What are the responsibilities and job description for the Clinical Resource Manager position at Dornier MedTech America?
The Clinical Specialist, Endourology is a clinically credentialed, territory-based professional responsible for driving revenue growth across Dornier MedTech America's endourology and laser therapy portfolio. This role sits at the intersection of clinical expertise and commercial execution. The Clinical Specialist serves as the primary technical resource within their territory — delivering hands-on procedural support, product training, and clinical education while partnering closely with Territory Managers to advance the sales cycle, protect and grow account relationships, and expand utilization of Dornier technology in hospitals, ambulatory surgery centers, and urology practices.
This is a high-accountability role. Success requires the ability to build deep physician trust, navigate complex hospital environments, drive procedural adoption with measurable outcomes, and operate with the urgency and integrity expected of a top-tier surgical device professional.
This is a high-accountability role. Success requires the ability to build deep physician trust, navigate complex hospital environments, drive procedural adoption with measurable outcomes, and operate with the urgency and integrity expected of a top-tier surgical device professional.
Clinical Support and Procedural Excellence
- Provide real-time procedural case coverage for Dornier laser, and endourology systems in the OR, procedure room, and cystoscopy suite
- Serve as the technical expert on system setup, laser parameter optimization, scope management, and accessory selection for URS, ThuLEP, and related procedures
- Conduct product in-services, hands-on training labs, and skills development sessions for OR staff, circulating nurses, sterile processing teams, and clinical coordinators
- Troubleshoot equipment and clinical challenges in real time; escalate technical issues through proper channels with urgency and follow-through
- Maintain current knowledge of endourology anatomy, stone disease management, BPH treatment pathways, and laser physics to credibly engage at the physician and nursing level
Commercial Execution
- Partner with Territory Managers to execute account-level business plans, identify revenue opportunities, and drive utilization-based growth across the portfolio
- Support new account conversions and competitive takeouts by delivering compelling, evidence-based clinical demonstrations and procedure observations
- Identify upsell and cross-sell opportunities within existing accounts; escalate to the Territory Manager with account intelligence and context
- Track account utilization metrics, procedure volumes, and competitive positioning; report findings to sales leadership on a routine cadence
- Participate in trade shows, regional symposia, physician education events, and national meetings as a clinical representative of the Dornier brand
Relationship Management
- Build and maintain trusted relationships with urologists, physician assistants, APRNs, OR charge nurses, materials management, and hospital administration
- Act as a visible, reliable resource that accounts want to call first — before, during, and after procedures
- Engage administrative and procurement stakeholders to support contract compliance, order accuracy, and program renewals
- Collaborate cross-functionally with marketing, clinical education, service, and sales operations to deliver a unified, exceptional customer experience
Compliance and Professional Conduct
- Maintain all required hospital credentialing, vaccination records, vendor management platform registrations (Vendormate, Reptrax, etc.), and background check requirements
- Operate in full compliance with FDA regulations, Advamed Code of Ethics, HIPAA, and all internal Dornier MedTech policies
- Document field activities, expense reports, and CRM records accurately and on time
- Represent Dornier MedTech with professionalism, humility, and a standard of moral character that reflects our values in every interaction
Qualifications
Required
- Minimum 2 years of clinical or medical device experience in urology, surgical specialties, or a capital equipment environment
- Demonstrated ability to function effectively in an OR, ASC, or procedural environment — including sterile field protocol adherence
- Strong understanding of urological anatomy and endoscopic procedures; familiarity with kidney stone disease, BPH, and minimally invasive surgical approaches
- Valid driver's license and ability to travel up to 70% within assigned territory, including overnight travel
- Proficiency with CRM platforms (Salesforce preferred), Microsoft Office Suite, and virtual communication tools
Strongly Preferred
- Clinical or sales experience with laser systems (Ho:YAG, Tm:YAG/Thulium fiber), ureteroscopy, or single-use flexible ureteroscopes
- Prior medical device sales or clinical specialist experience in endourology, or endourology
- Experience supporting ThuLEP, HOLEP, or other endoscopic enucleation procedures
- Established relationships within urology practices, hospital urology programs, or ASC networks in the assigned geography
- Experience with hospital value analysis committees, procurement processes, or clinical contract execution