Engagement Manager (Hospital Sales)
Location: Chicago, Illinois
Description: The Medicines Company is in need of Engagement Manager (Hospital Sales) right now, this job will be placed in Illinois. Detailed specification about this job opportunity please read the description below. Position: Engagement Manager
Outline of the Engagement Manager’s role
- Effectively represent The Medicines Company, our values, and the standards! we embody
- Seek permission to engage customers on a system, account and individual level with the goal of understanding:
- their business
- their goals and ideal outcomes
- their challenges
- their needs for improving health outcomes, maintaining or reducing cost, educating and developing their community and staff, and innovating through research
- Translate customer needs into a set of offerings pertaining to all three areas of interest (patient care, education and research)
- Develop and deliver the customer value proposition for our products
- Retain existing customers through superior service
- Discover and cultivate opportunities to grow the business into new accounts
- Entrepreneurial: Serving and satisfying our customers to create shareholder value
- Ready, willing and able to start up and operate projects within a Book of Busine! ss as their “own†business, requiring a level of both inde! pendence and collaboration as well as creativity, individuality, and strategic risk-taking in conjunction with the Engagement Partner
- Determined to follow through and to make it happen
- Diligent in planning and execution
- Understands profitability
- Genuinely cares about people (patients, customers, colleagues, etc.)
- Knowledgeable: Has sufficient knowledge and experience in a variety of areas
- Customer value proposition for of our products including the data and supporting facts as well as critical issues and the best ways to respond to them
- Diseases, treatment pathways, best practices and essential success factors for achieving quality care
- Trends in the industry, health care environment, government health policies, innovation, competitive environment, regulatory environment
- Compliance to applicable rules and regulations
- Financial management including essentials of P&L management and strat! egic planning
- Team player
- Willing and able to harness and contribute to our best resources for knowledge both inside and outside the company
- Rigorously applies the principles of small group performance as described within the Katzenbach model
- Leverages own skill and knowledge to help other teams and colleagues in engaging customers
- Develops powerful strategic relationships both inside and outside MDCO
- Communicator
- Eager to listen to customers to understand and appreciate their needs before acting on them
- Able to engage in and facilitate educated dialogue
- Excellent verbal and written communication skills
- Rigorous follow-up
- Able to convey positive and bad news with grace and integrity
- Analytical
- Enables a logical, data-driven approach to analyzing, understanding and solving customer problems
- Able to substantiate claims with data and information
The Medicines Company’s customer-facing associates are much more than sales representatives. Some of the areas our Engagement Managers should be educated in are listed below. Candidates do not need to have all of the knowledge and skills listed below, but should have the willingness and ability to learn each of them to become a true partner for all MDCO customers.
- Able to engage stakeholders at a variety of levels including system, hospital and individual
- Complete understanding of roles, competencies, capacities and mindset of all stakeholders in the care pathway (doctors, nurses, pharmacists, techs, administrators, patients, etc.) as well as the C-Suite
- Able to identify key stakeholders and to develop trusting, mutually beneficial relationships
- Enables stakeholder access to MDCO know-how and data â€" “all we know all the timeâ€
- Understands ! and can serve GPOs, IHNs and other systems
- Able to work with key economic drivers
- Able to deliver high level consulting skills which in turn lead to improved customer system cost, clinical quality, and patient experience
- Able to create and implement integrated education programs at a variety of levels and measure impact of those programs
- Highly competent in regulations related to medical education in the geographies and institutions where stakeholders work
- Able to create CME products with appropriate providers from scratch
- Competent in management of multi- and single-center clinical trials including medical, regulatory, logistics and compliance matters
- Understands the interpretation of clinical trials, registries and outcome data bases
- Able to perform and interpret 6-sigma or other methodology programs for systems and hospitals
- Fully understands care pathways for ACS (STEMI and non-STEMI) inclu! ding clinical and economic inputs, choices and outputs
- Able to! advise on optimization of care pathways beyond MDCO products
- Can organize and manage all in-servicing
- Understands and can enable access to all MDCO customer support services
- Able to negotiate hospital service agreements as needed
- Can advise and guide stakeholders in their roles in clinical and other research programs
- Bachelor’s Degree in a scientific field or business management, Master’s Degree (MS or MBA) strongly preferred
- Experience working with customers (commercial, clinical, medical or other field) and belief that relationships to customers is the fundamental requirement for driving innovation
- Specific experience selling in hospital and/or acute care settings
- Strong verbal and written influencing skills
- At ease interfacing regularly with all key stakeholders in a hospital setting including the C-suite, physicians, nurses, p! harmacists, etc.
- Has strong skills working in and facilitating teams
- Demonstrates willingness and ability to learn new areas of the business and “unlearn†models of operating rooted in the traditional pharmaceutical industry customer interface
- Able to use technology and data management tools to adapt data independent of others
- Strong negotiating skills
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If you were eligible to this job, please send us your resume, with salary requirements and a resume to The Medicines Company.
Interested on this job, just click on the Apply button, you will be redirected to the official website
This job will be opened on: Thu, 06 Jun 2013 23:17:15 GMT
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