Clinical Area Manager - Buffalo, Rochester, Syracuse

Electromed Inc.•City of Rochester, NY

11d•$80,000 - $150,000•Remote

About The Position

The Clinical Area Manager (CAM) is responsible for driving prescription referral growth and sales through physician offices, local clinics, hospitals, and institutions across the Buffalo, Rochester, and Syracuse territory. The role uses consultative, face-to-face sales meetings with physicians, respiratory therapists, medical assistants, patients, caregivers, and administrators. The CAM analyzes physician referral patterns, develops customer-level account plans, identifies opportunities to grow volume with existing referrers, and develops new referral channels using approved corporate resources. The primary objective is to educate customers on high-frequency chest wall oscillation (HFCWO) therapy and gain referrals to grow market share. The primary clinical focus is adult pulmonology and bronchiectasis referrals, followed by cystic fibrosis and neuromuscular clinics and patient indications. This is a remote, in-the-field position, and the candidate must reside in the assigned territory. Travel is up to 30–40%, depending on location.

Requirements

Bachelor’s degree preferred, or relevant and equivalent experience.
2–4 years of medical sales experience, with a strong understanding of healthcare and/or business experience.
Must have and maintain a valid driver’s license.
Willingness to follow and demonstrated adherence to the Company Sales Process.
Achievement and mastery in the consultative selling process.
Demonstrated best practices in account planning.
Consistent track record of attaining referral goals.
Must reside in the assigned territory.

Nice To Haves

Prior airway clearance therapy experience.
Bachelor’s degree.

Responsibilities

Make face-to-face sales calls on physicians, respiratory therapists, medical assistants, patients, caregivers, and administrators in the assigned territory.
Work the assigned territory effectively and efficiently, using time management and planning to create efficient territory zones.
Educate referral sources on HFCWO therapy and obtain referrals to grow market share.
Analyze referral patterns and prioritize opportunities.
Cultivate relationships with strategic referral sources to increase referral volume.
Identify customer drivers and address customer needs and gaps by connecting them with the company’s technology and service solutions.
Use consultative selling skills to engage new referral sources and uncover competitive takeaways based on unmet needs.
Complete required paperwork and documentation, including expense reports, pipeline, scorecard, calendar, plans to succeed, and prescription-related materials, in a timely manner.
Work and communicate closely with the Regional Sales Manager, operations, reimbursement team, and other cross-functional partners to achieve territory and business success.