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Health Systems Executive

Company: Thermo Fisher Scientific
Location: Salem
Posted on: August 14, 2019

Job Description:

Job DescriptionAt Thermo Fisher Scientific, each one of our 70,000+ extraordinary minds has a unique story to tell. Join us and contribute to our singular mission enabling our customers to make the world healthier, cleaner and safer.When you re part of the team at Thermo Fisher Scientific, you ll do important work, like helping customers in finding cures for cancer, protecting the environment or making sure our food is safe. Your work will have real-world impact, and you ll be supported in achieving your career goals.

Territory: 85% Oregon ( primarily Portland and Seattle) 15% San Francisco Bay area.Position Summary: The Health System Executive is responsible for moving Health System (hospitals, large healthcare organizations,) customers from the implementation phase of our diagnostic testing to revenue recognition. They will support overall growth in health system accounts that have IDD instruments, with a focus on allergy business. The HSE will be responsible for the orchestration and proper use of available resources working with the commercial team to ascertain and act on opportunities for growth and optimized lab utilization. Where such growth opportunities exist, the role will act as the primary liaison between the customer and IDD Commercial personnel.
Key Responsibilities:

  • Lead the support commercial team and own the tactical plan to drive growth within the assigned customer market that have IDD instruments. Develop the strategy and the tactics to increase utilization.
  • Lead Health System Clinical Sales Consultants (HSE & CSC) to execute on the Health System account initiatives once commitment is received.
  • Collaborate with the Strategic Account Manager and Regional Manager Lab, to identify and execute on new opportunities for growth (e.g. menu expansion)
  • Develop and cultivate advocacy to drive sales and market growth collaborating with established customer assignment.
  • Provide business insight and value to retain customer and enhance customer relationship.
  • Persuasively articulate the clinical and economic case for expanded testing at the highest executive levels within these institutions and to have a working knowledge of the dynamics of healthcare delivery.
  • Understand the dynamics of healthcare delivery as it relates to creating open reimbursement access for diagnostic testing (including knowledge of the healthcare systems, hospitals, laboratory providers, payers, key players, influencers/thought leaders in the medical community)
  • Understand and effectively articulate our compelling business case and economic value proposition to our customers within IDNs, GPOs, ACOs, regional healthcare systems, providers, payers, and hospital laboratories;
  • Collaborate on sales & marketing efforts with internal team
  • Participate in district meetings for training purposes, product information updates, and sharing field intelligence information.
  • Assist with growth and development of the sales team by providing training, guidance & assistance as needed.Minimum Requirements/Qualifications: Bachelor's Degree in business (or healthcare related field), with a minimum of five years successful experience in healthcare, pharmaceutical or medical diagnostic sales and/or sales management;Knowledge Skills & Abilities
  • A detailed understanding of the complexities of healthcare delivery systems and a thorough understanding of healthcare finance/accounting and provider/payer economics;
  • Superior communication skills and demonstrated ability to work effectively and in matrix environment with multiple stakeholders.
  • Strategic Selling and complex selling skills
  • Significant drive for results
  • Ability to lead without authority to achieve desired sales results
  • Strong project management skills with attention to detail and be well organized
  • Must have superior listening skills, a genuine customer focus, and a passion for satisfying the customer;
  • Strong interpersonal skills, and effective oral and written communication skills;
  • Effectively persistent and persuasive, while also being appropriately flexible and resilient, in order to respond to changing business and customer needs;
  • Must be able to effectively strategize both independently and collaboratively to develop plans to maximize pull through sales with individual hospitals and IDNs.
  • Should have a solid background in market and account development, creating and implementing successful business strategies that drive market and sales growth.If you are an individual with a disability who requires reasonable accommodation to complete any part of our application process, for further assistance. Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status. Associated topics: bacteria, biomedical, clinical, drug, drug development, immunology, kinesiology, physiologist, toxicologist, vaccine Associated topics: bacteria, biomedical, clinical, drug, drug development, immunology, kinesiology, physiologist, toxicologist, vaccine

Keywords: Thermo Fisher Scientific, Salem , Health Systems Executive, Healthcare , Salem, Oregon

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