Senior Director, Clinical & Technical Sales Support
sales › Clinical & Technical Sales Support · M6 — M6 — Vice President · Management
Senior executive who leads the entire clinical and technical sales support function across regions and product lines.
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What this role is
Senior executive who leads the entire clinical and technical sales support function across regions and product lines. At the Vice President (M6) level, the role owns a major function or division, enterprise priorities and external factors, and drives division-wide / organization-wide. Leads the leadership of a division.
What this level does
- Leads clinical and technical sales support across multiple divisions or functions through senior managers, shaping its long-term contribution to company success
- Defines the multi-year strategy for how technical solution selling and clinical case support evolve with the device portfolio (implants, disposables, capital, robotics)
- Negotiates with executives and top-tier health-system customers on critical matters where clinical-support commitments underpin enterprise agreements
- Influences company policy on clinical-support staffing models, regulatory posture, and the balance of managerial versus principal-technical career paths
- Resolves abstract, cross-functional issues between sales, marketing, R&D, and regulatory to position clinical support as a durable competitive advantage
- Knowledge applied
- Defines long-term strategy for clinical and technical sales support across divisions, anticipating portfolio and regulatory shifts affecting company success.
- Complexity & problem solving
- Tackles abstract, cross-functional problems spanning sales, R&D, and regulatory; sets policy with multi-year consequences.
- Collaboration & interaction
- Negotiates with executives and top health-system customers on critical matters; acts as a policy influencer across functions.
- Typical experience
- 12–15+ years of deep leadership across departments or divisions in clinical/technical 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
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Source · canon-v2 cell + salary-benchmark (model)
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