FUJIFILM Director of Business Development in Massachusetts
FUJIFILM Medical Systems U.S.A., Inc. is a leading provider of unrivaled diagnostic imaging products and medical informatics solutions that meet the evolving needs of healthcare facilities today and into the future. Medical imaging solutions span digital radiography (DR), detectors, portables and suites, mammography systems with digital breast tomosynthesis, computed tomography solutions for oncology and radiology applications, as well as technologically advanced flexible and surgical endoscopy solutions. Fujifilm enables interoperability through its Systems Integration offering as well as its comprehensive, AI-supported Synapse® Enterprise Imaging portfolio, which includes the TeraMedica Division of Fujifilm. FUJIFILM Medical Systems U.S.A., Inc. is headquartered in Lexington, Massachusetts. For more information please visit www.fujifilmhealthcare.com.
The Director Business Development - Healthcare role is critical to the future market share growth of Fujifilm Medical Systems (FMSU). This sales position is for candidates that bring an entirely new level of strategic new business portfolio selling to the company. Candidates for this position will possess a unique blend of healthcare knowledge, professionalism, aggressiveness, integrity, intensity, risk taking, and business acumen. The Director of Business Development - Healthcare will create new market share growth by leveraging the FMSU USA healthcare portfolio.
Note: This is a highly advanced pure hunter sales role that is focused on larger healthcare systems and targeted provider facilities. Candidates will be required to demonstrate necessary skills, provide adequate detail of past experience, and articulate results in new business sales.
Preferred Location: MA
Duties and Responsibilities
Achieve quota associated with compensation plan.
Create effective sales strategies and account plans (blue sheets) for each targeted account/organization.
Prospect and build pipeline to three times (3X) assigned quota target.
Provide accurate and timely weekly forecasts and detailed 30/60/90 day sales reports.
Use Salesforce.com to improve effectiveness of sales efforts and give visibility to senior management.
Strategize and share best practices with your new business team members weekly.
Works in collaboration across FMSU product/services offerings with emphasis on selling the healthcare portfolio: Modality Solutions, Medical Informatics, Endoscopy, Systems Integration and Service.
Develops effective business partnerships with the Marketing Teams and Service Management to enhance abilities to drive results and overall goals of FMSU.
Drives sales strategies and programs in collaboration with Management to increase market share growth.
Lead strategic customer meetings and strategy sessions to drive sales results.
Accurately complete assigned tasks as requested.
Cross Functional Team Collaboration
Collaborates with other members of the FMSU sale organization to ensure accountability and teamwork.
Participates in training efforts and feedback with cross-functional teams to drive MS, MI, ES, and SI sales.
Maintains effective communications within and between various cross-functional departments within the organization to ensure maximum sales success, improved business processes and a positive customer experience.
Shares responsibility for successful installations and implementations with all departments within FMSU.
Participates in meetings and conferences via a travel schedule that is consistent with the requirements of the position.
Performs special projects, tasks and studies, as needed.
Drives all efforts aimed at providing superior customer experience and reference sites.
Engaged in preparation of quotes, contracts, and site configurations to ensure accurate terms, conditions, pricing and configuration in accordance with established policies and guidelines.
Complies with the Quote to Order/Booking processes, adheres to the Grants of Authority (GOA), and follows any and all established policies and procedures.
Demonstrates proficient and effective use of the Company’s CRM tool, as directed by management. Ensures that opportunity pipelines, account activity, quote activity, contact management, assets and result reporting are accurately populated in system.
Prospects, qualifies, and has lead responsibility for closing healthcare portfolio sales opportunities within the assigned geography and account targets.
Maintains proficiency and stays up-to-date on FMSU products and services.
Develops and drives relationships with key industry leaders across FMSU healthcare portfolio.
Provides accurate booking documents enabling Order Fulfillment efficiency.
Key Perforamance Indicators
Achieve pipeline targets and sales quota within assigned geography.
Collaborate with Service and other departmental groups to achieve a positive customer experience with assigned target accounts.
Cross-selling with all portfolio BU’s to leverage new business healthcare portfolio sales.
Comply with business processes, as defined by FMSU.
Contribute to a collaborative team environment.
Ensure ongoing and transparent communication- internally and externally.
Align behavior with corporate strategy, along with vision, mission and values.
Participate in corporate activities (e.g., leadership activities, BPR, etc.)
Adhere to the competencies, as defined for the position.
- Comply with all applicable U.S. Food and Drug Administration (U.S. FDA) medical device regulatory requirements, applicable ISO 13485 standard requirements and all other applicable laws, regulations and standards.
BA/BS/MA or equivalent, with 4+ years of successful medical sales experience, with an emphasis on Medical Imaging, Radiology, Endoscopy, Surgery and/or IT.
Proven new business selling skills.
Proven track record of strategic selling and closing sales. .
Demonstrated ability to obtain sales and achieve or exceed sales goals.
Must have strong interpersonal skills and a demonstrated ability to communicate with a diverse range of individuals.
Broad functional expertise strategic selling and planning, pricing strategies, and contracting.
Ability to work cross-functionally to create business impact, problem solve, and communicate in a proactive and effective manner.
Ability to analyze complex situations and resolve at both a strategic and tactical level.
Ability to drive action plans with direct and indirect authority, executing within established timeframes and meeting or exceeding stated deliverables
Ability to analyze and report on financial statements.
Strong communication skills- presentation, written, and oral.
Proven positive leadership capability
Proficient in Microsoft Office, including PowerPoint, Excel, and Word
Proficient in the use of SalesForce.com
Effective time management skills
Ability to travel 75% of time- includes time spent in the field and at corporate offices.
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 ten pounds up to 20% of applicable work time.
Close Vision: The ability to see clearly at twenty inches or less.
Occasional (up to 75%) travel may be required based on business need.
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.
Requisition ID: 2020-13798
External Company URL: https://uscareers-fujifilm.icims.com