Clinical Account Manager

Position Title: Clinical Account Manager   Reports To: Area Business Manager

Division/Department: Cardiac Assist Clinical Services

Location: Washington, DC and Maryland

 



This position reports to the area business manager of the region.  Primary support and direction is provided by the area business manager with regards to general coordination of activities to sales.  The areas of clinical education are directed by the clinical development manager.  Key for success is the partnership relationship with the sales account manager in the region.  All activities are focused on growing our position in the cardiac assist marketplace.

 



 

Principle Responsibilities and Accountabilities

 

1.  Clinical Account Management

C Assess account educational needs, establish hospital strategies and implement required programs in conjunction with sales account managers.

C Build relationships with all clinicians and identify opportunities for increase utilizations and clinical competencies of counterpulsation therapy.

 

 

2.  Customer Education

C Provide education on the therapy as an on going process based on articles and clinical research data.

C Deliver and assess programs which increase counterpulsation product knowledge base, as well as raise the level of understanding regarding the value of the therapy.

 



Decision-Making Authority:

 

This incumbent has the authority to manage his/her individual calendar to meet the needs of the customer.  The incumbent sets their own schedule, making appointments with customers and sales personnel, and scheduling seminars, associated educational programs and associated account interaction.  Responsible for coordinating the educational and sales support needs of the territory, coordinating territory coverage with their managers during periods of increased account activity.  Financial decisions are policy and budget based.  Expenses are approved through management based on established guidelines.  Although many decisions and actions made by the incumbent are based upon company policies, the incumbent is often called upon to creatively deal with issues and situations which are complex and unique and may require on-the-spot resolution.  Suggestions and recommendations made by the incumbent can have direct impact upon the development of the Cardiac Assist business.

 

 

 

 

Position Specifications:

1. Knowledge/Educational Requirements

C Bachelor of science degree in Nursing is desirable.

C Five years critical care and IABP experience is necessary.

C Must be a licensed health care professional.

C Teaching experience is preferred, but not essential.

 

2. Skills and Abilities

C Good verbal and written communication skills are required for successful interaction with customers, peers, and manager.

C Strong clinical and technical knowledge of Datascope Cardiac Assist products is essential.

C Problem solving abilities are required to assist accounts during difficult clinical situations.

C Basic computer skills are necessary (PCIABP, SID, Lotus Notes, WordPerfect and E-mail.

 

3. Physical Demands/Work Environment

 

C Approximately 50 - 70% travel in the territory.  Travel may be overnight.

C Occasion travel out of the territory is required.

C Training programs are presented in a hospital classroom environment.

C Physical demand of the job include standing for extended periods of time while lecturing, participating in sales associated activities, or working a trade show booth.

C Minimal pushing and pulling of the intra-aortic balloon pumps is required while teaching in the accounts and it may be necessary to move the pump within the hospital from one teaching area to another.

 



 

Positions Supervised:  Direct Reports   Indirect Reports

 

  N/A  N/A

 



 

Working Relationships:

 

1. Internal Contacts

 

C Interact via telephone with their manager on a weekly basis.

C Field coaching with the Area Business Manager - quarterly.

C Interacts closely with sales representatives in the assigned territories.

 

2. External Contacts

The incumbent maintains a close contact with accounts in their designated territory.  They will frequently communicate with key contacts within Datascope accounts and with competitive customers to maintain positive relationships, learn where problems exist, evaluate competitive threats and help promote growth of the cardiac assist business.