At Vapotherm, patients and the clinicians that treat them are our total focus. The Area Clinical Sales Manager (ACSM) is primarily responsible for leading the equipment validation process for prospective customers and supporting the expansion of Vapotherm technology use across various care areas in existing customer facilities through education and training.
The ACSM will lead validation efforts within prospective accounts in acute care hospitals (NICU, PICU, AICU, ED) and post-acute care hospitals and institutions where Vapotherm may be utilized in respiratory care. The role also involves clinical promotion and education on Vapotherm products and therapies to clinicians, supporting sales funnel development and revenue growth in the assigned territory. The ACSM supports expanding Vapotherm technology in existing accounts and provides education on proper product application through clinical training and expertise, maximizing product use across care areas. The position involves working with healthcare providers in both acute and post-acute settings.
This is a field-based position focused on maximizing product adoption, building sustainable customer relationships, and ensuring superior customer education and support. The ACSM reports to the Country Manager within the Commercial organization and collaborates closely with sales, clinical, marketing, and other cross-functional teams to deliver on-label education to targeted customers. It is an entry-level clinical and sales hybrid role requiring the ability to work in a fast-paced environment to meet business goals.
Primary Responsibilities include:
1. Promoting Vapotherm technologies to increase awareness and demand among existing and potential customers.
2. Leading clinical education efforts to accelerate sales, increase utilization, and ensure safe and effective therapy use.
3. Developing and establishing relationships with key decision-makers in each account.
4. Achieving assigned growth targets.
5. Developing quarterly sales plans tailored to customer needs.
6. Completing validation process documentation.
7. Providing clinical and product training, including formal in-service support.
8. Managing validation, training, sales processes, technical service, maintenance, and device installation.
9. Implementing strategies to increase revenue and profitability per account.
10. Providing ongoing support on equipment operation, troubleshooting, patient selection, and clinical best practices.
11. Building relationships with key customers, opinion leaders, and strategic partners for technical and professional support.
12. Planning to expand business within the territory, monitoring progress with metrics and guidelines.
13. Staying informed on customer needs, market trends, competitors, and clinical literature, reporting activities in Vapotherm’s CRM system.
14. Providing feedback for product improvements and sharing best practices.
15. Participating in clinical and business education events, conferences, and symposiums.
16. Keeping updated on industry trends, competitive strategies, and latest clinical research related to Vapotherm and competitors.
17. Attending relevant medical meetings as needed.
Position Requirements include:
* Preference for candidates with clinical background or at least three years in clinical education or sales in respiratory or critical care.
* Hospital environment education experience is preferred but not essential.
* Current knowledge of respiratory therapies.
* Proven success influencing clinical use of innovative technologies in hospitals.
* Strong communication and relationship management skills.
* Valid driver’s license and ability to travel within the region.
* Residence within the regional geography.
* Proficiency in MS Word, Excel, PowerPoint, and online applications.
* Intermediate English fluency (B1 or B2).
Desired Attributes and Success Traits include:
* Passion for patient care and healthcare innovation.
* Interest in medical therapies and technology.
* High sales aptitude and accountability.
* Team-oriented and excellent time management skills.
* Hands-on approach and cultural sensitivity.
* Flexibility, adaptability, and ability to build trust.
This is a full-time role with approximately 70% fieldwork and nationwide travel, including support for customer activities and product demonstrations. The role requires sitting, standing, travel, operating a vehicle, and occasional lifting of up to 11 kilos. Vapotherm is an equal opportunity employer, welcoming all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.
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