Position Summary
The Clinical Sales Consultant is responsible for attainment of a sales quota in a complex clinical sales role with capital medical devices and software with long sales cycles. The incumbent will have a strong will to win with a desire to enable and consult with health system and hospital stakeholders from clinical users to C Suite, regarding infusion therapy best practices, current and emerging trends and best practices to support clinical accuracy and patient outcomes.
Essential Duties & Responsibilities
- Demonstrates comprehensive knowledge, through experience with acute care hospital IV Infusion administration practices, patient throughputs, nursing practice, IV medication administration and EMR workflows;
- Expertly performs current state IV therapy assessments and creates a compelling future state clinical value proposition based on customer’s organizational strategic objectives/vision;
- Demonstrates leadership, flexibility, and initiative in meeting internal/external customers’ needs;
- Strategically works with Device Sales Specialists, Strategic Business Solution teams and Regional Managers to prioritize opportunities;
- Handles multiple projects simultaneously, prioritizes tasks based on organizational priorities, need and judgment;
- Acts as Clinical Infusion SME; advises internal sales and other staff regarding best demonstrated practices;
- Actively engage in infusion technology and industry professional organization and remain current on emerging practice guidelines and recommendations;
- Provides informed sales consultation and work flow analyses within and related to IV medication safety processes and best practices with existing and potential acute care hospital customers;
- Identifies current areas of IV technology and practice related inefficiencies, patient/clinician/ provider safety concerns, infusion revenue augmentation opportunities, cost reduction, regulatory non-compliance, and performs suggested work flow redesign and practice changes;
- Actively provides industry best practices to facilitate safe infusion administration, infusion documentation accuracy, support patient therapies and outcomes, and client adoption of best practices and strategic goals;
- Functions as the voice of the Customer to input to internal teams on client experience, value obtained, and product/service enhancement opportunities;
- Actively collaborates and builds synergistic relationships with Device Sales Specialists, Strategic Business Solutions Team, Region Managers, Product Managers, Product Research and Development teams, Implementation & Support teams, and Sales Training;
- Encourages customers to submit enhancement feedback/suggestions; participates in future product development teams, when appropriate
- Provides input and ideas for new product development and software enhancements to assure adherence to current healthcare and regulatory standards, as well as assure enhanced customer capabilities and satisfaction
- Work on special projects as assigned
Knowledge & Skills
- Innate interest in and understanding of healthcare market and trends;
- Strategic thinker, committed to continuous learning to enable client advisement based on evolving best practices and industry guidelines
- Committed to obtain and update thorough knowledge of ICU Medical’s IV infusion and EMR Integration platforms;
- Desire to actively act as Infusion SME with current and potential clients to create clinical future vision to advance new infusion business in competitive health systems and hospitals;
- Effective, experienced communicator and collaborator with stakeholders (internal and external) to drive alignment on enterprise technology adoption;
- Dynamic speaking and presentation skills and strong business writing skills required
- Experience with implementing, using/managing infusion systems with safety software/dose error reduction software preferred;
- Strong ability to prioritize activities and travel,
- Requires excellent critical thinking, problem resolution abilities and strong technical skills, with team selling preference.
- Strong skills with Microsoft Word, Excel, PowerPoint and Outlook
Minimum Qualifications, Education & Experience
- Must be at least 18 years of age
- Bachelor’s degree from an accredited college or university is required; Advanced degree or clinical specialty certification preferred
- Current RN licensure and critical care experience preferred
- Minimum 10 years of experience in an acute care hospital environment preferred
- Minimum 4 years of hospital clinical education, departmental management/leadership experience required
- Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.
Work Environment
- This job is a field based role.
- Work may be performed in a home office using standard office equipment, as well as on-site at customer locations.
- While performing the duties of this job, the employee may be required to sit, stand and walk for long periods of time; depending on the needs of a customer
- As part of the scope of employment, the employee must hold a valid driver’s license as well as comply and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company.
- Typically requires travel 75% of the time
Company
ICU Medical has consistently provided you with clinical innovations that help solve real-world challenges.
With the acquisition of Hospira Infusion Systems in 2017 and Smiths Medical in 2022, we are now a global market leader with a complete line of clinically-essential IV therapy and high-value critical care products for hospital, alternate site, and home care settings.
We're ready to bring you consistent quality, innovation, and value in more areas than ever. Our focus allows us to bring you:
- Dedicated and non-dedicated IV sets and needlefree connectors clinically proven to provide an effective barrier against bacterial transfer and colonization.
- The industry’s broadest IV smart pump offering covering large volume, pain management, and ambulatory needs.
- IV medication safety software providing full IV-EHR interoperability with the highest customer satisfaction and compatibility with more EHR systems than any other company.
- Significant US IV solutions manufacturing and supply capabilities.
This role is based remotely; the incumbent may be remote in any state other than Colorado; California; Connecticut; Montana, Maine or New York.
ICU Medical EEO Statement:
ICU Medical is committed to being an Equal Opportunity Employer. We ensure that all qualified applicants receive fair consideration for employment regardless of race, color, nationality or national origin, ethnicity, sex, gender, religion or belief, marital or civil partnership status, sexual orientation, pregnancy or maternity, age, disability, or protected veteran status.
If you are an individual with a disability and need reasonable accommodation to participate in the employment selection process, please contact us at [email protected]. We are committed to providing equal access and opportunities for all candidates.