FUJIFILM Healthcare Americas Corporation is a leading innovator in diagnostic and enterprise imaging solutions designed to meet the evolving needs of healthcare across prevention, diagnosis, and treatment. Fujifilm’s 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®, Fujifilm’s artificial intelligence initiative, combines Fujifilm’s rich image -processing heritage with cutting-edge AI innovations to inspire a new tier of clinical confidence. The 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. For more information, please visit healthcaresolutions-us.fujifilm.com.

Job Purpose: This position is intended to be responsible for prospecting, developing, closing, maintaining, and growing Digital Pathology Medical Informatics business through regularly scheduled calls/meetings with all established and potential customers in his/her designated sales geography.

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.

Duties and Responsibilities:

Sales

• Meets and exceeds monthly, quarterly, and annual bookings objectives by implementing and executing effective sales strategies to achieve maximum results and ensure annual target attainment.
• Works in close collaboration with all Medical Informatics specialists’ teams with emphasis on including Digital Pathology in all solution selling activity, creating a larger opportunity pipeline with both new and existing MI accounts.
• Maintains effective relationships with all legacy existing customers and new pathology customers in assigned coverage area, developing further expansion opportunity, creating referenceable experiences, as well as supporting issue resolution.
• Develops effective business partnerships with the Medical Informatics Marketing team, Solutions Delivery and Support Department, larger Medical Informatics Sales team and Service Management to enhance abilities to drive results and overall objectives of HCUS.
• Complies with all training and self-education requirements of the RDDP role to always maintain an effective understanding of our Digital Pathology product messaging, industry activity, market needs, and competitive landscape.
• Maintains an effective product demonstration capability.
• Maintains accurate bookings forecasts and keeps opportunity detail within salesforce.com current at all times.
• Leads sales process for qualified Medical Informatics Digital Pathology opportunities within designated sales geography. Coordinates all aspects of the selling process. Collaborates with the Sales teams to ensure effective relationships and selling strategies are in place and implemented.
• Qualifies and follows-up on all new leads generated from tradeshows, RFPs, Account Executives, Inside Sales, etc.
• Supports trade show coverage activity as requested.

Cross Functional Team Collaboration

• Develops and communicates market intelligence to management, making recommendations on how HCUS may better meet the needs of customers and enhance the HCUS portfolio offering.
• Always looks to promote other MI products into existing Digital Pathology customers or as a result of new Digital Pathology sales.
• Always looks to promote all HCUS products and communicates leads to other Business units.

Policy/Process Compliance

• Complies with the Quote to Order/Booking processes, adheres to the Medical Informatics Grants of Authority (GOA), and follows any and all established policies and procedures.
• Provides accurate booking documents enabling the Sales and Marketing operations and order-to-remittance processes to work effectively.
• 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.
• Maintains accurate and detailed records and works strategically to collaborate with all members of the selling team based on data collected.
• Complies with company travel and expense policy and submits expense reports on a timely basis.

Key Performance Indicators

• Achieve annual sales quota.
• Drives year over year growth.
• Consistently achieves annual targets.
• Supports delivery teams to ensure the Medical Informatics business is achieving revenue targets.
• Produce accurate monthly and quarterly forecasting.
• Contribute to the development of sales strategies with cross-functional teams.
• Align behavior with corporate strategy, along with mission, vision and values.
• Contribute to a collaborative team environment.
• Ensure ongoing and transparent communication- internally and externally.
• Manages demonstrations to defined capacity.
• Adhere to the competencies, as defined for the position.

Other

• 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.

Qualifications

Experience:

• 5+ years of progressive experience in Medical Informatics Sales in a Healthcare / Medical Imaging / IT organization.
• Some direct work experience in the area of Pathology and an understanding of the Pathology workflow.
• Broad functional expertise in sales with experience in the areas of establishing customer relationships, sales presentations, strategic selling, and developing effective value proposition strategies.

Educational Requirements:

• BA/BS/MA

Special Skills or Other Job Requirements:

• Ability to work cross-functionally and create business impact.
• Ability to problem solve, analyze and resolve at both a strategic and tactical level.
• Strong customer orientation.
• Demonstrated ability to achieve sales performance.
• Strong communication skills- presentation, written, and oral.
• Must have strong interpersonal skills and a demonstrated ability to communicate with a diverse range of individuals.
• Exercises good judgment.
• Proficient in Microsoft Office, including PowerPoint, Excel, and Word.
• Proficient in the use of SalesForce.com.
• Effective time management skills.
• Ability to anticipate the need for proactive communication and planning at all levels.

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 ten pounds up to 20% of applicable work time.
• Close Vision: The ability to see clearly at twenty inches or less.

Travel:

• Occasional (up to 50%) travel may be required based on business need.