PURPOSE AND SCOPE:

The Clinical Consultant has a key role to play as part of the Sales and Marketing organization. The right candidate will be responsible for maintaining and improving customer relationships, with a focus on enhancing revenue in select existing and new accounts. This individual will need to have a strong clinical background and understanding, with the ability to develop a Center strategy. A proven track record of excellence in customer relations, as well as the ability to build and execute on strategic plans will be essential.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

• Collaborate with assigned sales partner(s) to develop customized product and therapy solutions, provide training on equipment and therapies, and perform market development throughout the opportunity cycle.
• Conduct prospecting and demand generation activities by serving as a therapy thought leader at clinical forums, scientific seminars, and other professional settings; seed market awareness and build relationships with key influencers, including patient advocates, Fellows, physicians, and nurses.
• Understand market dynamics, keeping up-to-date on latest competitor information and advantages
• Act as a trusted advisor to patients by providing technical expertise, demonstrating in-depth workflow understanding, and applying comprehensive therapy knowledge.
• Partner with Value Streams to support commercialization and launch of new products, assist in the training labeling process and deploy marketing programs such as Experience the Difference.
• Supports development and deployment of training programs for patients, nurses, physicians, and internal stakeholders to maximize understanding and adoption of products and therapies.
• Demonstrate key product and therapy features and link them to customer and patient needs, providing technical guidance to support clinical and business initiatives.
• Assess clinical environments and collaborate with staff to implement training and improvement plans that optimize patient outcomes, operational performance, and adoption of therapies.
• Maintain clinical competency through nephrology literature, meetings, products and services and their clinical application.
• Apply deep, extensive therapy knowledge to provide insights on clinical outcomes, protocols, and procedures.
• Other duties as assigned.

Additional responsibilities may include focus on one or more departments or locations.  See applicable addendum for department or location specific functions.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

• The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Must be able to physically cover and maintain regular face to face contact with customers over a large geographic area. Extensive travel up to 85% by automobile, train or airplane is often necessary to cover the assigned territory and includes overnight stays. Occasional weekend travel maybe necessary to travel to/from an appointment. Must reside within assigned territory.
• Lifting requirements of up to 75 lbs. necessary.

SUPERVISION:

• None

EDUCATION:

• Bachelor’s degree required or equivalent of education and experience.
• Registered Nurse, with current RN license or equivalent preferred.

EXPERIENCE AND REQUIRED SKILLS:       

• 5+ years of sales and/or 5+ years of Clinical Education in the dialysis industry
• Very strong interpersonal skills.
• Self-starter, energetic, with an infectious, positive, can-do attitude.
• Located for easy and short travel to target accounts.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

Clinical Consulting:

• Assessment of facilities and implementation of a plan for training and continued improvement utilizing holistic account principles and business models.  Incorporates knowledge of nursing demands and facility productivity.
• Ability to interact with and motivate nursing staff ancillary staff as well as mid-level and senior level leadership to accomplish common goals.
• Mentoring of Clinical Educators to improve knowledge base and facilitation of the consultative process.
• Assist in quality improvement and instruction on managing patient outcomes.
• Work collaboratively with assigned area and regional account executives to develop strategic account planning and targeting; to ensure teamwork and proper allocation of nursing resources.

Nurse Training:

• Effectively train and motivate nursing staff to be successful trainers
• Effectively train nursing staff on therapy concepts and practical applications
• Ability to communicate regulations and policies (National, Regional, and Facility)
• Plan and implement regional educational sessions as necessary (basic, advanced) for nurses.
• Maintain clinical competency through nephrology literature, meetings, products and services and their clinical application.

• Other duties as assigned.

Additional responsibilities may include focus on one or more departments or locations.  See applicable addendum for department or location specific functions.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

• The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Must be able to physically cover and maintain regular face to face contact with customers over a large geographic area. Extensive travel up to 85% by automobile, train or airplane is often necessary to cover the assigned territory and includes overnight stays. Occasional weekend travel maybe necessary to travel to/from an appointment. Must reside within assigned territory.
• Lifting requirements of up to 75 lbs. necessary.

SUPERVISION:

• None

EDUCATION:

• RN Required, BSN Preferred
• B.S./B.A. or equivalent Preferred
• MBA Preferred

EXPERIENCE AND REQUIRED SKILLS:       

• 5+ years of sales and/or 5+ years of Clinical Education in the dialysis industry
• Very strong interpersonal skills.
• Self-starter, energetic, with an infectious, positive, can-do attitude.
• Located for easy and short travel to target accounts.

ACKNOWLEDGEMENT:

I acknowledge that I have read and accepted this job description.  I understand what is expected of me in this position, and I am able to perform the essential functions as outlined with or without reasonable accommodation.  Furthermore, I understand that the duties and responsibilities listed in this job description are intended only as illustrations of the various types of work that may be performed.  The omission of specific statements of duties does not exclude them from the position if the work is similar, related, or a logical assignment to the position.  If I have any questions about duties and responsibilities not specified in this job description that I am asked to perform, I should discuss them with my immediate supervisor or my Human Resources representative.

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ADDENDUM:

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• Ability to create customized growth plans for a facility or group of facilities to maximize patient outcomes and financial success, execute and follow up on the progress with customers.
• Displays understanding of various staffing models and requirements
• Guide the customer on ways to successfully market their program.
• Move an organization from New Start or restart to a highly successful regularly training program. Provide support and assistance in the development of new programs (organization, quality tracking, systems, processes)
• Effectively Train and motivate nursing staff to be successful training and maintaining patients
• Provide information to physicians to support prescription and method selection
• Identify priority accounts to engage and develop
• Ability to describe the center, the product’s economics and how this impacts a centers revenue and profitability, ability to outline the operational drivers that impact the same economic drivers for the center – Identify improvement areas in facilities to positively impact profitability
• Plan and implement regional educational sessions as necessary (basic, advanced) for nurses and patients.

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In-Center

• Demonstrate the most valuable features/attributes of the product/service and link them to the customer's key challenges.
• Supports the implementation of sales tactics and strategies by providing technical expertise and supporting with product knowledge.
• Coordinate with Clinical Educators in soft skills, therapies, and products to increase the customer base and promote a greater and correct consumption of our products.
• Partner with Marketing on all training processes: Sales, Product, and therapies developing scientific content for classes, workshops, and promotional activities according to Company strategies.
• Design and develop content for training courses to fill gaps in established program and run complex or customized training courses to improve performance. Involves focusing on a specific functional area.
• Maximize patient outcomes by monitoring facility KPIs/metrics. Monitor and report training and development programs success with supporting KPIs/metrics.
• Coordinate the e-learning and consultative sales programs and support implementation the e-learning programs.
• Cascade train-the-trainer concepts.

"The rate of pay for this position will depend on the successful candidate’s work location and qualifications, including relevant education, work experience, skills, and competencies.

Annual Rate: $94000 - $158000

Non-Bonus Eligible Positions: include language below.
Benefit Overview: This position offers a comprehensive benefits package including medical, dental, and vision insurance, a 401(k) with company match, paid time off, parental leave.

Bonus Eligible Positions – include language below. 
Benefit Overview: This position offers a comprehensive benefits package including medical, dental, and vision insurance, a 401(k) with company match, paid time off, parental leave and potential for performance-based bonuses depending on company and individual performance."