Clinical Market Development Specialist (Houston TX)

Medtronic•Houston, TX

2d•$95,000 - $95,000•Remote

About The Position

We are seeking a committed professional to join our team. While this is a remote position not located at a physical Medtronic site, the candidate hired will be required to reside within the territory and drive to multiple accounts throughout the region. A valid driver's license is essential for this role. As a Clinical Market Development Specialist (CMDS), you will enhance the selling process by serving as the clinical expert on the application of Medtronic’s Acute Care & Monitoring division Operating Room portfolio of products in the Adult/Pediatric ICU, Operating Room, and NICU/PICU environments. The (CMDS) will work within their assigned territory with aligned sales partners to develop advocacy from Key Opinion Leaders, key clinical and business decision makers, generate demand for product evaluations, competitive conversions, drive key deals to closure, and support post-sales activities including implementation, education, in-servicing, ongoing support, and the development of robust reference accounts. The (CMDS) is a hybrid clinical/sales role and is actively involved in the pre- and post-sale process to both identify and foster leads, support, processes, and champions that will result in successful product adoption, conversion, or expansion of use and ultimately improve patient care. This position requires Travel in assigned region and (nationally occasionally), approximately 50-75% including overnight stays.

Requirements

A Bachelor’s Degree with a minimum of 2 years of clinical experience as a licensed clinician within the acute care hospital environment.
OR An advanced degree with a minimum of 0 years of clinical experience as a licensed clinician within the acute care hospital environment.
Valid driver's license

Nice To Haves

2-5 years total critical care experience in an acute care hospital environment, with a minimum of 3 years’ experience in ICU, CVICU, OR, CVOR, NICU, PICU
2+ years in team selling environment
ICU, OR, or NICU/PICU Clinical Educator or experience in education curriculum development and delivery
RN BSN, Advanced Practice Nurse NNP, DNP, Perfusionist, RRT
Experience with health care or medical device industry, either clinical education or sales
Sales experience or possession of strong selling traits is preferred
Demonstrated ability to work effectively in a complex, geographically distributed organization with multiple value streams
Track record of building successful strategic business partnerships
Must be results oriented, with internal motivation to achieve high-level results and manage complex projects to completion
Demonstrated resiliency and high tolerance for ambiguity
Strong verbal and written communication
Exceptional client interaction skills
Strong ability to create and deliver presentations, education plans, and evaluation plans that reflect the needs of the customer
Public speaking skillsets
Exceptional thoroughness, attention to detail, and follow-through
Motivated, self-driven, accountable, confident individuals
Understanding of the markets in which ACM competes
High energy, entrepreneurial, and self-motivated
Proficient in Salesforce.com, Sales Analytics and MS Office (including Word, PowerPoint, and Excel)
Desire and ability to travel overnight (air/ground/hotel) within assigned territory and nationally when needed for high profile projects, conferences

Responsibilities

Lead clinical and selling activities for INVOS cerebral/somatic oximetry, BIS EEG brain monitoring, and ARGOS hemodynamic monitoring technologies within an assigned territory in partnership with regional sales teams to ensure both pre- and post-sale requirements are met
Lead pre-sale clinical demonstrations and evaluations to showcase the clinical value of ACM OR solutions. Coordinate and participate in evaluations along with aligned field sales team and customer to ensure they are conducted according to best practices. Engage key stakeholders with product value propositions, supporting literature appropriate to their specific care area.
Lead post-sale activities including implementation, product education, in-servicing, and ongoing support to ensure robust adoption and utilization.
Stimulate, support, and facilitate clinical champions in the development of institutional policies and processes that leverage RMS products to improve patient care
Demonstrate skills appropriate to successful advancement of complex sales, including: Strong analytical abilities and use of business tools such as Salesforce.com (SFDC) and Sales Analytics to develop a robust territory strategy and business plan
Consistent effectiveness in both offensive and defensive competitive selling situations
Expert-level clinical knowledge of acute care in the adult/pediatric ICU,CVICU, OR/CVOR and/or NICU/PICU including monitoring applications for critically ill neonates and children, including INVOS cerebral/somatic oximetry, BIS, and ARGOS technologies
Act as a key resource for and collaborate with other internal partners (e.g., Clinical Directors, Sales Leaders, Sales Partners, Marketing, Medical Affairs, R&D) on the following: Educate and update the organization quarterly on ICU/CVICU, OR/CVOR, NICU/PICU trends and customer needs
Identify and develop Key Opinion Leaders, reference accounts and/or potential development partners
Development and sharing of best practices throughout the organization as a OR/NICU CPS Subject Matter Expert (SME)
Stay up to date on the educational needs of the customer base related to product utilization and concepts of clinical application
Assess internal processes for delivery of customer education and implement process improvements as needed
Provide expert input to facilitate the development of sales and marketing materials, customer presentations, education plans and evaluation plans that reflect the needs of the customer
Identify subject areas, individuals, and opportunities for clinical research to further the body of evidence for our products in collaboration with Medical Affairs experts
Evaluate potential product additions or acquisitions, and contribute to the successful integration of new portfolio products as applicable.
Demonstrate behaviors consistent with senior level clinical leaders, including: Create an environment conducive to personal development and feedback for self and peers
Model the essence of team spirit throughout the organization
Identify and work through difficult and complex issues with customers without compromising relationships
Assess productivity and return on time invested and discuss opportunities for improvement with key stakeholders to ensure results
Assist Clinical Directors with specific zone-level initiatives or programs
Invest in self-development and education necessary to maintain status as a CMDS
Attend applicable trade shows, medical association meetings, and educational symposia to network with customers/clinicians
Timely completion of all special projects and administrative duties