Job PurposeResponsible for the education, training, and promotion of Bracco Injector systems and MR products to customers and prospective customers through clinical presentations, product evaluations, ongoing clinical support and consultative interactions as may be required to close sales and maintain and grow the Bracco Diagnostics Inc. (BDI) MR and Devices product lines. Also responsible for demonstrating new Injector features and occasionally installing Bracco CT and MR injectors. Fosters relationships with key decision makers and initiates new core relationships, as well as maintaining and growing existing core relationships as defined in this document.
Main Responsibilities, Activities, Duties and Tasks - Conducts comprehensive product evaluations and timely clinical follow-up at target accounts consistent with business plans.
- Works collaboratively with Account Executives and Strategic Account Managers to meet sales objectives in a timely manner and to ensure customers have a positive experience with the company and its products.
- Initiates and develops contacts with existing and potential customers and owns ongoing relationship development with assigned accounts.
- Collaborates in the creation and implementation of business/sales plans aligned with business strategy specific to the assigned territory.
- Develops and implements plans to increase MR market share and Injector and consumable sales in territory.
- Contributes to the development and maintenance of accurate account profiles utilizing company tools.
- Effectively manages time through territory management techniques, systems, and other company resources.
- Collaborates on effective account targeting to assure successful conversions.
- Provides clinical/technical customer and sales support as well as a consultative resource for BDI Injectors and MR products through:
- Supporting the development of MR Marketing and Injectors Marketing strategies.
- Aligning with BDI MR and Injectors business marketing and sales strategies, both locally and nationally.
- Contributing to the development of sales strategy and tactics within target accounts.
- Understanding of current health care economic trends related to the BDI MR and Injectors market.
- On-label product demonstrations.
- Implementing approved educational presentations.
- Makes periodic check-ins pre-sale and post-sale to major accounts using EmpowerCTA+, MR injectors and virtual colonoscopy products, to ensure proper use of the equipment. Also answers any technical or feature related questions.
- Acts as internal (sales) and external (customers/prospects) resource for BDI Injectors and MR products and modality.
- Works collaboratively with Account Executives in maintaining business at key accounts using Empower Injectors by advising of any breakdown in communication, unresolved issues or any other situation that would threaten BDI consumable business.
- During injector installations, required to manually assemble components of the injector device which weigh approximately 25 pounds each.
- During employee and customer training, will be required to observe a patient undergoing CT and MRI exams.
- Prepare and deliver formal educational presentations to health care professionals.
- Cooperates with marketing to identify and collect case studies that are relevant to approved indications.
- Networks with prospects, customers, professional societies OEM representatives, and MR industry to promote BDI MR products, BDI Injectors, and offerings at local, regional and national trade shows and conventions.
- Identifies new KOLs and owns and grows relationships with existing KOLs.
- Maintains professional and technical knowledge by attending educational symposia, reviewing professional publications, establishing personal networks, participating in professional societies, and maintaining Radiologic Technologist license.
- Satisfactory completion of appropriate corporate training as related to the position and/or department.
- Assures all regulatory compliance issues are being followed in the department's activities.
- Maintains up-to-date and accurate T&E/sales records by utilizing Concur and salesforce.com, respectively.
- The above is not intended to be an all-inclusive list of responsibilities. Other activities may be assigned as required by management.
Supervisory Responsibilities Education- Degree: A verifiable BA/BS degree is highly desired.
Certificates, Licenses, Registrations:- Certified MR Technologist, or Registered CT RT with current license in good standing, MRSO preferred
- Must be a licensed driver without restrictions and able to drive a car
- Field Sales Credentialing demands various vaccinations and background check requirements. Candidates have to comply with all credentialing obligations, including a 10-panel drug screen, in order to have access to the medical facilities conducting business with Bracco.
Professional Experience, Knowledge & Technical SkillsTo perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the core competencies required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Background and Experience:- Exceptional working knowledge of the MR department, MR Scanners, MR Safety and MRI Contrast, as a MR Registered Technologist, MR Manager, MRSO, or Imaging Department Administrator.
- Working knowledge of Computer Assisted Tomography (CAT) and Magnetic Resonance (MR) as well as injection systems.
- Working knowledge of IT/IS PACS/RIS connectivity is a plus
Business Planning/Implementation:- Contributes to the development of territory and regional plans that are consistent and aligned with business/division marketing strategy and BDI MR objectives.
- Adopts and monitors tactics to address changing business dynamics and market trends to support sales objectives.
Sales Support:- Effectively understands and participates in the Strategic Selling process.
- Develops rapport with physicians and other "buyers" within the customer influence network.
- Participates in Miller Heiman SOS Sheet account analysis to create effective strategy and tactics.
- Make recommendations to strategy/tactics when new pertinent information is discovered.
- Demonstrates customer focused, consultative, win-win approach in all interactions, balancing persistence with patience.
Clinical/Product Evaluations:- Subject Matter Expert on all Bracco MR Contrast Agents Package Inserts (BDI products)
- Subject Matter Expert on all Bracco Injector Systems
- Facilitates and drives effective product evaluations with prospective customers
- Assures that product evaluation tactics are consistent with sales strategy and on-label use during product evaluation.
- Appropriately directs customer with off-label inquiries to Professional Services and MSL.
- Timely and appropriate follow-up as may be required to each product evaluation.
Product Knowledge:- All MR products and applications
- Capital equipment including EmpowerCTA+ and EmpowerMR Injectors, Virtual Colonoscopy, and capital equipment accessories including syringes, transfer sets.
- Expert in image recognition and quality assessment related to MR and CT Contrast agents
- Working knowledge of Healthcare Economics:
- GPO's/IDN's
- Accountable Care Organizations,
- Reimbursement
- Competing modalities
Technology Skills:- Committed to routine use of software/applications for communicating, planning and reporting, that includes account analysis, forecasting, sales activities, travel and entertainment expense reporting.
- salesforce.com
- MS Office
- Concur
- PC's
Communication:- Deliver clear, concise, and relevant verbal and written information and presentations to all internal and external audiences.
- Demonstrates the ability to maintain effective cross-functional working relationships in marketplace built on mutual respect, trust and interdependence, creating a win-win approach.
- Constructively shares critical information with management, peers and cross-functional teams as appropriate. (i.e. Professional Services and Medical Communications, BDI Sales Divisions, etc.)
- Understands the diversity of audiences and communicates to achieve positive outcomes.
- Teamwork
- Actively participate in diverse, cross-functional teams, valuing and respecting knowledge, experience, and the ideas of others.
- Contribute to free flow of information conducive to positive outcomes and effective team problem-solving.
- Support and act on constructive feedback, ideas, and recommendations for improvement.
- Proactively keep management abreast of progress with critical business issues.
Managerial SkillsSoft Skills - Company Values & BehavioursAdhere to the Bracco's core values, including:
- Passion: Connecting People and Networking; Be Yourself
- Extraordinary: Leading People and Delegation; Courage
- Continuous Evolution: Insight and Learning Agility; Digital and Technology Orientation
- Sustainability: Long-Term Value Creation; Accountability
Core Relationships- Customers/Prospective Customers
- Radiologists / Physicians
- MR Technologists
- Department Administration
- MR Managers
- Pharmacy
- Purchasing
- Key Opinion Leaders
- BDI Internal Relationships
- Sales Team
- Customer Service & Fulfillment Department
- Sales and Clinical Team Management
- Marketing Department
- Commercial Operations
- Professional Services and Medical Communications
- Peer Imaging Clinical Applications Specialists
- Other BDI divisional local Sales and Clinical team members
- Local MR and CT Equipment Sales and Clinical Representatives
Physical Demands:- The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Injector presentations sometimes require moving and handling equipment (must be able to move various components weighing up to 28 pounds.)
Work Environment:Position is field based. Position requires up to 70% overnight travel. Some weekend work is required for sales meetings and industry related events and conventions.
