Respiratory Sales Specialist / Point of Care Specialist



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Job Description

Point of Care Specialist

The Point of Care (POC) Specialist reports to the Regional Business Manager, US Region, Specimen Management and acts as a key contributor to the SM Commercial Team. This position is accountable for the overall portfolio growth inclusive of Arterial Blood Gas (ABG) and new innovative products within the portfolio within a designated region of the United States.

In collaboration with the other POC Specialists, this person will lead cross-functionally within the region in partnership with the field sales, clinical and Marketing teams. Under the direction of the Regional Business Manager and Area Vice President, they will strengthen customer relationships, define success metrics and cultivate clinical champions to drive successful implementation and adoption.

The POC Specialist will be accountable for developing and coordinating execution of the arterial blood gas commercial strategy and sales process within their assigned regions.

This person drives cross selling and contracting across the portfolio with primary focus on ABG sales process, negotiations, contracting, implementation and support of assigned Specimen Management product portfolio.

The POC Specialist is a highly competent sales performer/leader with expert level of knowledge of the arterial blood gas (ABG) assigned portfolio. They understand the importance of delivering new business acquisitions to meet and exceed regional financial commitments.

This is a customer-facing role and requires frequent engagement with executive clinical and financial stakeholders (both in person and virtually) with the purpose of building and maintaining relationships, identifying targets and forecasting ABG opportunities, and drive profitable business results.

Job Responsibilities

The POC Specialist manages the sales process by partnering with the local territory manager, Clinical Specialist and the customer to drive the sales aspects of product evaluations, implementations, and post-implementation training needs in order to advance stages within the sales cycle.

As directed by the Regional Business Manager, the POC Specialist focus is on but not exclusively limited to the activities outlined below:

Focus on identifying and pursuing opportunities in a defined region to drive revenue and accelerate growth across the ABG business.

Drive ABG growth by cross-selling and contracting in regionally assigned hospitals and health systems. Craft and deliver SM-wide value proposition message, coordinating development and negotiation of cross SM contracts. Own pricing and contract negotiations and incentives, with appropriate SM leadership approval.

Collaborate with Marketing, aid in creating tools (cross reference, conversion playbooks, etc.), communications and overall support for the SM assigned product portfolio.

Effectively support the Top 50 regional accounts, answer clinical questions with portfolio expertise, spearhead SKU rationalization projects, collaborate with field sales, clinical and National Accounts on shared growth targets.

Lead and execute all new ABG in-service and education. Partner across the commercial organization to effectively manage both in person and virtual implementations within all accounts

Partner with the acute care distribution network on custom kitting opportunities for mutual value creation

Effectively track and measure progress/gains/losses through timely reports, forecasting tools, SFDC dashboards, etc. for funnel management and report out (findings/changes) to leadership.

Effectively manage the SM assigned portfolio of product to ensure SM meets and exceeds FY budget.

Provide training for new hires commercially as a portfolio expert to accelerate shared wins and ongoing support for SM products, processes, tools and resources.

Simplify clinical process application of arterial blood gas sticks in the healthcare setting, demonstrating value add and differentiation often sharing best practices.

Proven Proficiencies and Capabilities

Critical thinking and analysis of business opportunities

Project management, coordination, and execution

Ability to drive solution-oriented selling with both clinical and economic partners

Navigating complexity and spanning boundaries (enterprise thinking)

Relationship development across varied partners, from senior business leaders to clinical authorities

Excellent written and verbal communication with executive-level presence

Encouraging trust & credibility (matrix leadership)

Influencing others (influence without authority)

Partnership and Collaboration

Ability to drive processes and deliver results

Qualifications

Bachelor’s degree required; MBA a plus

Minimum of 5 years’ sales experience with proven track record of exceeding sales goals is required.

Minimum 5 years’ sales experience in a critical care, respiratory care and/or Point of Care setting highly preferred.

3-5 years prior experience in IDN account management, including contract negotiation and execution preferred

Sophisticated knowledge of healthcare buying and contracting processes for both clinical and financial settings

Understanding of US healthcare landscape, including role of GPOs and distributors

Experience working across teams / business units / segments / functions to get results

Knowledge of overall SM portfolio preferred

Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards.

Must live within assigned geography

Ability to travel >70% of time, managing competing priorities in calendar coordination with short notice requests

Knowledge and Skills

Must be results-oriented, with motivation to achieve high performance​

Proven ability to interact with different specialties within a hospital and deliver complex and technical subject matter to clinicians in the hospital or clinical setting

Self-directed, able to work independently and handle multiple projects concurrently to function in a fast paced, high growth environment

Ability to handle difficult conversations/situations

Strong problem solving/analytical skills and effective presentation skills

Excellent organizational skills and strong communicative, and interpersonal skills

Proficiency with Microsoft Office, Salesforce.com and financial tools

Must be able to establish and maintain vendor credentials (via RepTrax, Vendormate, etc.) to have the ability to enter and work, as required, in hospitals and other medical facilities, as an essential function of the jo

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

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