Area Clinical Sales Manager

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 across various care areas in existing customer facilities through education and training.

The ACSM will lead the validation process 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 ACSM is also responsible for clinical promotion and education on Vapotherm products and therapy to clinicians in both existing and prospective accounts, supporting sales funnel development and revenue growth in the assigned territory. The role involves expanding the use of Vapotherm technology in current accounts and providing education on proper application through clinical training and expertise, while maximizing product sales across various care areas. The ACSM collaborates with healthcare providers in acute and post-acute care settings.

This is a field-based position focused on maximizing product adoption, building sustainable customer relationships, and delivering superior education and support. Reporting to the Country Manager within the Commercial organization, the ACSM works closely with sales, clinical, marketing, and other cross-functional teams to provide targeted education. It is an entry-level clinical and sales hybrid role requiring the ability to work in a fast-paced environment to meet business objectives.

Primary Responsibilities:

1. Promote Vapotherm's technologies to existing and potential customers to increase awareness and demand.
2. Lead clinical education efforts to accelerate sales, increase utilization, and ensure safe and effective therapy use.
3. Develop and establish relationships with key decision-makers in each account.
4. Achieve assigned growth targets.
5. Develop quarterly sales plans tailored to customer needs.
6. Complete validation process documentation.
7. Provide clinical and product training, including formal in-service support.
8. Handle validation, training, sales, technical service, maintenance, and installation responsibilities.
9. Implement strategies to increase revenue and profitability per account.
10. Support customers with equipment operation, troubleshooting, patient selection, and clinical best practices.
11. Maintain relationships with key customers, opinion leaders, and strategic partners.
12. Create and execute plans for business expansion within the territory.
13. Stay informed on market trends, competitors, and clinical literature; report activities in CRM.
14. Provide feedback for product improvements and new development ideas.
15. Participate in ongoing clinical and business education, including conferences and symposiums.
16. Attend medical meetings as needed.

Position Requirements:

• Preference for candidates with clinical background or ≥3 years in clinical education or sales in respiratory or critical care.
• Hospital environment experience preferred but not essential.
• Knowledge of respiratory therapies.
• Proven success influencing clinical product use in hospitals, especially with new technologies.
• Strong communication and relationship management skills.
• Valid driver’s license and own vehicle.
• Residency within the regional geography.
• Proficiency in MS Word, Excel, PowerPoint, and online tools.
• Intermediate English fluency (B1/B2).
• Willingness to work from home and travel 50-65% within Germany.

Attributes for success include a passion for healthcare, interest in medical innovations, sales aptitude, teamwork, time management, adaptability, and trust-building skills. The role involves significant travel, including overnight stays, and physical activities such as equipment handling.

All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.