Account Manager, CEUS Sales Force - Denver at Bracco Diagnostics Inc in Denver, Colorado

Job Description:

Account Manager, CEUS Sales Force - Denver
Denver, CO, USA Req #237

Tuesday, November 24, 2020

Bracco Diagnostics Inc. is a subsidiary of Bracco Imaging which is part of the overall Bracco Group. The Company specializes in the clinical development, marketing and sales of diagnostic contrast imaging agents. Bracco Diagnostics Inc. primarily markets its products to hospitals throughout the United States. Bracco Diagnostics Inc. is committed to the discovery, development, manufacturing and marketing of imaging agents and solutions aimed at providing a better use and management in terms of diagnostic efficacy, patient safety and cost effectiveness.

Lumason Account Manager,Denver

Responsible for attainment of Contrast Enhanced Ultrasound (CEUS) sales quotas through on label product promotion, education and comprehensive service to physicians, sonographers, nurses, pharmacists, business and administrative purchasers along with other decision-makers within assigned territory. Develops and implements a territory plan that maximizes sales results, account coverage and appropriate use of company resources.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Attain sales quota through on the label promotion of products.
  
  


• Works collaboratively with Clinical Applications Specialists to meet sales objectives in a timely manner and to ensure customers have a positive experience with the company and its products.
  
  


• Creates and implements a business/sales plan aligned with business strategy specific to the respective sales territory
  
  


• Initiates and develops contacts with existing and potential customers
  
  


• Develops and maintains accurate account profiles utilizing company tools
  
  


• Effectively manages time by applying territory management techniques, systems and other company resources
  
  


• Assesses existing and anticipated customer needs and responds proactively to address the situation for a positive business outcome
  
  


• Provides customer support and acts as a consultative resource for BDI CEUS products through:
  
  


• Sales/Clinical presentations
  
  


• Coordination of product evaluations
  
  


• Technical expertise
  
  


• Understanding of current healthcare economics
  
  


• Effective use and coordination of speakers, programs, seminars, symposia and other company-sponsored events and marketing collateral
  
  


• Provides the leadership to successfully plan, coordinate (internal and external) and implement product evaluations in target accounts
  
  


• Networks with prospects, customers, professional societies and ultrasound industry to promote BDI CEUS products and offerings at local, regional and national trade shows and conventions
  
  


• Maintains up-to-date and accurate T&E/sales records by using Concur and salesforce.com, respectively
  
  


• Adherences to the Bracco's Guiding Principles and company values
  
  

CORE COMPETENCIES:

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:

Documented sales success as well as sales administration skills.

Echocardiography, CEUS, or cardiac ultrasound equipment sales experience preferred.

Demonstrated success selling in the hospital and IDN setting, preferably in cardiovascular medicine.

Business Planning/Implementation:

Develops territory and regional plans that are consistent and aligned with business/division marketing strategy in BDI CEUS launch objectives

Creates, adopts and monitors sales tactics to address changing business dynamics and
market trends to accomplish sales objectives

Sales Process:

Effectively applies the principles of Strategic Selling.

Develops rapport with physicians and other buyers within the customer influence network

Conducts Blue Sheet account analysis to create effective strategy and tactics

Conducts ongoing account analysis to achieve sales objectives

Demonstrates customer focused, consultative, win-win approach in all interactions, balancing persistence with patience

Appropriately directs customer with off-label inquiries to Professional Services and Medical Communications

Product Knowledge:

Demonstrates understanding of competitive landscape including knowledge of:

BDI's CEUS market positioning

CEUS product-market dynamics relative to competitive product positioning, strategy and tactics

Competitive modalities

Healthcare Economics:

GPO's/IDN's

Accountable Care Organizations

Reimbursement

Image recognition and quality assessment related to ultrasound contrast imaging agents

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 consistently 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

EDUCATION:

Degree: A verifiable BA/BS degree (or equivalent industry related experience) is highly desired.

EXPERIENCE:

Industry experience to include a minimum of five years sales and/or clinical experience in CEUS, or cardiac ultrasound equipment sales is preferred.

CERTIFICATES, LICENSES, REGISTRATIONS:

Must be a licensed driver and able to drive a car without restrictions.

Candidates must be able to comply with the requirements of credentialing organizations sanctioned by customer based organizations, i.e. RepTrax, VendorMate, etc.

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

Travel is a minimum of 60-65% travel 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.

Core Relationships:

Customers / Prospective Customers
Physicians
Sonographers
Department Administration
Nursing
Pharmacy
Purchasing
Key Opinion Leaders
Clinical Applications Team
Customer Service / Fulfillment Teams
Sales and Clinical Team Management
CEUS Marketing Team
Professional Services and Medical Communications
Account Executive Contrast

Bracco Diagnostics Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, or any other protected status.
Other details

• Job Family Bracco
• Pay Type Salary
• Travel Required Yes
• Travel % 65
• Required Education Bachelor's Degree

• Denver, CO, USA