Has anyone actuall read the job description for medicine company and you think they are going to run their company like the wildwest? straight from their website:
Description
Summary
The Infectious Disease Care (SPC) Customer Solutions Manager (CSM) is the primary sales representative for MDCO and will be the point person managing all of the revenue generating activities for IDC products within a hospital. The person will be assigned a group of 9-11 hospitals with an estimated revenue potential of approximately $20mm. The CSM is expected to be the onsite clinical expert working closely with HCPs during initial and ongoing usage and is the person responsible for expanding usage as rapidly and possible. The person reports directly to an Engagement Partner (EP).
Key Performance Objectives
1.Performance management: successfully manage a broad portfolio of products over a group of assigned hospitals.
•Lead the effort to break silos and help hospitals rethink their business model from a customer point of view.
•Establish and achieve business performance measures for each hospital: revenue, customer satisfaction, clinical, and business outcomes.
•Develop formal and informal reporting and communication systems.
•Establish and meet the monthly and annual performance objectives for each hospital.
•Implement the 4D consultative sales process – Discover, Design, Develop, Deliver.
•Collaborate closely with SE, GHS, MAD and others to meet customer and plan needs.
2.Quickly acquire product, environmental and competitive knowledge, specifically:
•Build a foundation of clinical, business and hospital knowledge.
•Build and expand a key stakeholder and influencer network using all tools available.
•Understand existing IDC care pathways and map out the care pathways for each assigned hospital.
•Learn customer value propositions of our and our competitors’ solutions including supporting data.
•Research, evaluate and prioritize hospitals for early-adopters opportunities.
3.Discovery process: within 60-90 days lead the effort to build an account knowledge base for each hospital.
•Understand the hospital business model, challenges, structure, priorities and focus.
•Document critical pathways, people, patients, processes, decision-makers, financial and approval processes for all key departments.
•Build and map a 360° network of influencers.
4.Collaborate closely with the MDCO engagement team
•Become the clinical expert and primary driver of all hospital related activity.
•Learn, understand and follow all rules/regulations that deal with customer engagement including MDCO rules of engagement.
5.Planning process: build a comprehensive engagement plan for each hospital.
•Document the competitive landscape and key hurdles.
•Understand at the process and user level the clinical and business needs of each hospital.
•Identify the support and unmet needs of each hospital, business decision-makers and HCPs
6.Project management: act as a project manager (aka QB or PG) insuring the sales plan is implemented properly and successfully met.
•Act as an account manager tracking and monitoring performance. As part of this identify problems, opportunities, and challenges and assign and follow-up as appropriate.
•Collaborate, clarify and deploy resources to ensure critical tasks are identified and met.
•Work with MDCO team to prepare an evolving and flexible prioritized action plan.
7.Gain the necessary approvals leading the effort to prepare and implement a comprehensive 6-12 month sales plan for each assigned hospital. This needs to include:
•Act as point person to obtain formulary approval.
•Define monthly revenue goals for each hospital. Specifically: identify, quantify and prioritize opportunities within each hospital.
•Establish and validate the unique needs and challenges of each hospital, their processes, key stakeholders, business issues and internal politics.
•Go beyond the product. As needed provide introductory education to hospital: mission, strategy, tactics and implementation process.
8.Implement a rapid launch sales effort within each hospital.
•Working closely with early-adopters (HCPs) develop an approach to identify opportunities for initial usage.
•Support these efforts before, during and after first usage to the max possible to ensure successful outcomes.
•Develop critical tracking information. Convert early-adopters into advocates.
•Provide tools and support to demonstrate value.
9.Accelerate efforts to expand usage to meet monthly revenue objectives.
•Develop a means to scale and maintain maximum usage within each hospital.
•Identify and prioritize all potential opportunities.
•Successfully implement the plan working each opportunity and overcoming normal challenges.
•Identify key tracking and usage metrics. Monitor activities and provide appropriate feedback and control.
•Be in a position to take-over an existing account going through the expansion phase.
10.Initiate and manage on all business and contracting aspects for each hospital.
•Coordinate the formulary approval and related approval processes
•Collaborate with EP to negotiate complex agreements ensuring cost and revenue targets are met
note the use of document, track, validate, report,etc etc etc. Amazing how this is the only industry where sales people complain about processes that best in classs organizations deploy.
