Therapy Specialist (Sales Associate)

This role will primarily support the Orlando, Florida territory.

About the role

Mainstay Medical is a medical device company focused on marketing an innovative implantable neurostimulation system, ReActiv8®, for people with disabling chronic mechanical Low Back Pain. As a part of the Field Sales Team, the Therapy Specialist is responsible for providing comprehensive clinical and patient support to Mainstay Medical’s customers and Sales Teams to drive demand and accelerate the sales process through education, training, post-implant patient support, and direct participation in clinical cases when required.

This role will significantly add value to the sales process, assist in developing a highly knowledgeable and loyal customer base, and help bring Mainstay Medical’s therapy to market in a timely fashion that meets the needs of customers and patients.

Responsibilities

• Drive demand for Mainstay products by conducting strategic, evidence-based product presentations and interactive demonstrations to clinical decision makers and physicians within hospital, ASC, physician practice, and clinical settings. Emphasize measurable clinical outcomes, patient-reported benefits, and return-on-investment metrics.
• Implement targeted awareness campaigns by identifying and engaging key opinion leaders (KOLs) within the territory. Recruit physicians and their staff to participate in local or regional training programs showcasing patient success stories and clinical data.
• Develop customized educational content tailored to address the specific clinical challenges and priorities of different stakeholders.
• Create and nurture clinical champions within accounts by providing exceptional support, responding promptly to clinical questions, and demonstrating commitment to patient outcomes.
• Support the commercial efforts of the Sales Team by providing ongoing clinical education and comprehensive case support through initial training, advanced techniques workshops, and regular refresher sessions.
• Expand organic growth by collaborating with Therapy Managers, Area Business Managers, and Sales Leaders to identify high-potential accounts based on patient demographics, procedural volumes, and reimbursement landscape.
• Develop clinically-focused value propositions that address specific pain points for each account, facilitating new business acquisition and expansion within current and adjacent practices.
• Transition into the role of primary account maintenance and organic growth once implant volumes reach established thresholds, providing continuity of service and deepening clinical partnerships.
• Foster productive cross-functional relationships with field-based commercial partners through regular joint planning sessions, account strategy reviews, and collaborative problem-solving.
• Serve as Mainstay Medical’s clinical authority during surgical procedures and device implantations by providing necessary equipment, demonstrating expert knowledge of implant methodology, and offering real-time troubleshooting guidance.
• Serve as the primary contact for implanted patients, conducting device system interrogations using proprietary software to analyze performance parameters, patient response patterns, and therapy effectiveness.
• Provide technical support and follow-up consultations in hospitals and clinics to optimize programming settings based on individual patient needs.
• Deliver responsive on-call support for surgeries, reprogramming needs, MRI requirements, troubleshooting challenges, and follow-up.
• Assist commercial operations with patient identification and selection support, helping physicians identify ideal candidates based on established clinical criteria.
• Implement a multi-tiered educational approach for implanting physicians, referring clinicians, hospital personnel, and office staff through:
  • Personalized one-on-one training sessions addressing specific learning needs and clinical scenarios.
  • Comprehensive in-service education programs featuring hands-on components and case simulations.
  • Interactive seminars and symposiums showcasing expert speakers, case studies, and emerging clinical applications.
• Systematically document clinical insights, physician feedback, and observed product performance during procedures and follow-up visits. Communicate findings to product development and marketing teams to influence product enhancements and marketing messaging.

Requirements

• Bachelor’s degree required.
• Minimum 2+ years of progressive experience with a proven track record in developing and nurturing customer relationships and account management.

Travel Requirements

• Extensive travel within assigned territory, and to regional meetings, conferences, and field training programs is required (typically 60-80%).
• Valid driver’s license and reliable transportation required.

Skills

• Teamwork: Actively collaborates across functional boundaries by sharing clinical insights, participating in cross-departmental initiatives, and contributing to collective problem-solving. Supports colleagues during high-volume periods and shares best practices.
• Adaptability: Effectively responds to dynamic clinical environments and evolving market conditions by adjusting approaches, reprioritizing activities, and maintaining composure during unexpected challenges.
• Problem Solving: Systematically analyzes complex clinical situations and device-related issues by gathering relevant data, consulting resources, and applying structured troubleshooting methodologies.
• Clinical Acumen: Demonstrates comprehensive understanding of relevant anatomical structures, physiological systems, and pathological conditions to inform effective product application.
• Customer Engagement: Builds and maintains trusted relationships with healthcare providers by delivering on commitments, demonstrating genuine interest in their clinical challenges, and providing value beyond basic product support.
• Results Driven Execution: Displays a passion for achieving extraordinary outcomes with disciplined execution, setting ambitious goals, and maintaining high-performance standards.
• Persuasive Communication: Builds commitment by convincing others and winning them over to their point of view using compelling arguments and effective language.
• Tenacity: Emphasizes perseverance and determination to achieve success, sticking to tactical plans, overcoming obstacles with patience, and demonstrating discipline and follow-up.

Pay

The typical salary for this position includes a base pay of $75,000 plus variable compensation. The total compensation package includes medical, dental, vision, financial, and other benefits, as well as equity.