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Primary Objective of Position
- The Clinical Sales Representative is responsible for driving the implementation of evidence-based clinical pathways by integrating biomarkers and diagnostic solutions into routine clinical practice.
- This role focuses on translating clinical guidelines into actionable hospital processes, ensuring that the right patients are tested at the right time, ultimately improving clinical decision-making and patient outcomes.
- The CPM acts as a strategic partner to healthcare providers, fostering multidisciplinary collaboration across Clinicians, Medical Directors, Laboratories, Primare Care and Health Authorities.
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Major Accountabilities
Implementation
- Map and analyze patient journeys within target hospitals to identify gaps versus clinical guidelines.
- Design and co-create optimized diagnostic pathways with healthcare professionals.
- Support the integration of biomarkers into clinical protocols, algorithms, and multidisciplinary workflows.
- Ensure alignment with national and international clinical guidelines.
Stakeholder Engagement & Collaboration
- Build strong partnerships with: Clinical specialists (e.g., oncologists, cardiologists, neurologists), Laboratory professionals, Hospital pharmacists, Primare Care and Healthcare Authorities.
- Facilitate multidisciplinary collaboration across departments.
- Position as a trusted, non-promotional partner focused on improving patient care.
Driving Adoption & Change Management
- Lead practice change initiatives within hospitals.
- Identify barriers to adoption (clinical, operational, economic) and develop tailored solutions.
- Support implementation of new testing processes and workflows.
- Enable sustainable adoption of diagnostic pathways.
Scientific & Clinical Alignment
- Translate clinical evidence and guidelines into practical applications.
- Collaborate with Medical Affairs to ensure scientific accuracy and consistency.
- Support clinical discussions around biomarker utility and patient selection.
Capture actionable field insights on clinical practice and barriers.
- Monitor adoption of pathways and identify improvement opportunities.
- Share insights internally to inform strategy and innovation.
Cross-functional Collaboration:
- Aid Sales team to identify and target areas, within each account, for opportunities to optimize clinical demand ; make use of the Iberia Value Expansion Roadmap and the established MyDASH/ inCOMMAND suite of tools
- Collaborate with internal teams, including sales, marketing and medical, to ensure strategic alignment and effective flow of scientific information.
Drive Business:
Work in the field weekly with each Sales Rep in the district to help them drive their business forward by:
Ensuring every territory has a plan Checking that Sales Reps are using the proper tools in the 'Investigate' stage to thoroughly evaluate the account Supporting the Sales Rep to navigate the stakeholder ecosystem within an account. xcskxlj
Key Deliverables
- Patient journey maps and pathway assessments
- Hospital-specific diagnostic algorithms
- Multidisciplinary workshops and implementation plans
- Adoption roadmaps for biomarkers
Key Performance Indicators (KPIs)
- Integration of biomarkers into clinical protocols and pathways
- Adoption rate of guideline-recommended diagnostic strategies
- Reduction in variability of clinical practice
- Percentage of eligible patients appropriately tested
- Impact on clinical decision-making processes
- Ensure that all activities are performed in compliance with quality system requirements
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Profile:
Education
- Advanced degree in health sciences (MD, PharmD, PhD, or equivalent) preferably with clinical or research experience.
Background Experience
- Experience in diagnostics, pharma, or healthcare consulting
- Proven experience working with hospitals and multidisciplinary teams
- Exposure to: Biomarkers and precision medicine, Clinical pathways or healthcare transformation initiatives
Core Competencies
- Strong understanding of healthcare systems and clinical workflows
- Strategic thinking with execution capability
- Excellent stakeholder engagement and influencing skills
- Ability to drive change in complex environments
- High level of scientific credibility and communication
Role Differentiation
Unlike traditional commercial roles focused on laboratory accounts or test volumes, the Clinical Sales Representative:
- Focuses on clinical integration rather than product promotion
- Drives system-level change rather than individual transactions
- Engages predominantly with clinical stakeholders beyond the laboratory
- Measures success based on clinical adoption and patient impact
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Impact of position
The Clinical Sales Representative plays a critical role in:
- Bridging the gap between diagnostic innovation and clinical practice
- Enhancing adherence to evidence-based medicine
- Enabling precision medicine at scale
- Improving both patient outcomes and healthcare efficiency
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