Work Schedule

Environmental Conditions

Job Description

The Biomarker Integration Team supports diagnostic testing strategies to help hospitals experience optimal patient and health economic outcomes. The Clinical Development Manager (CDM) is responsible for growing test volumes at the hospital through targeted discovery and engagement of clinical and financial stakeholders at the hospital-level. Primarily focused on the BRAHMS Procalcitonin (PCT) test, he/she will establish the clinical value and health economic impact of PCT-aided antibiotic decision-making for the management of sepsis and lower respiratory tract infections.

In this role, you will own the overall strategy and execution for targeted hospitals and health systems across your territory. You will identify opportunities to expand appropriate PCT utilization, develop partnerships with clinical and business stakeholders, and help hospitals move from initial engagement through protocol adoption, education, implementation and sustained utilization.

This is a remote, field-based position supporting hospitals and health systems across Colorado, Wyoming, Utah, Nevada, Arizona, Southern California and Hawaii.

The role requires significant customer-facing activity and frequent travel throughout the territory. Candidates should be comfortable managing a geographically broad territory, prioritizing accounts independently and traveling regularly to meet with hospital and health-system stakeholders.

What will you do?

• Own strategic account profiling, targeting and development at assigned target accounts
• Interface with License Partners and Health System Executives to coordinate all activities associated with target accounts
• Gain agreement from Key Opinion Leaders, Physicians, PharmDs, Laboratory Leadership, and ancillary clinical staff to broaden test utilization, achieve hospital-wide protocol adoption and execute the implementation plan
• Build relationships with Physician Leadership, Laboratory Leadership and Clinicians affiliated with antibiotic stewardship, including Pharmacy, Infectious Disease, Emergency Medicine and Critical Care
• Responsibility for test protocol implementation and test volume growth in CDM’s respective territory
• Assist in development of hospital protocols and standardized order sets related to Sepsis and Lower Respiratory Tract Infections
• Develop new relationships within target accounts through strategic prospecting, outreach and stakeholder engagement
• Communicate the clinical value and health economic impact of PCT-aided antibiotic decision-making to relevant hospital stakeholders

How will you get here?

You will act as the hospital account manager owning the overall strategy and execution of hospital wide implementation plans that include utilizing the clinical educators in your territory to build a multi-departmental approach to education with long term follow up to help expand the utilization of PCT.

This role will have direct responsibility for working with individual hospitals as well as networks to establish strong relationships and clinical rapport, conduct account activities and drive test adoption.

Education and Experience

• BA, BS or equivalent
• Six or more years of sales or clinical demand experience
• Demonstrated excellence in the medical diagnostics or similar market
• History of successfully working with clinicians throughout the primary care areas of the hospital
• Demonstrated ability to manage complex accounts and influence multiple stakeholders throughout the decision-making and implementation process.

Knowledge, Skills, Abilities

• Proven presentation and advanced negotiation skills
• Strong communication and organizational skills
• Senior level / Executive sales skills
• Able to establish and develop strategic senior-level customer relationships
• Ability to travel extensively and as needed; minimum travel is >50%
• Strong analytical skills that coincide with the ability to implement complex selling strategies
• Superior relationship-building ability with leadership qualities
• Proficient with SFDC CRM, Excel, Microsoft Word and Outlook
• Self-directed and highly motivated
• Ability to prospect, develop new relationships and create opportunities within complex hospital accounts
• Strong territory-management skills and the ability to prioritize activity across a geographically broad territory

Compensation and Benefits

This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:

• A choice of national medical and dental plans, and a national vision plan, including health incentive programs

• Employee assistance and family support programs, including commuter benefits and tuition reimbursement

• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy

• Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan

• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards