Director, Clinical & Technical Sales Support
sales › Clinical & Technical Sales Support · M5 — M5 — Senior Director · Management
Directs the organization's clinical and technical sales support function, setting strategy for veterinary, farm, and clinician-facing advisory teams.
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What this role is
Directs the organization's clinical and technical sales support function, setting strategy for veterinary, farm, and clinician-facing advisory teams. At the Senior Director (M5) level, the role owns multiple functions or a large department, org-level trade-offs and investment, and drives multi-function results. Leads directors and managers.
What this level does
- Directs the clinical and technical sales support organization for a division through subordinate managers, with impact on divisional sales operations
- Defines the methods and operating model by which clinical specialists and sales engineers support the field, from case coverage to demo strategy
- Influences executives and major provider customers on the technical and clinical strategy behind key contract negotiations and franchise decisions
- Sets the division's HCP training and clinical-fluency standards and the credentialing and compliance framework the whole support org operates under
- Allocates the division's clinical-support budget, headcount, and demo-capital investment to align with strategic revenue and adoption priorities
- Knowledge applied
- Defines the operating methods and standards for the divisional clinical-support organization; decisions impact overall divisional operations.
- Complexity & problem solving
- Resolves complex, org-wide issues in support-model design, credentialing, and resource allocation; defines the methods others follow.
- Collaboration & interaction
- Influences executives and major customers on key clinical and contractual issues; leads through department managers.
- Typical experience
- 10–12+ years including second-level management and strategy work in medical device sales.
Skills at this level
- Clinical fluency
- — Understands the clinical side of products, including anatomy, body systems, medical terminology, sterile technique, and how surgeries progress from prep to close, and ensures teams apply this during on-site case support.
- Regulatory and clinical knowledge
- — Understands device classifications, FDA guidelines, and the differences between implants, disposables, capital equipment, and robotics, and applies these to compliant support and credentialing practices.
- Product and scientific knowledge
- — Commands the scientific processes and component functions of the products being sold, enabling teams to deliver credible presentations and orient customers technically.
- Solution selling
- — Aligns cross-functional department goals and directs the sale of complex technical solutions at scale to clients with complex needs.
- Technical presentations and demonstrations
- — Prepares and delivers, and coaches teams to deliver, technical presentations and product demos that explain products or services to healthcare professionals and engineers.
- Customer needs assessment
- — Confers with customers and engineers to assess equipment needs and determine system requirements, then translates them into product configurations.
- Training and education
- — Directs training programs for healthcare professionals on the safe and effective utilization of devices and techniques.
- Business analysis
- — Analyzes sales movements and conducts statistical data management to identify business opportunities and guide where clinical-support effort generates revenue.
- Case coverage management
- — Plans and assigns on-site clinical case coverage across a territory, ensuring specialists are credentialed, scheduled, and available to provide OR/cath-lab troubleshooting.
- Territory and market-share awareness
- — Maintains competitive understanding of market share within the territory and uses it to prioritize accounts and position technical support against competitors.
- Vendor credentialing compliance
- — Ensures team members maintain hospital vendor credentialing through systems such as VendorMate and Reptrax so they can access clinical facilities for case support.
- Strategic account and provider relationship leadership
- — Directs the management of strategic accounts and high-value provider relationships, including leading clinical conversations and supporting contract negotiations.
- People leadership and coaching
- — Supervises, develops, and coaches clinical specialists and sales engineers on technical demonstration, case support, and solution-selling capability.
- Support-model and budget management
- — Owns departmental operating and demo-fleet budgets, headcount planning, and the operating model by which clinical and technical support is deployed to the field.
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As of · 2026-07-30
Edition · canon-v2@2.1.0-complete
Source · canon-v2 cell + salary-benchmark (model)
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