Clinical Liaison (Sales)- Central U.S.

Ortho Clinical Diagnostics
Oct 06, 2016
Oct 19, 2016
Employer Type
Direct Employer
Employment Type
Full Time
Clinical Liaison (Sales)- Central U.S.

**Req ID:** 2016-3386

**Location:** CT-Stamford

Clinical Liaison (Sales)- Central U.S.


**The Company:**

Ortho Clinical Diagnostics (Ortho) is a leading global provider of in vitro diagnostics. We have an established track record for providing high-quality products and services to the global clinical laboratory and immunohematology communities. Headquartered in Raritan, NJ, Ortho Clinical Diagnostics has approximately 3,800 employees, serving customers in more than 120 countries.

We are recruiting and retaining the best and brightest around the world. People who are performance driven, want to make a difference and who help us grow our leadership position in a changing marketplace. The power to reimagine starts with empowered people. People who are empowered to grow and given the chance to succeed in ways they hadn't thought possible before.

Our purpose is simple: to improve and save lives with diagnostics. We do that by reimagining what's possible. It's what defines us. It's the Ortho difference.

**The Career Potential:**

We are committed to enabling diagnostics to fulfill its vital role in the continuum of care and its importance as the focus of healthcare changes from treating sickness to promoting wellness. To do this we hire people who share this dream and are ready for new adventures. As a valued team member, you will carve your own career path and be part of building this company stronger and better than ever before. You will have access to a broad and exciting array of experiences, opportunities and new directions at Ortho Clinical Diagnostics. More importantly, you will be driving the surge of a whole new direction in important medicine. That's something we can all take pride in as we take this journey together.

**The Opportunity:**

As the company transitions, Ortho Clinical Diagnostics is seeking a Clinical Liaison for the Central Area. This is a work from home position.

Individuals would ideally reside in one of the following areas: Chicago, Detroit, Cleveland, Nashville, New Orleans, or Minneapolis. At a minimum, indivduals would reside anywhere in the territory which includes: IL, IN, KY, MO, MI, OH, Western PA, TN, AL, AR, LA, MN, IA, WI.

**The Responsibilities:**

The **Clinical Liaison** is responsible for maximizing Ortho's market share by expanding use of targeted assays at current customers, and by driving adoption of targeted assays at new customers. This is highly specialized selling role focused on assay sales.

**Responsibilities Include:**

+ Grow sales revenue for targeted assays in assigned Sales Area, in alignment with company goals and assigned quota.

+ You will call on Physician Laboratory Medical Directors and key Hospital Medical Specialty Department Heads (e.g., Cardiology) to develop the need for Ortho Clinical Diagnostics assay solutions. Collaborate closely with Sales and Laboratory [application] Specialist (LS) teams to identify and prioritize sales opportunities. Coach Sales and LS teams in assay selling to further accelerate Ortho's assay sales. Lead Area marketplace awareness and adoption of Ortho's differentiated assays.

+ For the first several months in the role, you will work in concert with the CL Assay Marketing Manager and the CL Assay Market Development Sr. Manager to train for the role and to help establish the processes and tools needed to be effective in the role.

+ Once deployed to the field, you will be responsible for expanding the menu at current customers, with a specific focus on selected high-value tests, in collaboration with local sales teams. You will also assist those teams with new customer opportunities to use test superiority to improve win rates, and to ensure that new customers will adopt the targeted assays. To those ends, you will need to confidently and persuasively engage in discussions on both clinical and economic aspects of medicine. You will also need to assist with change management at customers switching to targeted tests.

+ Identify and cultivate regional KOLs and references for test conversion. Provide effective clinical presentations to internal and external audiences.

+ As a subject matter expert in the use of targeted assays, you may be called upon to speak at conferences or relevant industry/interest group meetings. Serves as a scientific expert at key medical and scientific conferences, advisory boards, clinical investigator meetings, internal meetings, and patient advocacy group meetings

+ Attention to detail and an eye for quality, along with the ability to grasp and translate technical capabilities into benefits are crucial.

+ Partner with the Sales and Laboratory Specialist teams to identify and close opportunities to grow assay revenue at current customers.

+ Partner with Sales teams to enhance our win rate at new customers by promoting key assays, and by driving fuller/richer menu within new customer accounts.

+ Cultivate productive relationships with regional KOLs to promote market expansion of targeted products. Present (or schedule KOLs to present) at relevant conferences and industry meetings.

+ Collaborate with Marketing to identify untapped or under-emphasized market opportunities to promote targeted tests, and develop innovative strategies to address these opportunities.

+ Train employees

**The Individual:**

+ Minimum four-year college or university degree with a focus on laboratory medicine, biological sciences or similar field.

+ Advanced degree in life sciences also required (MD, PhD, clinical chemist, pathology, etc.) or equivalent experience

+ Minimum of 10 years of experience in healthcare sales in a B2B environment, preferably in clinical laboratory market, or equivalent experience.

+ Must have a minimum of 2 years of experience calling on physicians selling a product or service, or equivalent experience.

+ Strong communication skills with the ability to foster collaboration, lead and facilitate discussions.

+ Must have excellent time management, and project management skills.

+ Must possess ability to influence and impact without authority.

+ Must possess business acumen to understand and leverage economic opportunities to expand customer test menu.

+ Understand laboratory work-flow and decision-making processes.

+ Understanding of changes in US clinical environment (ACA, IDN consolidation, etc.), which in turn, impact patient flow.

+ Understand testing methodologies and clinical impacts (e.g., LOS, other outcomes).

+ Must be experienced in communicating recommendations and strategies to management, and working within high-performing teams.

+ Experience navigating POC versus Central lab dynamics preferred.

+ Demonstrated ability to rapidly learn company and competitive product characteristics, as well as relevant clinical implications is preferred.

+ Must live within the territory described above

+ Ability to travel 75-90% (domestic)



**Equal Opportunity:**

At Ortho Clinical Diagnostics, we are proud of the empowering, inclusive and innovative culture we are growing. Our team is passionate about our work, and brings deep knowledge, industry experience and diverse thinking that drive results, making Ortho a place to grow your career.

Ortho Clinical Diagnostics is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status, or any other characteristic protected by law.

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