Therapy Specialist (Sales Associate)

Job Title

This role will support the Central Massachusetts territory.

Mainstay Medical is a medical device company focused on marketing an innovative implantable neurostimulation system, ReActiv8, for people with disabling chronic mechanical Low Back Pain. The company is headquartered in Dublin, Ireland, with subsidiaries operating in the United States, Australia, the United Kingdom, and Germany.

The Role

As a part of the Field Sales Team, the Therapy Specialist is responsible for providing comprehensive clinical and patient support to Mainstay Medical's customers and Sales Teams to drive demand and accelerate the sales process through education, training post-implant patient support and direct participation in clinical cases when required. This person will significantly add value to the sales process, assist in developing a highly knowledgeable and loyal customer base, and help bring Mainstay Medical's therapy to market in a timely fashion that meets the needs of our customers and patients.

Position Responsibilities

Drive Demand for Mainstay Products:

• Conduct strategic, evidence-based product presentations and interactive demonstrations to clinical decision makers and physicians within hospital, ASC, physician practice, and clinical settings. These presentations emphasize measurable clinical outcomes, patient-reported benefits, and return-on-investment metrics that resonate with various stakeholders.
• Implement targeted awareness campaigns by identifying and engaging key opinion leaders (KOLs) within specific territory. Strategically recruits these physicians and their staff to participate in local or regional training programs where compelling patient success stories and clinical data showcase product efficacy.
• Develop customized educational content tailored to address the specific clinical challenges and priorities of different stakeholders ensuring messaging resonates with each audience's unique perspective and needs.
• Create and nurture clinical champions within accounts by providing exceptional support, responding promptly to clinical questions, and demonstrating unwavering commitment to patient outcomes, thereby establishing Mainstay as the preferred therapy partner.

Support the Commercial Efforts of the Sales Team:

• Provide ongoing clinical education and comprehensive case support to customers through a structured program of initial training, advanced techniques workshops, and regular refresher sessions, ensuring optimal product utilization and consistently positive patient outcomes.
• Expand organic growth by collaborating with Therapy Managers, Area Business Managers, and Sales Leaders to identify high-potential accounts based on patient demographics, procedural volumes, and reimbursement landscape. Collaborates to develop clinically-focused value propositions that address specific pain points for each account, facilitating new business acquisition and expansion within current and adjacent practices.
• Transition into the role of primary account maintenance and organic growth once implant volumes reach mutually established thresholds and demonstrate stability. Provide continuity of service, deepen clinical partnerships, and support Therapy Managers to focus on developing new accounts, to achieve Mainstay's strategic growth targets.
• Foster productive cross-functional relationships with field-based commercial partners through regular joint planning sessions, account strategy reviews, and collaborative problem-solving. Utilizes shared digital platforms and communication tools to maintain alignment on account priorities and ensure coordinated customer engagement.

Provide Clinical Input and Customer Feedback to the Field Sales and Marketing Teams:

• Serve as Mainstay Medical's clinical authority during surgical procedures and device implantations by providing all necessary equipment, demonstrating expert knowledge of implant methodology, and offering real-time troubleshooting guidance. This ensures procedural success and physician confidence for long-term therapeutic benefit.
• Serve as primary contact for implanted patients. Conduct thorough device system interrogations using proprietary software and diagnostic tools to analyze performance parameters, patient response patterns, and therapy effectiveness. Provide technical support and follow-up consultations in hospitals and clinics to optimize programming settings based on individual patient needs and response.
• Deliver responsive on-call support for surgeries, reprogramming needs, MRI requirements, troubleshooting challenges, and follow-up as needed. Strategically utilize available time between clinical cases to assist commercial operations with patient identification and selection support, helping physicians identify ideal candidates based on established clinical criteria.
• Implement a multi-tiered educational approach for implanting physicians, referring clinicians, hospital personnel, and office staff through:

1. Personalized one-on-one training sessions that address specific learning needs and clinical scenarios
2. Comprehensive in-service education programs featuring hands-on components and case simulations
3. Interactive seminars and symposiums that showcase expert speakers, case studies, and emerging clinical applications
4. Systematically document clinical insights, physician feedback, and observed product performance during procedures and follow-up visits. Communicate these findings to product development and marketing teams through structured feedback channels, directly influencing product enhancements and marketing messaging.

Qualifications

• Bachelor's degree required
• Minimum 2+ years of progressive experience with proven track record in developing and nurturing customer relationships and account management

Travel Requirements

• Extensive travel within assigned territory, and to regional meetings, conferences and field training programs is required (typically 60-80%)
• Valid driver's license and reliable transportation required

Core Values and Competencies

• Teamwork: Actively collaborates across functional boundaries by sharing clinical insights, participating in cross-departmental initiatives, and contributing to collective problem-solving. Demonstrates willingness to support colleagues during high-volume periods and willingly shares best practices that enhance overall team performance.
• Adaptability: Effectively responds to dynamic clinical environments and evolving market conditions by adjusting approaches, reprioritizing activities, and maintaining composure during unexpected challenges. Embraces new technologies, techniques, and processes with a growth mindset focused on continuous improvement.
• Problem Solving: Systematically analyzes complex clinical situations and device-related issues by gathering relevant data, consulting appropriate resources, and applying structured troubleshooting methodologies. Develops innovative solutions that balance technical requirements, physician preferences, and patient needs while maintaining regulatory compliance.
• Clinical Acumen: Demonstrates comprehensive understanding of relevant anatomical structures, physiological systems, and pathological conditions that inform effective product application. Applies this knowledge to anticipate potential complications, optimize therapy delivery, and educate healthcare providers on best practices for patient management.
• Customer Engagement: Builds and maintains trusted relationships with healthcare providers by consistently delivering on commitments, demonstrating genuine interest in their clinical challenges, and providing value beyond basic product support. Anticipates needs and proactively offers solutions that strengthen the partnership between providers and Mainstay Medical.
• Results Driven Execution: Displays a passion for achieving extraordinary outcomes with disciplined execution to ensure consistent delivery. Sets ambitious goals, maintaining unwavering focus, upholds high performance standards, and demonstrates the resilience to overcome obstacles.
• Persuasive Communication: Builds commitment by convincing others and winning them over to their point of view. Uses language effectively to persuade others and build commitment for their ideas and initiative. Presents compelling arguments. Creates followership not because of power but because it is perceived as the right thing to do.
• Tenacity: Taking an approach to sales that emphasizes perseverance and determination to achieve success. Sticks to workable tactical plans and sticks to them to achieve the desired results. Overcomes with patience but dogged determination the obstacles placed by the customer or prospect in the pursuit of a sale. Shows great discipline and follow-up, even in situations that are not initially promising, systematic, and organized.

The typical salary for this position includes base pay of $75,000 + variable compensation. The total compensation package includes a range of medical, dental, vision, financial, and other benefits, as well as equity.

Mainstay Medical is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to gender, race, color, religious creed, national origin, age, sexual orientation, gender identity, physical or mental disability, and/or protected veteran status. Mainstay Medical participates in E-Verify.