A day in the life of a Clinical Sales Specialist
  • Posted on: 16/04/2019
  • Category: Star News

A day in the life of a Clinical Sales Specialist

As a Clinical Sales Specialist, you’ll advise, train and support professional and industrial healthcare customers who are using our client’s wide range of healthcare products. The main responsibilities of a Clinical Sales Specialist lie in building beneficial contacts with the clinician so that it results in closing a sale of a medical product. The responsibility is not then finalised with only the sale, but it continues in expanding long-term relationships with the medical staff, which may again generate future sales.

Skills & Experience

As well as sales and customer relationship skills, strong communication and presentation skills are important so that the Clinical Sales Specialist can effectively communicate about the superiority and benefits of a product or brand to Doctors, Nurses and other medical staff. Following the guidelines and standards of marketing strategies and presenting the product in a professional manner is essential. They must be able to meet the demands of a client and by addressing those demands, generate sales.

Similarly, analytical and planning skills are mandatory for a CSS. Having a flexible approach to work is essential for adapting to everyday change, for example, cancelling appointments, and constant planning will also help set someone apart from the rest of the sales team. Account and territory management are appropriate skills for ensuring a high level of satisfaction is achieved across your allocated geographical territory. All CSS serve as experts, in other words, they need to have a high level of understanding about products, competitors on the market, and the concerns of providers. Simply staying up to date on the news and issues affecting the healthcare industry is necessary to better understand the needs of doctors and nurses.

What does a day as a Clinical Sales Specialist look like?

Our very own Clinical Sales Specialists have talked through their day-to-day agendas below -

8:00am

The day starts by ensuring you are well prepared with plenty of stock, samples and leaflets, as well as a clear plan of what the day ahead entails. Leave plenty of time for travel and traffic – turning up late does not make the best impression!

10.00 am:

Arrive for a pre-arranged meeting. All meetings have been organised at least 2 weeks in advance. Customers can vary daily from Tissue Viability Nurses – Staff Nurses in both the community and hospital – Vascular Consultants – Vascular Outpatients - A&E - Wound Care Clinics – Oncology Wards and Hospices – Directors of Nursing – Procurement – Stores – Pharmacies – Podiatry and Infection Control. There is no shortage of people to meet, which is very beneficial.

11.00 am:

Leave account to travel to the next venue for a Lunchtime training session

12.00 pm:

Arrive at the session early to set up and to meet contact. Lunchtime meetings can vary from 5 to 50 Health Care Professionals (HCP). During this time the HCP has time to try out / learn and ask questions about new or current products. This is a great opportunity to work with Key Opinion Leaders and provide the invaluable service of Clinical Education in the field.

3.00 pm:

As well as achieving new business, you will also need to look after existing accounts. This takes regular courtesy calls to ensure customer satisfaction with the service and products, but also to book and arrange any future meeting and education sessions. Relationship building is essential: you are the familiar face of the product. Each customer will have different needs, so you will have to work efficiently to ensure all customer requests are met. This can take time, resilience and patience!

4.00 pm:

Usually the CSS finishes any calls they might have at this time. 4:00pm would be a great time to link in with colleagues and managers. Regular contact with team members works as a motivating factor and would help you to be more focused for the day ahead.

5.00 pm:

Administration and notes from the day’s visits - excellent record-keeping is essential! Check order history and sales reports and ensure plan for the day ahead is organised to the best of your ability. This can be difficult at present with staff shortages and last-minute cancellations.

Want to be considered for a role?

Here at Star we are always on the lookout for the strongest and brightest candidates.

If this really interests you, please contact Paula Finlay on 01 468 7985/pfinlay@starmedical.ie or Linda McMahon on 01 468 8431/ lmcmahon@starmedical.ie