Enterprise Accounts Hospital Sales Director — Boston, MA
Cerus Corporation — Boston, MA
This role covers the Boston, MA territory.
Stated in the posting
Pay: $135K – $140K (base salary)
Experience: 5+ years
Travel: 50%
On-call rotation
About Cerus:
Cerus aims to be the global leader and trusted partner of blood centers and hospitals whose technology, services, and commitment are the lifeblood of safe and accessible blood for patients around the world.
The Hospital Sales Director opportunity is fully remote from the east coast.
Primary Functions:
Demonstrate Product and Clinical expertise about Cerus products that leads to increased sales through a trusted, professional exchange of relevant and approved information with influencers and healthcare decision makers in the areas of trauma surgery, invasive heart surgery, obstetrical emergency surgery, Liver Transplant, transfusion, hematology and blood bank management.
For assigned region, achieve a pre-defined sales plan of revenue sales goals, actionable tasks, and milestones. Prepare and submit reports to Sales Management by analyzing and compiling data, projections, and other relevant information. Ensure the on-time completion of assigned goals and objectives with high quality, and within budget.
Customer Engagement:
Facilitate the development of qualified, actionable leads and bring those potential customers through the sales pipeline.
Enhance business relationships and product trust with customers at various levels within the hospital.
Demonstrate proficiency beyond clinical information exchange such as value/cost of care benefits, operational metrics such as Patient Blood Management, infection risk, wastage and reimbursement guidance to support Cerus’ value proposition.
Build, cultivate, and leverage relationships and educational opportunities with key external scientific and medical customers and organizations (e.g., AABB, SABM) 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 customers have a quality end-to-end experience with the implementation of products in the hospital.
Appropriately respond to on and off-label questions with integrity, compliance, and adherence to legal, regulatory, and company guidelines, department policies & procedures.
Prepare, propose and negotiate purchasing agreements, with support from Contracts team and manager, to close opportunities and sales of Cerus products.
Internal Stakeholders:
Build and cultivate important internal working relationships to ensure an enterprise approach when working with customers.
Be accountable in shaping and executing on account strategies within planned timelines in assigned region in a manner that aligns with Cerus commercial objectives.
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 training and development activities.
Track and update on sales progress, successes, hurdles and failures, identify and bring insights back to the sales team and stakeholders through timely, efficient and effective use of Cerus’ CRM system.
Collaborate closely with other 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.
Qualifications/Requirements:
Bachelor’s degree with 5 or more years of successful product and value based selling experience into one or more of the following preferred healthcare types: transfusion medicine, anesthesiology, trauma surgery, heart surgery, obstetrical surgery, oncology and hematology and organ transplant.
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.
Excels in fast-paced, competitive environment. Flexible to growth and rapid change.
Results oriented team player.
Must be able to build and maintain strong customer and internal relationships.
Must be energetic, enthusiastic, determined and goal oriented, and able to work independently and collaboratively.
Excellent knowledge retention, quick recall and ability to communicate information based on the audience.
Creative problem solver and conflict resolution skills.
Knowledge of applicable regulations and standards affecting the development, sale and marketing of Medical Devices.
Productive use of time; skilled at managing numerous high priority customer accounts at the same time
Technology savvy with ability to learn new systems quickly.
Understand how to sell within the hospital setting; ability to navigate and achieve facetime, engage with decision makers and key influencers within a hospital and cultivate clinical/product champions.
50% domestic travel required.
We understand that our people are essential to our success. This philosophy is revealed in our competitive benefits package, designed to improve employees’ lives both on and off the job.
Benefits plans: medical, dental, vision, domestic partner benefits, paid maternity and paternity leaves, healthcare and dependent care flexible spending, life and accidental death insurance, long-term and short-term disability insurance, matching 401(k), RSUs
Work and family: EAP, legal and financial services, health club membership discounts, tuition reimbursement
Compensation: The base salary range for this position in the selected city is $135,000-$140,000 annually plus an incentive target plan. Base pay is one part of the total package to compensate and recognize employees for their work.