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Director of Clinical Solutions

Company: BD
Location: Warwick
Posted on: June 6, 2021

Job Description:

Job Description Summary Job Description BDI Surgery Position DescriptionJob Title: Director, Clinical SolutionsDepartment: Sales Reports To: National VP, Surgical Specialty SalesSupervises: Quality Care ConsultantsFLSA Status: ExemptGrade Level: JG6Prepared: April 2021Position SummaryThis field-based role reports to the BDIS Surgical Specialties (SS) National Vice President and is an integral partner to the BDIS SS Sales Leadership Team. This position will develop and execute an overall clinical strategy for our collective US BDIS SS portfolio. This position will work in close partnership with the Sales, Marketing, and business leadership to support short and long-term business objectives.The role oversees a team of Quality Care Consultants (QCC's) in executing the BDIS Surgical Specialties value-added clinical support strategy. Through their team, this role implements clinical programs and initiatives that differentiate the BD product portfolio based on improved patient outcomes and process enhancements which result in a lower total cost. The position is responsible for helping the organization better support customers through recommendations of best practice, collaboration with the sales team, facilitating education and the provision of effective conversion management and product implementation. The position broadly ensures appropriate clinical support across field sales organization with an emphasis on efficiency, effectiveness and cost containment. This role must work collaboratively with the Sales Leadership Team and Regional Business Managers to assure the team follows the established guidelines for Clinical Specialist engagement, while striving to meet the overall business objectives and organizational goals.The role will assure the team is tracking to established goals in the most efficient and cost-effective manner and will provide guidance and a clinical perspective in our go-to-market customer approach for revenue growth and retention. This position will be responsible for leading overall management of clinical services and affiliated budget in support of product conversion activity which will drive overall revenue growth for the US Region.This role will also help develop solution selling programs and provide support to drive revenue in the top Academic Medical Centers (AMC's).Job Responsibilities This role is focused on, but not exclusively limited to the activities outlined below:Performance Manages the T&E expense budget allocated for their team and geographic region Manages QCC's nationally in achieving regional and national objectives/goals as defined for the clinical team Provides updates at least monthly to the National Vice President on progress to goals. Facilitates Quarterly Business reviews of performance and performance improvement areas Leads special projects, ASR development, and annual capacity and budgeting planning relative to the clinical organization Shares best practices with Marketing, sales team, SCG and business platforms. Works with the National Vice President, marketing and Sales Training to develop strategies in providing effective and efficient conversion management, education, and overall support for the sales team Participates in the development of tools and/or collateral for the advancement of the clinical skills Works with the National Vice President to foster effective relationships with vendor providing contractual clinical support Provides conversion management and product implementation support to the overall field sales organization Strategizes with the Leadership Team to improve processes and approaches for conversion management and product implementation Has oversight of major divisional clinical program implementations. Interacts with key accounts to facilitate opportunities for business growth and deepen customer relationships Collaborates with Commercial Operations Team to develop and revise marketing materials as appropriate Provides clinical support to National Account Managers (DNA's) in large IDN/GPOs Implementations: Sharing best practices for product conversions (Biosurgery & Infection Prevention portfolios) and helping to build structure, process & documents Responsible for increasing presence in top AMC's in conjunction with the field sales organization. Utilize existing and new programs to support revenue growth. People/Process Works in concert with the Sales Leadership Team to ensure the conversion management and product implementation process is effective throughout the timeline of evaluation/validation to retention Develop a team with focus on customer excellence, servant leadership and a growth-mindset Ensures support for the regional team in conversion management, validations, pre-sales engagements and account strategy Coordinates QCC training, including field rides and all on boarding activities Participates in forums to share best practices with Sales Development, Business Platform, Marketing, and Sales organization Works in collaboration with the National Vice President, sales leadership, Surgical Solutions & Sales Training team in the provision of assessments, product, and process field sales training Facilitates training activities that help increase the clinical acumen for new hires as well as tenured QCC's Drives and facilitates the building a strong bench of clinicians with focus on highest level of expertise for customer service and support Works with RBM's & leadership team to elevate performance and competencies through coaching and development Helps RBM with remediation plans for QCC's who are underperforming Directs management of QCC advancement and promotion program Provides oversight in convention assignments for QCC's. Tracks and reports on IIG/Compensation and conducts performance reviews. Other Duties as assigned.Basic Qualifications Bachelor's degree in science, business or related concentration required Master's in Business preferred 10+ years' experience in Sales, Sales Management, Key Account management and/or Clinical support required (medical device highly preferred) 3+ years of management experience required (Medical Device highly preferred) Experience selling at the National Account level preferred Experience working with clinical teams/organizations Excellent collaborative and team skills required Good relationship building development skills Demonstrated managerial courage Persuasive and credible; able to influence without authority Works in a safety-conscious manner ensuring that safe work practices are used in order to not pose a risk to self or others Complies with company policies and procedures This position requires the ability to travel up to 85% of the time and flexibility with working hours Must possess and maintain a valid state-issued driver's license and meet BD's auto safety standards Must have a track record of solid managerial/leadership experience Works well on teams and has strong interpersonal and relationship building skills Ability to collect, analyze and present clinical data Ability to decipher important information and communicate effectively Strong corporate-minded decision-making capabilities Understands relationship between product offerings and customer healthcare processes Relates effectively to all levels"internally and externally Has affiliations with clinical organizations, regionally and nationally Demonstrates problem-solving and decision-making ability Presents to customers and internal staff clearly and effectively utilizing adult learning principles Embraces inclusiveness and has ability to work with a variety of personality types Accepts ambiguity in day to day duties Proven skills in coaching, developing, and guiding direct reports Ability to deliver constructive feedback in an effective manner Demonstrates emotional intelligence Ability to manage multiple customers and strong organizational skills Ability to work independently, with minimal guidance and supervision Ability to prioritize assignments. Strong time management skills Has basic computer skills including Microsoft Word, Excel, Power Point and Outlook Primary Work LocationUSA RI - Warwick Additional Locations Work Shift

Keywords: BD, Warwick , Director of Clinical Solutions, Other , Warwick, Rhode Island

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