Clinical Account Representative

Job Description

Job Description

Job Summary:

The Clinical Account Representative (CAR) supports the company's growth by driving utilization, supporting key accounts, and delivering education and technical support. This is a sales-forward role focused on account development, workflow optimization, and expanding access to therapy. The CAR operates at the intersection of clinical expertise, relationship management, and commercial execution, ensuring that the company is successfully integrated into heart failure care pathways and delivers measurable patient and economic value.

Job Responsibilities:

1. Sales & Customer Engagement

• Serve as the primary point of contact for high-volume, established accounts, ensuring seamless onboarding and patient monitoring workflows.
• Achieve assigned sales and utilization targets within defined accounts.
• Execute actionable quarterly business plans with clear activity goals and growth drivers.
• Conduct routine account check-ins to review program performance, identify barriers, and uncover new opportunities.
• Deliver product demonstrations and participate in educational meetings to drive adoption and expand utilization.
• Provide competitive insights, including customer feedback and market intelligence.
• Provide coverage for Territory Managers during PTO, meetings, and peak demand periods.

2. Account Management

• Maintain CRM documentation for key accounts, including activity notes, opportunities, and follow-ups.
• Build and sustain strong relationships with physicians, APPs, clinics, and administrators.
• Conduct quarterly account reviews in collaboration with Territory Manager to support program health, patient volume trends, and operational needs.
• Support the execution of workflow optimizations to improve patient identification, onboarding, and monitoring processes.

3. Technical & Clinical Support

• Provide technical troubleshooting for remote monitoring issues and workflow challenges, escalating as needed.
• Offer procedural case support occasionally for broader territory, focusing on priority accounts.
• Support training and education for new clinical staff, clinics, and administrators.
• Participate in product in-services and support clinical data collection as needed.
• Continue developing strong product competency.

4. Compliance & Collaboration

• Adhere to all FDA, regulatory, and company quality requirements.
• Maintain accurate documentation of sales activities, account plans, expenses, and clinical interactions.
• Collaborate effectively with Territory Managers, Marketing, Professional Education, Clinical Specialists, and sales leadership.
• Maintain professional, compliant, and positive communication with all hospital and internal stakeholders.

Education and Experience:

Required:

• Bachelor's degree (Business, Life Sciences, Engineering, or related).
• Experience: 2-4 years in medical device or healthcare (inside or field).
• Demonstrates consultative selling skills, including uncovering needs, asking strategic questions, and positioning solutions that drive utilization growth.
• Track record of ≥100% to goal in the most recent performance year.
• Account-facing experience with clinicians and administrators (e.g.,clinics, service line leaders).
• Proficiency with CRM (Salesforce preferred), Excel/analytics, and PowerPoint.
• Comfortable delivering clinical/technical presentations to audiences of 10–50 stakeholders.

Preferred:

• Knowledge of reimbursement landscape and payment pathways (highly preferred).
• Experience at top MedTech organizations (highly preferred).
• 1-2 years of commercial experience.
• Experience in Cardiology/HF/EP/Structural Heart or remote monitoring.
• Prior involvement in value analysis or committee-based selling.
• Familiarity with Cath lab/OR workflows; basic procedural support experience.