CEUS Radiology Specialist

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.

Job Purpose

Responsible for the education, training and promotion of non-cardiac Contrast Enhanced Ultrasound (CEUS) to current 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) CEUS market. Develop relationships with key opinion leaders and maintain core relationships as defined in this document. Cultivate relationships with OEM companies to promote the use of CEUS in the non-cardiac space.

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 Sales Representatives to meet sales objectives in a timely manner and to ensure customers have a positive experience with the company and its products.

• Works collaboratively with Marketing to develop and implement relevant radiology strategies and tactics and support the development of focused marketing materials.

• Develop account level strategic plan to target and grow non-cardiac CEUS customers, assist marketing in developing relationships with OEM's and KOL's.

• Provide insights in the creation and implementation of business/sales plans aligned with business strategy.

• 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.

• Provides clinical/technical customer and sales support as well as a consultative resource for BDI CEUS products through:
  
  
  
  • Alignment with BDI CEUS 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 economics regarding the BDI CEUS market. On-label product demonstrations.
  • Implementation of approved educational presentations.
  • Recruits and trains PRN employees to assist in clinical coverage if needed.
  • Identification and development of potential radiology KOLs
  
  
  
  

• Acts as internal (sales) and external (customers/prospects) resource for BDI CEUS product and modality.

• Cooperates with marketing to identify and collect case studies that are relevant to approved indications.

• 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 utilizing Concur and salesforce.com, respectively.

• Adheres to Bracco's Company values.

• Act as technical resource to Lumason Clinical Applications Specialist team, conducting training and skill development to support customers using Lumason in non-cardiac ultrasound.

Supervisory Responsibilities

• N/A

Education

• Degree: A verifiable BA/BS degree is highly desired.

Professional Experience, Knowledge & Technical Skills

A candidate with clinical experience that includes knowledge of ultrasonography with appropriate ultrasound or medical credentialing is highly required. Experience with contrast enhanced ultrasound is preferred.

Industry experience includes a minimum of at least five years in either/or:

• Clinical Applications experience in CEUS or non-cardiac ultrasound equipment.
• Non-cardiac sonographer/nursing position with Lumason 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 non-cardiac CEUS, ultrasound equipment and clinical applications, as a Sonographer.

Business Planning/Implementation:

• Contributes to the development of territory and regional plans that are consistent and aligned with business/division marketing strategy and BDI CEUS objectives.
• Adopts and monitors tactics to address changing business dynamics and market trends to support marketing and sales objectives.
• Stays current on CEUS market

Sales Support:

• Effectively understands and participates in the Strategic Selling process to create and implement effective account strategies.
• Develops rapport with physicians and other "buyers" within the customer influence network.
• 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 LUMASON Package Insert (BDI CEUS products).
• Regulatory & Compliance Awareness: Understanding of FDA regulations and compliance for ultrasound contrast agents.
• 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 Medical Communications.
• Timely and appropriate follow-up as may be required to each product evaluation.

Product Knowledge:

• All CEUS products and applications.
• Expert in image recognition and quality assessment related to CEUS AGENTS.
• Working knowledge of Healthcare Economics:
  
  
  
  • GPO's/IDN's
  • Accountable Care Organizations,
  • Reimbursement
  
  
  
  
• Competitive modalities.

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/Presentation Skills

• 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 & Behaviours

Adhere 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 CEUS Sales and Clinical Teams
• Sales and Clinical Team Management
• BDI CEUS Marketing Department
• Professional Services and Medical Communications
• BDI CEUS 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
• Must be a legally licensed driver and able to drive a car.
• 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 70% overnight travel.

• Some weekend work is required for company 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.

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.