Position Overview
The Clinical Sales Specialist (CSS) is a field-based clinical sales role responsible for driving commercial growth within an assigned territory. The CSS owns account relationships, procedural adoption, and long-term account development across a portfolio of hospital and surgical accounts in the oncology space, with responsibility for sustaining utilization within existing accounts while opening new pockets of growth through new surgeon adoption, expanded indications, and capital upgrade conversations.
This is a high-ownership role, equal parts sales professional and clinical expert, requiring the ability to build and execute an account strategy while delivering hands-on support in live surgical settings as needed. The CSS works in close partnership with the Clinical Application Specialist (CAS), and Market Development Manager (MDM). Together, the three form a unified territory team with shared accountability for account success.
Core Responsibilities
- Prioritize surgical coverage across all breast procedure types and maximize case volume per surgeon.
- Drive daily utilization of all Perimeter equipment within the installed base.
- Grow procedural volume to drive recurring consumable revenue.
- Assist in onboarding new surgeons within accounts already under contract and hand off to the CAS for ongoing clinical support, education and training.
- Build relationships with hospital staff at existing accounts and scout regional leads for territory expansion.
- Drive capital upgrade conversations within the installed base, partnering with the MDM to advance opportunities through the sales cycle.
Additional Responsibilities
- Develop and execute account-level business plans to meet and exceed procedural revenue targets.
- Lead new product launches within assigned accounts, coordinating with internal teams to ensure successful adoption and ramp.
- Engage hospital administration and procurement stakeholders to support contract negotiations, pricing discussions, and account-level agreements that protect and grow procedural revenue.
- Conduct quarterly business reviews with key account stakeholders to assess performance, address gaps, and align on growth plans.
- Lead clinical differentiation in the OR by positioning Perimeter OCT as the standard of care through direct case support and outcomes-focused conversations.
Qualifications
- Bachelor's degree or equivalent with 2+ years of sales industry experience; OR an allied health professional degree (RN, MRT, RRT, PA, etc.).
- Demonstrated track record of sales performance and account management in a clinical or medical device environment.
- Proven ability to build and grow key account relationships.
- Willingness and ability to travel extensively (85%, ~4 days per week including overnights, some weekends and holidays).
- Comfort providing hands-on support in fast-paced live surgical environments.
- Must meet medical credentialing requirements including proof of immunizations, background check, and drug screening.
- Strong ability to learn and communicate technical and clinical concepts.
- Proficiency in Microsoft Office Suite, Google Workspace, DICOM viewers, and related digital tools.
- Strong critical thinking, analytical skills, and commercial instincts.
- High-level presentation and communication skills; able to influence clinical and administrative stakeholders.
- Exceptional accountability, integrity, and follow-through.
