Regional Business Development Director (mid-west)

Summary & Scope of Position:

Field-based clinical, operational and blood bank subject matter expert responsible for the sale, adoption, and implementation of INTERCEPT-treated blood components within blood centers and hospitals. Position will require close collaboration with key blood center members, hospitals, and internal Cerus cross-functional teams.

Primary Functions:

• Demonstrate product and clinical expertise through a trusted, professional exchange of relevant and approved information with healthcare decision makers in areas including but not limited to trauma surgery, invasive heart surgery, obstetrical emergency surgery, liver transplant, transfusion, hematology, oncology, and blood bank.
• For assigned region, achieve a pre-defined sales plan of revenue sales goals, actionable tasks, and milestones.Prepare and submit reports to Sales Management by analyzing and compiling data, projections, and other relevant information.Ensure the on-time completion of assigned goals and objectives with high quality and within budget.

General Responsibilities:

• Lead the medical/scientific, pharmacoeconomic, and operational understanding of INTERCEPT by executing on all medical education, economic analyses, and operational activities associated with the adoption and implementation in blood centers and hospitals.

• Facilitate the development of qualified, actionable leads and bring customers through the sales pipeline.
• Enhance business relationships and product trust with customers at various levels within the hospital.

• Recognize, develop, establish, maintain, and track relationships with KOLs and other HCPs in transfusion medicine/blood banking and other related clinician specialties (e.g., hematology/oncology, pediatrics, infectious disease, surgery, anesthesiology, critical care, trauma, transfusion safety).
• Develop and present clinical/scientific content for KOL/HCP interactions, regional and national medical congresses, hospital department grand rounds, internal company interactions, and medical education programs.
• Facilitate the completion of the clinical education and operational processes required to implement approved INTERCEPT products in the hospital with blood bank leadership and other clinical stakeholders (e.g., Hospital Transfusion Committee, Transfusion Safety Officer, Nursing Education, Quality Assurance, Medical Executive Committee, C-Suite).

• Demonstrate proficiency beyond clinical information exchange such as value/cost of care benefits, blood center ROI, operational metrics such as Patient Blood Management, infection risk, wastage and reimbursement guidance to support Cerus' value proposition.
• Prepare, propose and negotiate purchasing agreements, with support from Contracts team and manager, to close opportunities and sale of Cerus products.

• Develop a holistic, multi-year, prioritized and dynamic list of blood center and hospital targets to initiate and/or increase adoption of INTERCEPT products.
• Develop a scalable approach to encourage and expedite both targeted and universal hospital adoption of INTERCEPT products by the blood center. This approach should represent input from designated blood center team members including Sales, Customer Service and Medical input as well as key Cerus team members.
• Establish training plans and tools to equip and allow blood center field-team members to take a lead role in preparing hospitals for use of INTERCEPT products including required education and implementation steps.
• Work in conjunction with blood center hospital-facing teams in the development and delivery of presentations on INTERCEPT for use with hospital customers.
• Identify tools to enhance positioning and support for INTERCEPT adoption and coordinate with Cerus marketing on deliverables.
• Develop and manage hospital-facing educational programs to further the Cerus mission.

In addition to the above responsibilities, this role also requires mastery of the key responsibilities listed below:

• Build, cultivate, and leverage relationships and educational opportunities with key external scientific and medical organizations.
• Ensure customers have quality end-to-end experience with the implementation of products in the hospital.
• Appropriately respond to on and off-label questions with integrity, compliance, and adherence to legal, regulatory, and company guidelines, department policies & procedures.

• Present medical/scientific data required to support the educational learning process for medical professionals and operational staff at blood centers and hospitals for both approved INTERCEPT products and pipeline products.
• Act as a liaison to Blood Bank IT in the full build and application of INTERCEPT products.
• Facilitate hospital data input and presentation of the pharmacoeconomic modeling results for blood component safety mitigation strategies to the appropriate hospital stakeholders.
• Actively engage with the hospital billing department to provide information on coding, billing, and reimbursement for approved INTERCEPT products.
• Provide continuing education (CE) content via accredited presentations and/or in-services to hospital blood bank, nursing staff, and other clinician stakeholders regarding all aspects of the hospital implementation of INTERCEPT products.
• Identify potential hospital case studies/content for white papers or other publications supporting the adoption/implementation or routine use of INTERCEPT products in conjunction with the Market Development Strategy leadership.
• Provide feedback from the field to internal Cerus stakeholders on hospital operational and clinical practices, competitive intelligence information, and new clinical practices.
• Understand and adhere to all relevant company compliance policies and industry/government regulations.
• Maintain all relevant professional certifications and licensure.
• Perform other related duties as required.

• Share clinical and value-based experiences learned in the field that may be used in the development and management of clinical and scientific communications for customers to include publications, conference data, and educational materials, as well as for internal training and development activities.
• Collaborate closely with field team and commercial sales operations to find synergies that support achieving mutual sales targets, forecasts and market penetration objectives.

Qualifications/Requirements:

• Minimum 10 years of clinical and/or blood center field-leadership in a hospital, scientific research, or medical science liaison experience working in transfusion medicine/hematology/blood banking/blood safety or a related field.
• Documented history of success working with key decision makers, including but not limited to physicians, nurses, laboratory personnel and C-suite staff involved in the adoption and implementation of new technologies within the hospital.
• Comprehensive understanding of hospital operations and navigating new product approval processes via hospital committees and administrative approval.
• Documented history of success in conceptualizing, developing and executing strategic plans and supporting data/materials that critically evaluate how to pursue multiple targets and resource allocation to optimize return in a dynamic changing marketplace.
• Ability to analyze, interpret, and present clinical and scientific data to clinicians and other relevant stakeholders.
• Experience in preparing and/or presenting materials required for customer and hospital committee(s) review of new medical products.
• Ability to support hospital blood bank implementation processes.
• Experience in developing KOLs/HCPs to support new medical technologies.
• Ability to communicate effectively across multiple disciplines.
• Must possess a track record of closing deals and a history of exceeding assigned sales goals.
• Experience collaborating with other cross-functional internal and external teams in the field.
• Must be able to build and maintain strong customer and internal relationships.
• Must be energetic, enthusiastic, determined and goal oriented, and able to work independently and collaboratively.
• Knowledge of applicable regulations and standards affecting the development, sale and marketing of Medical Devices.

Education:

• Bachelor's Degree Required, preferred advanced clinical based degree, RN, MS, PharmD, PhD including however not limited to the fields of Clinical Laboratory Science, Nursing, Pharmacy, Immunology, Biology, Public Health or IT. Prior work experience in the blood center and hospital setting is highly desirable. Successful sales experience into one or more of the following preferred healthcare types:transfusion medicine, anesthesiology, trauma surgery, heart surgery, obstetrical surgery, oncology and hematology and organ transplant.

Percentage of both National and Regional Travel:

50-75%

We understand that our people are essential to our success. This philosophy is revealed in our competitive benefits package, designed to improve employees' lives both on and off the job.

Benefits plans: medical, dental, vision, domestic partner benefits, paid maternity and paternity leaves, healthcare and dependent care flexible spending, life and accidental death insurance, long-term and short-term disability insurance, matching 401(k), ESPP, RSUs

Work and family: EAP, legal and financial services, health club membership discounts, tuition reimbursement

Compensation: The base salary range for this position in the selected city is $130,000-133,000 annually, plus incentive targets. Compensation may vary outside of this range depending on various factors, including a candidate's qualifications, skills, competencies, experience, and location. Base pay is one part of the total package to compensate and recognize employees for their work.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.