Insulet Corporation

Clinical Business Manager

Job Locations US-MA-Billerica | US-MA-Billerica
Posted Date 1 month ago(1/12/2018 11:55 AM)
Clinical Services

Position Summary

***This position can be field based as long as there is close proximity to a major airport***


The Clinical Business Manager (CBM) is responsible for sales results and clinical initiatives in a defined region and works in conjunction with the commercial team and Insulet’s customer base in both the US and Canada.  The purpose of the CBM is to support and drive sales results through the coaching and development of the clinical sales team. The CBM position will report directly to the Clinical Business Director (CBD). 


The CBM is primarily responsible for the inspection, observation, execution and training of the CSM team. This includes new hire training, ongoing training, new product launches, and day to day clinical sales activities.  The CBM will promote, educate and implement company initiatives that support improved patient trainings leading to long term patient retention. Additionally they will educate and coach the clinical team on how to effectively drive results. This role requires overnight travel to support the company directives of Insulet Corporation’s clinical team.  


Target audience of responsibility is the Insulet Corporation clinical field team and direct customers that include physicians, mid-level staff (NP’s and PA’s), dietitians, nurses, technicians, administrators, office staff, sales personnel and others whose responsibilities may require the need for knowledgeable support of the Omnipod Insulin Management System.


  • Observes, trains, coaches and provides feedback to Insulet’s clinical team to promote the benefits of CSII therapy through clinical messaging in an effort to promote the utilization of the Omnipod Insulin Management System.
  • Works in conjunction with Sales, Customer Care and Managed Care to achieve sales goals and clinical team metrics quarterly.
  • Offers feedback on clinical team metrics to CBD to drive inspection, execution and implementation on a territory level while promoting clinical education and superior clinical outcomes.
  • Observes and participates in field co-travel with clinical team to drive clinical metrics such as, Omnipod Clinic Day execution and ROI, IT trainings implementation and retention, lunch and learns with physician present or physician based face time appointments per week HCP targeting as appropriate.  (Could include lunch and learn as an example, but is not required.)
  • Displays good written and verbal communication.  Provides timely and accurate updates to CBD on territory, district and region performance.
  • Supports targeted HCPs in existing accounts and records calls in Salesforce as directed by the executive leadership team. CBM is expected to complete Field Coaching Reports and training observation form via written feedback summarizing clinical metrics and territory performance. 
  • Observes, evaluates and reviews all Certified Pod Trainers (CPTs) and Super CPTs who wish to become consultant contracted CPTs for Insulet Corporation. Review and approve all CPT requests from DSM and send to CBD for final approval.  
  • Observes, evaluates and reviews all Clinic Contract CPT’s as well as review and approve all new request coming from clinical team/DSM and send to CBD for final approval.
  • Oversee CSM, CSS and CPT usage by observing in person training sessions performed by clinical team.
  • Assigns patient trainings to CPTs or conducts patient training based on business needs of territory, overall costs of training and timeliness of training with any territory opening or vacancy.
  • Work within specific budget and completes all administrative tasks in a timely manner.
  • Leads by example in open dialog with physicians and understands the importance of engagement, capture and closing for action.
  • Ability to understand, teach and explain pump downloads to train clinical team in order to have an understanding of Insulet Provided Glooko to enhance the ability to work in conjunction with the clinical team and HCPs for superior patient outcomes.
  • Educate and coach on product training for Sales and Clinical hires as appropriate/requested.
  • Participate in weekly conference calls with Clinical Business Director and join DSM or RBD calls as requested. 
  • Provide support and assistance, as required, to the Vice President, Clinical Business Director, Regulatory & Clinical Affairs, Product Support, Marketing, Managed Care and the Commercial Field Teams.
  • Responsible to aid in mentoring and developing the professional skills and training of Clinical Services Manager and Clinical Services Specialist employees as requested by CBD at annual meetings, CSM POA, or on field rides. 
  • Promote and nurture the highest standards of clinical services to actively support our program-related initiatives and activities.
  • Ensures that all clinical employees execute field activities with a high degree of professionalism in accordance with established clinical guidelines.
  • Responsible to aid the CBD to train and educate the Customer Care team (Product Support) in relation to Omnipod Management System.
  • Follows and implements all Insulet policies and procedures.
  • Performs other duties as assigned.

Education and Experience

  • BA/BS required with 3+ years of commercial experience in the Medical Device Industry.
  • Strong medical industry experience in diabetes and CSII therapies as well as clinical & diabetes training experience required.
  • Minimum of five successful years in clinical sales role. At least 50% of which, in the medical specialty of diabetes.
  • CDE/RD preferred; certification in advanced diabetes management preferred.
  • Clinical Field Sales Trainer experience preferred. 
  • Excellent presentation skills and skill knowledge transfer.
  • Patient and employee training experience and expertise preferred.
  • Advanced diabetes management skills specific to insulin requiring diabetes.
  • Specific experience with insulin pump medical devices. 
  • Expert understanding of clinical practice recommendations and clinical protocols for training patients on insulin pump therapy following National Practice guidelines and National Standards of Care.
  • Must possess strong leadership and business development skills.
  • Ability to lead and coach Clinical services team via field contacts and written performance reviews in conjunction with District Sales Managers, Clinical Business Director and Regional Business Director.

Skills / Competencies

  • Team-player with the ability to lead a highly motivated and demanding clinical sales team. 
  • Professional and polished presentation skills. 
  • Self-starter who needs minimal direction; extremely flexible, with a solid business acumen. 
  • Strong contributing member of the commercial team; credibility and contacts within the diabetes community.
  • Successful track record, strong interpersonal communication skills both written and verbal, ability to create and execute a strategic sales plan, ability to manage budget and expenses, and the ability to function in a fast-paced growing environment.
  • Strong computer proficiency and data analysis required.

Physical Requirements:

  • Valid driver’s license required. 
  • This position requires regular business travel often by flight/car.  Overnights and amount of air travel varies averaging 10-12 overnights a month. 
  • The work environment will be with the clinical team in HCPs offices, hospitals, clinics, as well as home office and car.  Frequent travel for training sessions and company and sales/clinical meetings as requested.  Some lifting (up to 30 pounds) may be required when sending or receiving shipments, in handling samples, supplies or literature, and transport of laptop computer and iPad device. 


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