Job Purpose Responsible for the education, training, and promotion of Ultrasound (US) customers and prospective customers through clinical presentations, product evaluations, ongoing clinical support and consultative interactions as may be required to close sales, maintain and grow the Bracco Diagnostics Inc. (BDI) US market. Fosters relationships with key decision makers and maintains 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.
- Collaborates in the creation and implementation of business/sales plans aligned with business strategy specific to the assigned region.
- Initiates and develops contacts with existing and potential customers.
- Develops and implements plans to increase market share in existing accounts.
- 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 product conversions.
- Provides clinical/technical customer and sales support as well as a consultative resource for BDI US products through:
- Alignment with BDI US business marketing and sales strategies, both locally and nationally.
- Contribution to the development of sales strategy and tactics within target accounts.
- Understanding of current health care economic in regard to the BDI US market.
- On-label product demonstrations.
- Implementation of approved educational presentations.
- Acts as internal (sales) and external (customers/prospects) resource for BDI US product and modality.
- Cooperates with marketing to identify and collect case studies that are relevant to approved indications.
- Networks with prospects, customers, professional societies, OEM representatives and ultrasound industry to promote BDI US products and offerings at local, regional and national trade shows and conventions.
- Maintains up-to-date and accurate T&E/sales records by utilizing Concur and salesforce.com, respectively.
- Adheres to the Bracco's Guiding Principles and the company values.
Supervisory Responsibilities Education- Degree: A verifiable BA/BS degree is highly desired
Professional Experience, Knowledge & Technical SkillsA candidate with clinical experience that includes knowledge of echocardiography with appropriate ultrasound or medical credentialing is highly preferred.
Industry experience includes a minimum of at least five years in either/or:
- Clinical Applications experience in CEUS or cardiac ultrasound equipment.
- Cardiac sonographer/nursing position with BDI CEUS experience in a hospital or cardiovascular imaging center.
To 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 echocardiography, US, ultrasound equipment and clinical applications, as a Sonographer, Nurse or Imaging Department Manager with cardiovascular experience.
Business Planning/Implementation:
- Contributes to the development of territory and regional plans that are consistent and aligned with business/division marketing strategy and BDI US launch 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 Blue 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 LumasonTM Package Insert (BDI US products)
- 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 Ultrasound products and applications
- Expert in image recognition and quality assessment related to Ultrasound AGENTS
- Working knowledge of Healthcare Economics:
- GPO's/IDN's
- Accountable Care Organizations,
- Reimbursement
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 and iPad
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.
Soft 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
- Physicians
- Sonographers
- Department Administration
- Nursing
- Pharmacy
- Purchasing
- Key Opinion Leaders
- BDI US Sales Team
- Customer Service & Fulfillment Department
- Sales and Clinical Team Management
- BDI US Marketing Department
- Professional Services and Medical Communications
- BDI US peer Clinical Applications Specialists
- Other BDI divisional local Sales and Clinical team members
- Local Ultrasound Equipment Sales and Clinical Representatives
Certificates, Licenses, Registrations - Registered Sonographer, cardiac 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.
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.
Work Environment- The position is field based
- Up to 70% overnight travel
- Some weekend work is required for sales meetings and industry related events and conventions.
- The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
