Diagnostic Oncology Sales Specialist

Overview

Fujifilm Corporation is a leading innovator in diagnostic and enterprise imaging solutions designed to meet the evolving needs of healthcare across prevention, diagnosis, and treatment. Our medical imaging portfolio includes solutions for digital radiography, mammography, computed tomography, magnetic resonance imaging, ultrasound, endoscopy, and endosurgery. The Synapse Enterprise Imaging portfolio provides healthcare professionals with the imaging and data access needed to deliver a complete patient record. REiLI, our artificial intelligence initiative, combines our rich image-processing heritage with cutting-edge AI innovations to inspire a new tier of clinical confidence. Our In-Vitro Diagnostic portfolio provides the golden standard of molecular based immunoassay technology for liver surveillance, cutting-edge clinical diagnostic chemicals for leading laboratories across the country, and diagnostic chemicals for OEM white labeling products. The company is headquartered in Lexington, Massachusetts.

Job Title and Responsibilities

The Sales Specialist, Diagnostic Oncology, in the Invitro Diagnostics Division, is responsible for identifying, prioritizing, and establishing relationships with Key Accounts and Opinion Leaders within the Liver/Hepatology Medical Oncology community. The successful candidate will manage specific assigned geographic areas and drive the FUJIFILM HCC Risk Biomarkers sales through that community. As assigned, the individual will interface with Senior Management teams from major IVD manufacturers. The Sales Specialist will maintain a comprehensive understanding of IVD reagent systems, distribution modalities, as well as clinical performance and utility of assays.

Duties and Responsibilities

• Must be able to demonstrate disease state competency and articulate a strong value proposition for the customer.
• Ability to learn and retain in-depth clinical knowledge of tumor types with the goal of educating Healthcare Professionals on the important benefits of screening and surveillance for liver cancer.
• Invests time building key office relationships & soliciting customer inputs to ensure account needs are being met.
• Positively influences account by meeting customer needs/preferences, understanding their goals/priorities, and tailoring messaging that addresses their needs.
• Actively strives to deliver sales goals by exploring growth opportunities, removing customer barriers, & reshaping sales strategy based upon what is working and not working.
• Reviews sales data, assesses trends, and adjusts sales strategy based upon insights.
• Leverages available resources, market data, and sales experience to prepare for account conversations, while keeping customer needs top of mind.
• Proactively builds networks and connections by involving appropriate cross-functional stakeholders & listening to/building upon the ideas of others in order to establish best practices.
• Target, develop, assess, and maintain a thorough understanding of accounts and key customers while maintaining a high-level stakeholder position.
• Ability to apply strategic thinking while developing and maintaining key customer database.
• Demonstrate competency with key account management, best practices, and selling skills.
• Liaise with office and laboratory staff to provide reimbursement support and test coding.
• Development of business plans aligned to strategic accounts with resource allocations that link to strong business results. Demonstrate competent knowledge and analysis of business, factors, technical issues, and the changing market landscape.
• Patient-focused with the ability to build and foster strong positive relationships with healthcare professionals and key opinion leaders for expansion of the IVD portfolio.
• Display strong collaboration and teamwork skills with internal and external stakeholders.
• Institutional sales approach: develop a long-term plan to activate an account via the various gatekeepers / influencers.
• Maintain accurate business information relevant to the product(s) being promoted.
• Volume of business (e.g., OLT per year, number of HCC cases diagnosed per year, number of hepatologists).
• Adheres to company and compliance guidelines, policies, and procedures.
• Effective communication within FUJIFILM IVD organization of sales, quality, and compliance issues.
• Utilization of the IVD reporting systems for sales opportunities along with expense tracking and reporting (Salesforce.com).
• Where appropriate, collaborate with the Medical Affairs Team.
• Follow up to define pathway and respond to customer concerns.
• Assist in implementing all capital equipment i30 placements as directed by the Director of Sales and Marketing.
• The territory is defined by and directed by the Director of Sales and Marketing and defined based on location.
• Performs other duties as assigned.

Qualifications

• BA/BS required. Biological science or related discipline preferred.
• Minimum 4 years of diagnostic, pharmaceutical, biotech, medical selling experience or oncology medical experience (relevant clinical experience) or marketing equivalent preferred.
• Strong clinical expertise in various tumor types preferred (Tumors, CRC, Lung, GIST, Sarcoma, Prostate, Liver, etc.) preferred.
• Ability to sell in adult oncology setting is preferred.
• Experience in launching new products and/or indications preferred.
• Experience with selling a product in combination with both capital and companion diagnostic.
• Diagnostic and/or experience selling diagnostic or genomic testing preferred.
• Academic institution or large oncology account selling and relationships a plus.
• Familiarity with immunohistochemistry or next generation sequencing preferred.
• Scientific background and understanding of clinical trials preferred.
• Excellent negotiation skills required.
• Valid driver's license and clean driving record required.
• Ability to travel as necessary or required, which may include overnight and/or weekend travel.
• Excellent written and oral communication skills required.
• Strong cross-functional collaboration skills required.
• Passionate and self-motivated individual.
• Proficient Microsoft Office User skills including Excel, Word, Outlook, & PowerPoint.
• Excellent interpersonal skills are needed in this cross-functional team position. Strong written, verbal, and presentation skills are required.
• Individual must understand the critical components of an effective business plan and have the willingness to accept responsibility for performance.

Physical Requirements

The position requires the ability to perform the following physical demands and/or have the listed capabilities.

• The ability to sit up 75-100% of applicable work time.
• The ability to use your hands and fingers to feel and manipulate items, including keyboards, up to 100% of applicable work time.
• The ability to stand, talk, and hear for 75% of applicable work time.
• The ability to lift and carry up to fifteen (15) pounds up to 20% of applicable work time.
• Close Vision: The ability to see clearly at twenty inches or less.

Travel

• Ability to travel 75% of the time- includes time spent in the field and at corporate offices.

Equal Opportunity Employer

FUJIFILM is an equal opportunity and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, national origin, sex, gender identity, sexual orientation, religion, disability, protected veteran status or any other characteristic protected by applicable federal, state or local law.