Point of Care Specialist



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 Job Description Point of Care Specialist The Point of Care (POC) Specialist reports to the Regional Business Manager, US Region, Specimen Management and acts as a key contributor to the SM Commercial Team. This position is accountable for the overall portfolio growth inclusive of Arterial Blood Gas (ABG) and new innovative products within the portfolio within a designated region of the United States.   In collaboration with the other POC Specialists, this person will lead cross-functionally within the region in partnership with the field sales, clinical and Marketing teams.  Under the direction of the Regional Business Manager and Area Vice President, they will strengthen customer relationships, define success metrics and cultivate clinical champions to drive successful implementation and adoption. The POC Specialist will be accountable for developing and coordinating execution of the arterial blood gas commercial strategy and sales process within their assigned regions.  This person drives cross selling and contracting across the portfolio with primary focus on ABG sales process, negotiations, contracting, implementation and support of assigned Specimen Management product portfolio. The POC Specialist is a highly competent sales performer/leader with expert level of knowledge of the arterial blood gas (ABG) assigned portfolio.  They understand the importance of delivering new business acquisitions to meet and exceed regional financial commitments. This is a customer-facing role and requires frequent engagement with executive clinical and financial stakeholders (both in person and virtually) with the purpose of building and maintaining relationships, identifying targets and forecasting ABG opportunities, and drive profitable business results.

The POC Specialist manages the sales process by partnering with the local territory manager, Clinical Specialist and the customer to drive the sales aspects of product evaluations, implementations, and post-implementation training needs in order to advance stages within the sales cycle. As directed by the Regional Business Manager, the POC Specialist focus is on but not exclusively limited to the activities outlined below: Focus on identifying and pursuing opportunities in a defined region to drive revenue and accelerate growth across the ABG business. Drive ABG growth by cross-selling and contracting in regionally assigned hospitals and health systems. Craft and deliver SM-wide value proposition message, coordinating development and negotiation of cross SM contracts. Own pricing and contract negotiations and incentives, with appropriate SM leadership approval. Collaborate with Marketing, aid in creating tools (cross reference, conversion playbooks, etc.), communications and overall support for the SM assigned product portfolio. Effectively support the Top 50 regional accounts, answer clinical questions with portfolio expertise, spearhead SKU rationalization projects, collaborate with field sales, clinical and National Accounts on shared growth targets. Lead and execute all new ABG in-service and education. Partner across the commercial organization to effectively manage both in person and virtual implementations within all accounts Partner with the acute care distribution network on custom kitting opportunities for mutual value creation Effectively track and measure progress/gains/losses through timely reports, forecasting tools, SFDC dashboards, etc. for funnel management and report out