The Opportunity:The Clinical Area Manager (CAM) is responsible for driving prescription referral growth and sales through physician offices, local clinics and hospitals or institutions in the Buffalo, Rochester, Syracuse territory. Consultative sales through face-to-face meetings with clients, prospects, patients, caregivers, therapists and administrators. This will include analyzing physician referral patterns to develop customer-level account plans, identifying opportunities to increase volume with existing referrers and/or developing new referral channels using approved corporate resources to maximize our growth and revenue opportunity.
Job Outcomes You Must Get: - Make face-to-face sales calls on physicians, respiratory therapists, medical assistants, patients, caregivers and administrators in the CAM's assigned territory. Working the assigned territory in and effective and efficient manner. Works in conjunction with the Regional Sales Manager, operations, reimbursement team, and related departments. Primary objective is to educate on HFCWO therapy and gain referrals to grow market share. Primary focus will be on adult pulmonology, growing bronchiectasis referrals followed by cystic fibrosis and neuromuscular clinics and patient indications.
- Analyzes referral pattern and prioritize opportunities; create efficient zones within the territory, through time management skills and effective planning skills.
- Cultivates strong relationships with top strategic referral sources to increase volume; identifies key customer drivers (time to treatment, quality patient care, technology, etc.); ensures that customer's needs and gaps are met linking our differentiated technology and service solutions.
- Uses consultative selling skills to engage new referral sources and probes potential referral source to uncover competitive takeaways based on unmet needs.
- Complete required paperwork and necessary documentation such as expense reports, pipeline, scorecard, calendar, plans to succeed, and prescription related materials in a timely manner. Work and communicate closely with manager and cross functional partners to achieve territory and business success.
Job Outcomes Requirements:- Bachelor's degree preferred or relevant and equivalent experience
- 2-4 years of medical sales experience, strong understanding of healthcare and/or business experience.
- Prior airway clearance therapy experience is preferred; but not required.
- Must have and maintain a valid driver's license.
- Willingness and demonstrated adherence to Company Sales Process
- Achievement and mastery in consultative selling process
- Demonstrates best practices in account planning
- Demonstrates consistent track record for attaining referral goals
- Travel: up to 30-40% depending on location.
- This is a remote/in-the-field position and candidate must reside in the territory.
Compensation is comprised of base salary plus uncapped sales incentives - $80,000-$150,000+. Total compensation may be higher dependent upon individual performance.
