Point of Care Specialist

This is a fully remote position, open to applicants in California.

📋 Description

• Oversee the sales process alongside local territory managers, Clinical Specialists, and customers during product evaluations, implementations, and post-implementation training.

• Identify and pursue opportunities within a designated region to enhance ABG revenue and growth.

• Propel ABG growth by cross-selling and negotiating contracts with hospitals and health systems.

• Develop and present the Specimen Management value proposition while coordinating cross-portfolio contracts.

• Manage pricing, contract negotiations, and incentives with the necessary leadership approval.

• Collaborate with the Marketing team to create tools, communications, and support for the portfolio.

• Provide support to the top 50 regional accounts and address clinical inquiries utilizing portfolio expertise.

• Lead SKU rationalization projects and align shared growth targets with field sales, clinical teams, and National Accounts.

• Direct and implement new ABG in-service training and education.

• Oversee both in-person and virtual implementations across accounts.

• Collaborate with the acute care distribution network to explore custom kitting opportunities.

• Monitor progress, gains, losses, forecasts, and funnel metrics through reports, forecasting tools, and SFDC dashboards.

• Manage the designated Specimen Management portfolio to meet or surpass the fiscal-year budget.

• Train new commercial hires as a portfolio expert.

• Simplify the clinical application of arterial blood gas sticks and showcase value and differentiation.

⛳️ Requirements

• A Bachelor’s degree is required; an MBA is a plus.

• A minimum of 5 years of sales experience with a demonstrated track record of surpassing sales goals.

• At least 5 years of sales experience in critical care, respiratory care, and/or Point of Care is highly preferred.

• Prior experience of 3–5 years in IDN account management, including contract negotiation and execution, is preferred.

• In-depth knowledge of healthcare purchasing and contracting processes.

• Familiarity with the US healthcare landscape, including GPOs and distributors.

• Experience collaborating across teams, business units, segments, and functions.

• Knowledge of the Specimen Management portfolio is preferred.

• A valid state-issued driver’s license and compliance with BD auto safety standards are required.

• Must reside within the assigned geographic area.

• Willingness to travel more than 70% of the time.

• Capability to engage with hospital specialties and convey complex technical subjects to clinicians.

• Self-motivated with the ability to work independently and manage multiple projects simultaneously.

• Proficiency in handling challenging conversations and situations.

• Strong skills in problem-solving, analysis, presentation, organization, communication, and interpersonal relations.

• Proficient in Microsoft Office, Salesforce.com, and financial tools.

• Must establish and maintain vendor credentials through systems such as RepTrax and Vendormate to operate in hospitals and medical facilities.

🏝️ Benefits

• A competitive package of compensation and benefits programs.

• Opportunities for rewards and recognition.

• Investment in associates’ well-being and professional development.

• A performance-based culture.

• Opportunities for learning, growth, and career advancement.

• Flexibility and a focus on work-life balance.

• Potential accommodations for COVID-19 vaccination/testing in certain locations.