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Job Details

Function as Clinical Sales Specialist to the customer and effectively drive utilization and expansion of TEG & Cell Saver products 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.

Essential Duties:

• Territory management for existing 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 Haemonetics equipment, software, and related disposables for the assigned products line. 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 the assigned products 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 products 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 products 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;
  • the current Cell Saver device fleet is fully optimized and associated disposable usage as well;

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 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 Haemonetics business in existing accounts.
• Work closely with Territory Sales 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 Territory Sales 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

Experience

• Bachelors of Arts, Science or Medical Technology (required)
• Masters of Arts or Science or Business Administration (preferred)
• 5 + years of experience as Nurse in Cardiovascular Surgery, Critical Care or Trauma

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)
• Travel Expectations: Frequent Domestic: 50% mainly around Brisbane area with some travels to the Sunshine Coast and the North of Queensland.

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