Clinical Sales Specialist

Clinical Sales Specialist

410 Medical, based in Durham, NC, is developing and distributing innovative products that help improve resuscitation of critically ill patients. 410's products are designed to enable clinicians to more effectively and efficiently respond to patients with septic shock, hemorrhagic shock, and other conditions that require controlled, rapid volume resuscitation.

The Clinical Sales Specialist is a critical role responsible for LifeFlow commercialization within his/her territory. This role serves as the quarterback of the Triangle Team, Sales, Clinical Education, and Business Development setting account priorities, directing team activity, and holding ultimate accountability for outcomes and quota achievement. As the primary sales representative on the team, the Clinical Sales Specialist leads sales execution and growth and works closely with the Clinical Education Specialist and Business Development / Account Specialist in their region to drive a coordinated, field-first territory strategy. The specific roles and responsibilities include those listed below.

Territory Strategy & Team Leadership

• Develop and execute a territory sales plan and strategy to meet/exceed quota
• Define High Priority Locations (HPLs) for the territory
• Facilitate bi-weekly Triangle Team calls for alignment and execution planning
• Make final decisions on account prioritization (HPLs) when the Triangle Team doesn't reach consensus
• Provide clear direction to the Business Development / Account Specialist on target accounts and outreach focus
• Provide clear direction to the Clinical Education Specialist on target contacts, relationship-building priorities, areas of expansion and education/training goals for each account/location
• Establish clear expectations for meeting preparation and promote effective communication and coordination within the Triangle Team between meetings
• Monitor progress toward monthly and quarterly quotas; adjust territory strategy and resource allocation as needed
• Hold Triangle Team members accountable for timely, excellent execution; resolve conflicts regarding scheduling, priorities, or resource allocation

Field Execution

• Minimum 3-4 days per week, face-to-face with customers/prospects (up to 75% travel)
• Cultivate strong relationships with current key account users, influencers, and other stakeholders; build new super users and champions to support the territory and LifeFlow
• Conduct presentations, demos, and stakeholder meetings
• Identify key contacts and new leads for target accounts, including follow-through on sales leads and inquiries from the Business Development / Account Specialist
• Coordinate contract negotiations and pricing discussions
• Coordinate with the Clinical Education Specialist and Business Development / Account Specialist for implementation support
• Maintain thorough understanding of clinical subjects relevant to our products and markets, including expertise in resuscitation
• In collaboration with the Clinical Education Specialist and 1099 Educators, coordinate LifeFlow training and education for providers and other stakeholders
• Participate in trade shows and local events as required
• Solicit feedback from the existing customer base to understand uses, ideas, and preferences related to LifeFlow and related products

HubSpot Documentation Requirements

• Log ALL customer-facing activity in HubSpot: calls, demos, virtual meetings, emails, in-person visits
• Document who attended (names, titles, departments), discussion topics, and clear next steps
• Build comprehensive account intelligence: current devices, usage patterns, pain points, and champions
• Review weekly: High Priority Locations, Deals, and Pending VAT Approvals
• Always TAG Triangle Team members, Michael, and Christine in relevant HubSpot activities

Cross-Functional Support

• Support the broader LifeFlow team (R&D, Marketing, Clinical, Sales) by attending team meetings and events, providing feedback, and sharing best practices
• Other duties as directed

Key Performance Metrics:

• PRIMARY: Sales quota achievement (% to goal)
• Days in field per week (minimum 3, target 4)
• HubSpot documentation quality and timeliness
• Overall performance and coordination of the Territory Triangle Team

Skills / Qualifications:

• 3+ years of medical device experience with a focus on Critical Care, ED, Trauma, ICU and Prehospital
• Expert in navigating a hospital sales environment; proven ability to follow a patient between departments and floors
• Demonstrated ability to lead and coordinate a cross-functional team without direct authority setting direction, driving accountability, and resolving conflict
• Strong communication skills; ability to convey ideas in a clear, concise manner
• Demonstrated ability to quickly develop positive relationships with new people
• Strong customer-service work ethic
• Ability to shift focus and effectively juggle multiple projects and stakeholders

Other requirements & details:

• Significant travel involved; weekends and night shifts possible, up to 75% travel
• Full-time role based in a city with easily accessible airport exchanges
• Must be able to meet credentialing requirements in order to observe products within a hospital or EMS environment (need all applicable vaccines)
• Carry detail bag weighing up to 25 lbs.
• Ability to stand or walk in numerous hospitals at meetings for 6-10 hours per day

410 Medical is an equal opportunity employer. As such, we provide employment opportunities without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, age, disability, veteran status, military service, or other characteristics protected by law.