After receiving extensive training, be able to demonstrate scientific expertise about Therapeutic Business Unit’s (“TBU”) products, and overall applicable therapeutic area(s), that leads to increased sales through a trusted, professional exchange of relevant and approved peer reviewed information with influencers and healthcare decision makers in the areas of trauma surgery, invasive heart surgery, obstetrical emergency surgery, hematology and blood bank management.
· For assigned region, achieve a pre-defined sales plan of revenue sales goals, actionable tasks, and milestones.
· Ensure the on-time completion of assigned goals and objectives with high quality, and within budget.
· Facilitate the development of good, actionable leads and bring those potential customers through the TBU sales pipeline.
· Enhance business relationships between TBU and its customers at various levels, vertical and horizontal strata within the hospital.
· Demonstrate proficiency beyond scientific information exchange such as value/cost of care benefits discussions, re-hospitalizations, risk of nosocomial infections, and reimbursement guidance
· Build, cultivate, and leverage relationships with key external scientific and medical customers and organizations in assigned region to ensure a strong understanding of evolving healthcare trends and understanding across the relevant therapeutic area of massive transfusion protocols (“MTP”).
· Ensure TBU customers have a quality end to end experience with the implementation of TBU’s products in the hospital.
· Negotiate and appropriately respond to on and off-label questions with integrity, compliance, and adherence to legal, regulatory, and company guidelines, department policies & procedures.
· Build personal and product trust with the TBU customer.
· Build and cultivate important internal working relationships with stakeholders and other support resources to ensure an enterprise approach when working with customers. Be accountable in shaping and executing on local medical strategies within planned timelines.
· Share clinical and value-based experiences learned in the field that may be used in the development and management of clinical and scientific communications for customers to include publications, conference data, and educational materials, as well as for internal TBU communications and materials to be used in training and development activities.
· Assist in the development and execution of innovative and compliant sales strategies and creative means of access to the customer all in a manner that align with TBU’s commercial objectives and vision for achieving commercial success.
· Track and update on sales progress, successes, hurdles and failures, identify and bring insights back to the TBU team and stakeholders through timely, efficient and effective use of Cerus’ CRM system.
· Collaborate closely with other Cerus Blood Center field teams and commercial sales operations to find synergies that support achieving mutual sales targets, forecasts and market penetration objectives based on pre-determined market share and unit sales assumptions.
· Engage in continuous independent and structured learning within the TBU area and actively attend and participate in upskilling programs related to assigned products, disease states and other relevant business topics.
· Other adjunctive duties and projects as may be assigned from time-to-time by the Head of Therapeutic Sales.
· Bring a customer through the entire TBU Sales Continuum by demonstrating your knowledge, earned trust and your passion for a product that can be crucial in saving the lives of mothers and her newborn, trauma victims, heart surgery patients lives and others.
Educational Requirements and Experience
· Bachelor’s degree required, advanced or professional degree is preferred and will receive greater consideration
· 5 or more years of successful product and value-based selling into one or more of the following healthcare types: transfusion medicine, anesthesiology, trauma surgery, heart surgery, obstetrical surgery, oncology and hematology and organ transplant. Other similar healthcare types may be considered.
· Currently conducting field sales or work in at least one of the following focus areas: surgical implants, laboratory equipment, transfusion medicine, surgical perfusion, adult or pediatric hematology / oncology, stents, bleeding disorders and blood factor products, OR equipment and other medical devices. Other focus areas may be considered.
· Experience conducting sales encounters with one or more of the following types of healthcare professionals: trauma surgeons, heart surgeons, obstetrical surgeons, transplant surgeons, hematology oncologists, hematologist, and hematopathology. Other similar customer types may be considered.
· Must possess a track record of closing deals and a history of meeting or exceeding assigned sales goals
· Experience collaborating with other cross-functional internal teams and external teams in the field.
Critical Knowledge, Skills, Abilities and Drivers
· Excellent knowledge retention, quick recall and ability to communicate information based on the audience
· Creative problem solver
· Knowledge of applicable regulations and standards affecting the development, sale and marketing of pharmaceutical products
· Productive use of time; skilled at managing numerous high priority customer accounts at the same time
· Possess competency in MS Word, Excel, and PowerPoint
· Technology savvy
· Understand how to sell within the hospital setting; ability to navigate and achieve facetime (in person or via WebEx) and engage with decision makers and key influencers within a hospital
· Understand how to cultivate product champions
· Possess excellent conflict resolution skills
· Ability to work independently and collaboratively as a high-contributing team member
· Flexible in nature to accommodate new program growth and rapid change
· Able to learn new technology systems quickly
· Desire to be an integral part in saving lives
About Cerus Corporation
Cerus Corporation is a biomedical products company focused on commercializing the INTERCEPT Blood System to enhance blood safety. The INTERCEPT system is designed to reduce the risk of transfusion-transmitted diseases by inactivating a broad range of pathogens such as viruses, bacteria and parasites that may be present in donated blood. The nucleic acid targeting mechanism of action enables INTERCEPT treatment to inactivate established transfusion threats, such as hepatitis B and C, HIV, West Nile virus and bacteria, and is designed to inactivate emerging pathogens such as influenza, malaria and dengue. Cerus currently markets and sells the INTERCEPT Blood System for both platelets and plasma in the United States, Europe, Russia, the Middle East and selected countries in other regions around the world. The INTERCEPT red blood cell system is in clinical development.