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

#J-18808-Ljbffr

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