1. 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.

2. 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

- 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.

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

3. 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

- 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

4. Impact of position

- 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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📌 Clinical Sales Representative - ADD - Madrid
🏢 Abbott Laboratories
📍 Madrid