Overview
Job Summary
Patient Blood Management (PBM) Specialists are responsible for Rotem and VerifyNow instrument and P&E revenue growth within their assigned geography. To grow revenue, PBM Specialists will present health economic and clinical information, IT solutions, and instrument demonstrations to hospital departments associated with transfusion and Patient Blood Management including the cardiac operating room, transplant, trauma, blood bank, laboratory, and purchasing. Additionally, PBM specialists will build physician relationships and Key Opinion Leader support.
Responsibilities
Key Accountabilities
- Achieve reagent growth goals through the presentation of health economic and clinical product information, training, and instrument demonstrations as outlined in commission plan document.
- Achieve new instrument growth goals - competitive and expansion of current customer testing capacity, as outlined by commission plan document.
- Achieve corporate goals for time period after analyzer shipment to clinically live status.
- In collaboration with National PBM Clinical Manager and PBM Business Unit Director, prepare instrument and reagent forecasts.
- Collaborate with PBM Sales Consultants, ACD Sales Consultants, Clinical Applications Consultants, and Corporate Account Directors to achieve PBM goals and company initiatives.
- Develop regional/national references and Key Opinion Leader Relationships.
- Support trade shows both regional and national.
- Share observations and consultative guidance to PBM peers, PBM management and corporate level leadership.
- Provide support to North American internal training initiatives as needed.
- Other duties as assigned.
Networking/Key Relationships
- PBM Sales Consultants
- National PBM Clinical Manager
- PBM Business Unit Director
- Operations
- Client Services
- North America Marketing
- Training
- Medical Science Liaisons
- North America Commercial Leadership
Qualifications
Minimum Knowledge & Experience required for the position:
- Bachelor's degree required (degree in sciences- biology, chemistry, etc., preferred).
- Clinical Licensure, experience, or education in the following disciplines preferred: Perfusion, Nursing, Transfusion Services, Anesthesia, Blood Bank.
- Sales Experience including test utilization and capital sales strongly preferred.
- Experience calling on or working in the Lab, CVOR, and or clinical areas associated with blood management and testing preferred.
- Experience expanding a new market with novel technology preferred.
Management has the discretion of substituting relevant work experience for a degree and/or making exceptions to the years of experience requirement.
Skills & Capabilities:
- Strong Presentation skills.
- Demonstrated oral and written communication skills.
- Market creation and expansion through capital sales and clinical education.
- The ability to collaborate with internal and field-based Werfen employees to achieve shared goals.
- The ability to bring multiple customer buying influences together to reach consensus on instrument procurement and utilization (e.g. lab, CVOR, blood bank).
- Capital Sales - managing longer-term buying cycles from prospecting, to contracted, and test volume utilization.
- The ability to call on clinical departments including the CVOR, Lab, Trauma, Transplant, and Interventional Neurology.
Travel Requirements:
- Up to 75% of time.
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