Clinical Specialist

SUMMARY

At Vapotherm, patients and the clinicians that treat them are our total focus. The Area Clinical Specialist (ACS) is primarily responsible for leading equipment validation process for prospective customers and supporting the expansion of the use of Vapotherm technology throughout various care areas in existing customer facilities through education and training.

The ACS will lead the validation process within prospective Mexico accounts. The ACS is also responsible for clinical promotion and education on Vapotherm products and therapy to clinicians in existing and prospective accounts, supporting the development of the sales funnel and revenue in the territory assigned. The ACS supports expansion of the use of Vapotherm technology in existing accounts and provides education on the correct application of Vapotherm products through clinical education, training and expertise while maximizing the sales and use of Vapotherm products in various care areas. The ACS will work with health care providers in acute care and post-acute care hospitals and institutions.

The ACS position is a field-based position and is responsible for maximizing the adoption of Vapotherm products, initiating & building sustainable relationships with customers, and ensuring superior customer education and support. The ACS will report to the Mexico Country Manager under the umbrella of the North America Commercial organization. The ACS will work closely with sales, clinical, marketing, and other cross-functional partners to deliver on-label education to targeted customers. This position is an entry- level clinical and sales hybrid position. The ACS must possess the ability to work in a fast-paced environment to plan and achieve business goals.

PRIMARY RESPONSIBILITY

• Achieve assigned recurring revenue growth targets
• Identify the needs of each customer and develop quarterly clinical plans designed to best meet those needs
• Full responsibility for validation, training, sales processes, technical service, preventive maintenance support, and installation of devices
• Execute on strategies designed to increase individual account revenue/profitability
• Develop and implement a plan to expand current business
• Develop and implement a plan for territory with guidelines and metrics

Validation Responsibilities

• Work with the Country Manager to schedule weekly meetings/validations/implementations strategically with customers in the region
• Establish relationships with key stakeholders involved in decision-making in each account
• Schedule, plan, and execute meeting with key stakeholders at prospective accounts to understand validation process requirements for the institution
• Complete necessary forms and documentation associated with validation process
• Provide education to clinicians on the appropriate use of Vapotherm technology, therapy application, and appropriate patient selection
• Support customer in post-validation process, including packaging and return of equipment to Vapotherm offices

Clinical Education Responsibilities

• Provide clinical and product related training to Vapotherm customers
• Respond to customer needs - develop creative and feasible problem-solving solutions or work with other related personnel to develop optimal solutions
• Lead clinical education efforts within the territory to accelerate sales to new customers, improve team effectiveness, and increase utilization in existing accounts through safe and effective therapy use
• Troubleshooting and Complaint Resolution: Provide responsive, solution-oriented support to address and resolve customer concerns, ensuring high levels of client satisfaction and operational continuity

General Responsibilities

• Develop, cultivate, and maintain relationships with Key Customers, Key Opinion Leaders and Strategic Partners within the territory to leverage relationships and grow business
• Actively participate in on-going clinical and business education
• Organize and/or present at health care practitioner conferences, symposium, etc. on Vapotherm technology and product
• Maintain a presence at national, regional and state meetings and exhibits as required
• Keep up to date on latest clinical literature related to Vapotherm and competitive technologies
• Keep up to date on knowledge of key customers, the market, industry trends, competitors, and leading competitive strategies
• Attend local and national medical meetings as necessary to support visibility and market presence
• Support troubleshooting and complaints resolution to ensure a high level of customer satisfaction and operational continuity
• Provide feedback to Product Development for enhancements to existing products and insights for new product/extensions development. Share best practices and innovative ideas to drive Vapotherm’s sucess

Admin

• Manage territory activities through Vapotherm Customer Relationship Management (CRM) dashboards and company generated standard and customized reports
• Report all activities, communication, and customer intelligence in Vapotherm’s CRM system

REQUIREMENTS

• University degree in biomed
• Minimum two years’ experience in respiratory or critical care
• Current knowledge of respiratory therapies
• English Intermediate fluency level (B1 or B2)
• Require car and valid license to drive to develop the activities in the field
• Lives within the regional geography
• Clinical experience in emergency department, adult, pediatric and/or neonatal markets
• Education experience in hospital environment
• Strong relationship management skills, including initiating and building sustainable relationships with customers (physicians, hospital leadership and other healthcare professionals)
• Ability and willingness to travel overnight (70% of the time)
• Strong communication skills, verbal and written.
• Computer skills including MSWord, Excel, PowerPoint and online applications
• Committed to ensuring superior customer satisfaction.
• Demonstrated success influencing clinical use of product in the hospital environment, particularly with novel technologies

PREFERRED CREDENTIALS, EXPERIENCE, COMPETENCIES:

• Experience in the hospital environment
• Open to potential relocation for promotion opportunities
• Experience leading large/group education sessions

ADDITIONAL DESIRED CHARACTERISTICS:

• Self-starter
• Focused on results
• Team-oriented
• Customer focused
• Excellent time management
• Interest in innovative medical therapies and technology
• A demonstrated passion for patient care & healthcare.
• Demonstrated ability to be hands-on.
• Openminded
• Flexible, adaptable
• Ability to establish trust in working relationships

WORK ENVIRONMENT

• Fulltime role, with 90% dedicated to fieldwork and nationwide travel availability, responding to hospital requests for special shifts to support customer activities, including product transportation for demonstrations and device validations.
• While performing the duties of this job, the employee is regularly required to sit and/or stand for extended periods of time for meetings or work, travel to different locations via car or airplane, operate a motor vehicle, operate a personal computer, visually inspect reports/forms, conduct oral communication via telephone or in person, retrieve and return files, and occasionally lift up to 11 kilos.
• All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.