Job DetailsJob Summary: Function as TEG product line Clinical Advisor to the customer and effectively drive utilization and expansion of TEG product line at existing customer sites within defined territory. Support ongoing account management sales process through clinical education and ongoing case support in all existing and potential areas of operation and clinical utilization within the customer site. Grow sales in existing accounts (organic growth) and support new accounts (go-lives) with a growth mindset.
Essential Duties: - Territory management for existing TEG customer base.
- Increase product usage at existing accounts and expand customer base through clinical education of new users and generate revenue growth. Ensure customers are able to independently, safely and efficiently operate TEG equipment, software, and related disposables as well as interpret the TEG results in the many applications of use.
- Train new and existing customers on all product and clinical aspects of TEG line. Provide summary of training sessions and ensure follow up as needed through onsite support in the many areas of operation and application such as lab, critical care, and OR.
- Provide clinical expertise to help ensure that our TEG product line reaches standard of care levels within the account, leveraging our CRM tool and market data.
- Help drive and expand existing business to include broadening application of our TEG within the account, achieving assigned sales AOP annually, by ensuring all applicable TEG assays and most updated software versions are being utilized to maximum effectiveness. This is achieved by developing new relationships with clinicians, further cultivation of existing relationships, didactic education provision and grand rounds presentations, case support, taking calls from the end users, and hosting market development events.
- Visit assigned hospital accounts, identify and train clinical champions and establish relationships with key decision makers.
- Provision of dedicated onsite support for new TEG customers "going live" with the technology or additional assays inclusive of all affected shifts and areas of use case support and training inclusive of after-hours support.
- Resolve technical, operational, and clinical customer concerns through accurate and timely investigation and partner with cross-functional 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 and conferences.
- Provide history by maintaining records within CRM tool on area of responsibility and customers in that area.
- Support VAD/ECMO customers, Trauma, CV, High Risk Obstetrics, Liver transplant, Vascular, and all Critical Care clinicians in their use of TEG.
- Assist customers in tailoring their products training materials and needs.
- Understand competition and competitive landscape in existing territory, and convert to TEG business in existing accounts.
- Work closely with Account Manager in overlapping market to target key accounts for expansion and forecast revenue increase during quarterly business planning and monthly cadence calls with management.
- Provide tradeshow support, both regionally and nationally.
- Drive demand for device and software upgrades as well as add on devices.
- Work closely with Account Manager and Implementation team during laboratory installation, validation, and verification process including assistance with training, competency, SOP and IQCP development, normal donor sourcing, logistics support for TEG program, and ordering/interfacing needs.
- Prospect and develop multi-level relationships (including C-level) within defined territory.
- Participate in product development market needs and/or quality investigative needs and launches while providing feedback to sales, marketing and R&D
Supervisory Responsibilities: Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, training and developing employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
QualificationsEducation- Bachelors of Arts or Science (Required) in Nursing (RN) or related Clinical field of Study
- Masters of Arts or Science or Business Administration (Preferred)
Experience:- 3+ years Industry or clinically related experience, preferably in complex medical devices and/or critical care environment
Skills: - Demonstrated written communication skills
- Strong verbal communication and listening skills
- Ability to convince and proven experience in driving products adoption.
- Effective interpersonal skills, Comfortable in interacting with clinicians at a high level and with a flair for developing customer relationships.
- Strong Project management skills and solid organization skills
- Knowledge of hemostasis management required
- Strong technical/clinical aptitude to understand, train customers and users on products (including running the TEG® Analyzer, understanding application of results and manipulating the software).
Physical Demands: - Sitting; remaining in a seated position
- Standing; walking; reaching with hands and arms; and stooping, kneeling, crouching, or crawling.
- Lifting/moving up to 10 pounds.
- Keyboarding; entering text or data into a computer or other machine by means of a keyboard.
- Exposure to blood
Travel ExpectationsRegular Domestic: 25%
