Clinical Sales Manager

The Clinical Sales Manager (CSM) will manage a team of Account Managers (AM) who are responsible for increasing clinical utilization of the xvision surgery programs and for conducting the basic system training of hospital surgical teams and distributor partners. Under the direction of the Clinical Sales Director, CSM will hire, train, develop, and ensure the AM is successful at the key steps to increasing clinical utilization, successful installation of xvision systems, developing strong relationships with the surgical team members and distributor partners, and effective training of surgical team members and distributor partners. The CSM reports to the Clinical Sales Director for a defined region.

Maximize xvision Procedures/Revenue. The primary objective for the CSM is to increase clinical utilization of installed xvision systems as measured by total procedure volume and marker sales. Working with DS to develop overall sales targets for the territory. Convert these territory sales targets into specific targets for each AM. Implement sales management techniques to ensure that sales performance targets are achieved on a consistent basis.

Create a territory sales and marketing plan. Working with the Clinical Sales Director, develop a formal sales/marketing plan for each territory and AM that determines the best methods to maximize xvision utilization along with the specific plan to achieve this result. The plan needs to include all surgeons with assigned headsets, promote certain targeted procedures, and describe challenges and responses unique to each territory. Territory marketing programs should consist of market development events including but not limited to referring physician education & partnering with hospital marketing initiatives.

Build an account-specific Distributor Plan. Develop an individual plan for each account based on specific needs. Specific distributor engagement, training, and a plan for autonomy need to be developed for each AM.

Build the sales team. Within the first 30 days, develop a detailed hiring plan with the Clinical Sales Director so that the full team of AM’s is on board as planned within budget. Work closely with the Training Department through the initial xvision Training Course to ensure that new hires are successfully achieving clinical mastery goals and integrating into our culture.

Establish and implement an AM development program. During the first 30 days, meet continually with each AM to review historical performance and trends and determine current skills and ability to meet the assigned sales objectives. Create personal development plans for each AM to ensure each AM is capable of achieving his/her objectives within a measured timeframe. Develop a proactive training and development program using the training plan as a guide. As part of this, work with each AM to ensure they have subject matter expertise on required xvision applications.

Surgeon Team Assessment, Selection, and Training. Facilitate an effective and smooth transition for each new account from the ASM who sold the system to the AM who now owns the account.

Implement a clinical sales management performance tracking system. Quickly develop a clinical approach that ensures constant awareness of each AM’s ongoing performance. Utilize CSM management tools to track procedure and sales of markers. Speak with each AM at least twice weekly to review the status of their accounts, resolve issues, and track performance to the sales plan. On a monthly basis, travel with each AM by visiting accounts to assess performance, identify training needs, and to nurture surgical team relationships. Rapidly develop performance improvement programs to correct performance issues. Be ready to offer instant corrective action and advice. Establish a weekly critical issues program with their team, highlighting potential problems before they become significant. Resolve these on an ongoing basis to minimize the problem and the need to constantly react. Address underlying problems with process improvement, additional training, and field coaching.

Base Salary $115,000