present compelling customer sales presentations and assist with general customer demonstrations, training and support.
• Participate in the introduction of new technology platforms and products to key accounts and facilitate the flow of information to and from customers during pre-commercial phases.
• Provide company management with regular feedback on account status and key initiatives, and provide regular and accurate sales forecast updates to PAMs and Sales Managers.
• Develop and maintain all account and contact details within the company's CRM database, leveraging the CRM system to grow sales from the existing customer base.
• Effectively monitor and direct customer purchasing activities.
• Read, understand and communicate key findings from current scientific sequencing publications to the sales team and customers.
• Attend trade shows and conferences and assist with workshops, conventions, seminar series and other marketing activities as required.
• Act as a central communication point for efficient and appropriate information flow, build relationships at all levels of the customer organization and facilitate communication between the company and client executives.

Requirements

• BA/BS or MS degree in Life Sciences; graduate degree a plus.
• Minimum of 3 years of experience in molecular diagnostics sales or a related area.
• Strong understanding of current trends, challenges and opportunities within the healthcare industry.
• Strong technical background in molecular biology or genomics preferred.
• Well-developed professional and strategic sales skills with proven ability to develop and grow key accounts through networking at all levels of the customer organization.
• Strong negotiation skills, including high-value capital equipment.
• Excellent listening, time management, organizational and interpersonal skills.
• Highly self-motivated, independent and successful individual who enjoys a challenging and dynamic work environment.
• Team player with a strong desire to win business and establish long-term customer relationships.
• Working proficiency in Spanish and English, both written and verbal.

A key member of the applications and sales field team, the Clinical Sales Specialist leads the clinical and technical side of the sales process, demonstrating product capabilities and delivering customer training on software and equipment. Collaborating across sales, product and applications leaders, the Clinical Sales Specialist mentors field staff and improves customer satisfaction and socket retention.

Functions

• Provide technical and clinical leadership during the sales process by demonstrating the full range of product features, including potential uses, product capabilities and benefits to customers as needed.
• Develop, coordinate and deliver product training to customers on software, application and/or equipment use.
• Monitor customer installations within the assigned territory or region to improve customer satisfaction and maintain customer relationships.
• Improve customer satisfaction and socket retention through continuing education on optimization of equipment utilization.
• Support trade shows and professional conferences by performing product demonstrations and promotion as well as customer training.
• Use market and product knowledge to assist the sales team in developing sales, marketing, and customer service strategies.
• Facilitate team communication and the sharing of best practices.
• Assist with the assimilation of new hires into the organization.
• Act as a mentor to the field team, providing clinical, technical and professional guidance as necessary to improve the customer experience.
• Communicate with Sales, Product and Application Leaders to align application activities with sales needs and business objectives.
• Communicate with local Applications Specialists and Account Managers to ensure all customer and business needs are met.
• Energize the team and maintain adherence to field processes.

Experience & Qualifications

• Bachelor's degree in Biomedical Engineering, technical radiologist or related careers with experience in the health industry.
• Minimum of 5 years of clinical or technical experience following certification with demonstrated clinical and technical skill in specific areas.
• At least 3 years of commercial applications or modality experience with demonstrated successes in high-level customer interactions and sales scenarios.
• Demonstrated ability to understand and present complex material in understandable terms.
• Strong leadership skills, respected by peers and leadership for contributions to the business.
• Strong presentation skills, with public speaking and lecture experience desired.
• Demonstrated interpersonal and communication skills to communicate effectively, verbally and in writing, with external customers, global counterparts and team members in other functional organizations.
• Solid problem-solving skills to manage and resolve conflict, communicate issues and propose solutions to internal team members and external customers.
• Working proficiency in English.

Revenue growth in foot and ankle solutions depends on the Clinical Sales Specialist, who builds surgeon relationships and delivers operating room consultation while training new and existing agents across all product lines. Serving as a field liaison between distributors, representatives and the corporate office, the Clinical Sales Specialist drives product usage and cross-selling that meet corporate initiatives.

Accountabilities

• Achieve revenue goals through the implementation of both strategic and tactical sales activities.
• Train all new agents in a group setting or one-on-one as case or distributor schedules allow, and train existing agents and representatives to maintain necessary product currency.
• Become a product expert on all product lines for the F&A Division, including any future acquisitions.
• Attend first cases with new agents, new doctors, lost doctors or "doctors at risk" as determined by the Sales Leadership Team.
• Assist with surgeon sawbones or cadaver labs initiated by F&A distributors and representatives.
• Assist F&A distributors and representatives with sales calls on all product lines.
• Staff all trade shows, regional or local meetings as determined by the leadership team.
• Act as a field liaison to the corporate office for marketing, R&D, operations and customer service, including providing literature or materials as needed and assisting in scheduling, sourcing materials and staffing labs.
• Provide product feedback or product complaints.
• Help drive product usage and cross-sell on all product lines to meet corporate initiatives.
• Assist in developing sales materials for the field, including new technical resources and case reports.
• Review critical marketing documents as needed.
• Assist in obtaining surgeon feedback on both legacy and new product developments.

Technical Qualifications

• Minimum of 5 years of quota-based sales experience.
• Prior orthopedic experience, especially in the Foot and Ankle space.
• 3+ years’ experience in the operating room.
• Experience in the healthcare industry or medical sales strongly preferred.
• Experience working with distributors preferred.
• Knowledge of healthcare insurance and third-party reimbursement preferred.
• Field work with customers and Regional Sales Representatives is a minimum of 60% of the work week.
• Ability to travel up to 75% of the time, with typical assignments ranging from 1-5 days requiring overnight, out-of-town stays.

As the Clinical Sales Specialist, this role shapes blood management practice within hospital accounts by training clinicians, clinical champions and sales staff to operate equipment and related disposables independently and safely. The sales team, including the Territory Manager, relies on this work to expand product utilization, reach standard of care levels and achieve annual sales targets.

Activities

• Increase product usage at existing accounts and expand the customer base through clinical education of new users to generate revenue growth.
• Ensure customers are able to independently, safely, and efficiently operate the company's equipment and related disposables.
• Train new and existing sales staff on all product and clinical aspects of the company's product lines, providing a summary of training sessions and ensuring follow-up as needed.
• Provide clinical expertise to help ensure product lines reach standard of care levels within the account.
• Help drive and expand existing business, including broadening application of product lines and expanding product utilization in current accounts, working with the Territory Manager to maximize product growth and achieve assigned sales AOP annually.
• Visit assigned hospital accounts, identify and train clinical champions and KOLs, and establish relationships with key decision makers and key customers.
• Provide product feedback to sales and marketing, including customer feedback on product enhancements, service and policies, demonstration assessments and competitive developments.
• Resolve customer concerns through accurate and timely investigation and partner with sales team members to develop solutions.
• Increase professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks and participating in professional societies.
• Maintain records on the area of responsibility and customers in that area.
• Conduct Grand Rounds presentations, clinical presentations on Blood Management, on-site clinical training, and initial and ongoing analyzer interpretation training.
• Support VAD/ECMO customers, product demonstrations, and trade shows.

Position Requirements

• Bachelor's Degree in Science, Nursing, or Medical Technology.
• Master's Degree, Advanced Degree and/or professional credentialing.
• Proven experience in driving product adoption, with the ability to convince.
• Knowledge of blood management required.
• Strong technical and clinical aptitude to understand, train customers and users on products, including running the analyzer, understanding application of results and manipulating the software.
• Strong project management skills and solid organizational skills.
• Demonstrated written communication skills.
• Strong verbal communication and listening skills.
• Effective interpersonal skills, comfortable interacting with clinicians at a high level and with a flair for developing customer relationships.

Clinical Sales Specialist delivers clinical and technical expertise in interventional radiology and cardiology, configuring and pricing system offers and providing hands-on equipment demonstrations in clinical settings. Success in the position means educating the sales force, maintaining clinical reference sites, and building sales strategy with the Business Line Manager so the team exceeds annual revenue targets.

Operational Focus

• Configure and price system offers.
• Assist with technical and financial responses to RFPs.
• Educate the sales force on the assigned product portfolio.
• Develop sales strategy with the sales force and Business Manager.
• Keep track of projects in the assigned area.
• Perform customer product presentations.
• Provide hands-on equipment demonstrations in a clinical setting.
• Establish and keep clinical reference sites up to date by providing advanced clinical applications quarterly as needed.
• Keep track of competitive information and share it with the sales force.

Knowledge Skills & Abilities

• MRT designation required.
• Minimum of 5 years of experience working in the field of IC or IR.
• In-depth knowledge of technical and clinical application of Interventional Radiology and/or Interventional Cardiology.
• Good knowledge of MS Office Excel and PowerPoint.
• Excellent presentation skills.
• Excellent communication skills.
• Ability to work in teams and successfully manage conflict.

The Clinical Sales Specialist oversees the financial output of an assigned region, developing new acute care hospital business through analytical targeting and capital sales management. Reporting within the regional sales organization and collaborating with Marketing and Sales leadership on a region-specific strategy, the Clinical Sales Specialist leverages hospital stakeholder relationships to reach decision-makers and increase the scope of product offerings.

Key Deliverables

• Hold overall responsibility for the financial output of the region.
• Collaborate with Marketing and Sales leadership in the creation and implementation of a region-specific sales strategy.
• Build and maintain strong relationships with key hospital stakeholders.
• Leverage key stakeholder relationships to gain access to decision-makers.
• Effectively target new business through the use of analytical tools.
• Manage customer requirements effectively and, where appropriate, improve and increase the scope of the product offering they are utilising.

Professional Experience

• At least 5 years of successful previous experience in sales of medical devices.
• ODP Surgical Clinical or ITU/Critical Care clinical background.
• Proven sales success in the acute care hospital environment and managing capital sales.
• Ability to influence high-level purchasing decisions and manage relationships effectively.
• Willingness and drive to travel extensively within the assigned region up to 80% of the time.

Embedded within a medical solutions sales group, the Clinical Sales Specialist develops clinical education programs on compression, enteral feeding, fluid management and surgical glove products, leading pre-purchase trials, evaluations and product conversions. Working closely with the Regional Sales Manager and senior health professionals, the Clinical Sales Specialist protects and organically grows base business by meeting customer training needs and supplying market and competitor intelligence.

Areas of Ownership

• Provide training and education for Compression, Enteral Feeding, Fluid Management, and Surgical Gloves products.
• Lead or be actively involved in pre-purchase trials and evaluations, as well as instigation of product conversions.
• Educate new and existing health care professionals.
• Establish strong working relationships with a range of senior health professionals.
• Prioritize objectives and schedule work to make best use of time and resources.
• Maintain up-to-date and comprehensive knowledge of the product range.
• Play an active role within the team by providing market and competitor intelligence, feedback on local trends and working towards agreed objectives with the Regional Sales Manager.
• Attend internal and external meetings, workshops and exhibitions as required, which may include some out-of-hours working from time to time.

Background & Experience

• Ability to use and demonstrate technical medical equipment in the clinical setting.
• Ability to impart technical knowledge, train across multiple clinical areas and products, and educate a variety of clinical audiences with sound presentation skills.
• Ability to maintain records and analyze sales data from the online sales data system.
• Flexible approach to changing business situations to recognize solutions and provide new methods for achieving targets, with the desire to achieve and exceed expectations.
• Competence in Microsoft Office packages and CRM systems, and proficiency with all modes of modern communication including e-mail, telephone, video conferencing, verbal and written.
• Strong ability to prioritize, organize and meet deadlines, working independently with high competency in time management.
• Ability to develop and maintain key business and customer relationships to provide educational support and exceed customer expectations.
• Highly developed and excellent interpersonal, networking and influencing skills.
• Ability to work effectively and cooperatively with others.

Reporting to clinical sales leadership, the Clinical Sales Specialist advances physician and laboratory adoption of volume catheter technology by providing clinical product training and case support in echocardiography settings. Partnering with the National Catheter Director and Territory Sales Managers, the Clinical Sales Specialist fosters interest in new products and indications so business objectives and zone sales goals are met.

Role Responsibilities

• Provide expert clinical product and technical assistance and training to physicians and staff on the effective use of the company's volume catheter.
• Use consultative selling techniques to identify potential sales opportunities within the account.
• Maximize customer case support capability through proper planning and scheduling techniques.
• Stay current on company product instructions for use, best practices and technical troubleshooting, as well as relevant scientific clinical literature and new product information.
• Prioritize and appropriately respond to requests in a high-stress environment, and maintain composure and problem-solving focus during stressful interactions.
• Engage in diagnostic dialogue with multiple internal and external business partners and stakeholders, and formulate solutions based on dialogue and input gained during sessions.
• Actively participate in internal and external trainings and maintain optimal scanning techniques and competitive knowledge.
• Collaborate closely with the National Clinical Sales Director, National Catheter Director and Territory Sales Managers to ensure all business objectives and zone sales goals are obtained.

Education & Experience

• Bachelor's degree or equivalent work experience.
• Certification as a Registered Cardiac Sonographer (RCS) or Registered Diagnostic Cardiac Sonographer (RDCS) in adult or pediatric echocardiography, maintained on an ongoing basis.
• Minimum of 2 years of experience in a clinical echocardiography lab.
• Clinical knowledge of the healthcare industry, disease states, and therapeutic and institutional trends.
• Willingness and ability to travel up to 60% overnight locally, regionally and nationally, sometimes on short notice.
• Ability to sit for extended periods, work in a hospital laboratory setting, attend live patient cases, wear protective gear such as lead aprons and work variable hours to meet patient needs.