Regional Sales Director - Medical Informatics

Position Overview

The Regional Director, Medical Informatics is responsible for prospecting, developing, and closing Radiology Medical Informatics business through regularly scheduled calls/meetings with all established and potential customers in his/her designated sales geography.

Company Overview

At FUJIFILM Healthcare Americas Corporation, we’re on a mission to innovate for a healthier world, and we need passionate, driven people like you to help us get there. Our cutting-edge healthcare solutions span diagnostic imaging, enterprise imaging, endoscopic and surgical imaging, as well as in-vitro diagnostics.

But we don’t stop at healthcare; our Non-Destructive Testing (NDT) team harnesses advanced radiography solutions to keep transportation infrastructure, aerospace, and oil and gas assets safe and running smoothly.

Ready to innovate, collaborate, and make a difference? Join us and bring your big ideas to life while working in a dynamic, flexible environment that fuels your creativity and drive. 

Our headquarters is in Lexington, Massachusetts, an inspiring healthcare research hub in a historic town. 

Fujifilm is globally headquartered in Tokyo with over 70,000 employees across four key business segments of healthcare, electronics, business innovation, and imaging. We are guided and united by our Group Purpose of “giving our world more smiles.” Visit: https://www.fujifilm.com/us/en/about/region/careers

Job Description

Duties and responsibilitiesBookings and Revenue

• Meets and exceeds quarterly bookings and revenue objectives by implementing and executing effective sales strategies to achieve maximum results.
• Achieves the assigned Business Unit sales budget by focusing replacement PACS, Synapse Information sales within the installed base, and Enterprise offerings while using an approach that addresses the radiologists’/cardiologists’ needs as a primary objective.
• Works in collaboration across HCUS product and service teams with emphasis on solution selling into the installed base, new accounts and ensuring that there is a focus of broadening our portfolio placements within all opportunities.
• Develops effective business partnerships with the Medical Informatics Marketing team, Solutions Delivery and Support Department, Modality Solutions Sales team and Service Management to enhance abilities to drive results and overall objectives of HCUS.
• Complies with and understands all Medical Informatics product messaging to drive effective sales strategies and gain market share growth, thereby, meeting and exceeding booking and revenue objectives.
• Develops and drives accurate bookings and revenue forecasts monthly as requested.
• Ensures an active and complete pipeline of qualified medical informatics opportunities, both new, across all MI portfolios and within the installed base. An ongoing and active pipeline of $15M in opportunities or greater is required.
• Leads sales process for qualified Medical Informatics opportunities within designated sales geography. Coordinates all aspects of the selling process. Collaborates with the Sales teams to ensure effective relationship 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.
• Comply with and pass all requirements for vendor credentialing as part of gaining access to hospitals and facilities to perform assigned job duties.

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.
• Drives all efforts aimed at providing superior customer experience.

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.

Key Performance Indicators

• Achieve sales quota.
• Produce accurate monthly and quarterly forecasting and contribute to the development of sales strategies with cross-functional teams.
• Meet monthly revenue goals through cross-functional collaboration (e.g., Solutions Support and Delivery and Marketing).
• 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. Integrates demonstrations of PACS, Cardiovascular and RIS into normal sales process.
• 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

• BA/BS/MA, with 5+ years of progressive experience in the Medical Informatics Sales in a Healthcare / Medical Imaging / IT organization.
• Broad functional expertise in sales with experience in the areas of establishing customer relationships, sales presentations, strategic selling, and developing effective value proposition strategies.
• 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.
• Ability to travel 50% of time- includes time spent in the field and at Corporate offices.

Physical requirements

The position requires the ability to perform the following physical demands and/or have the listedcapabilities:

• 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.

Salary and Benefits:

• $105,000 base plus variable compensation opportunity of $164,210
• Medical, Dental, Vision
• Life Insurance
• 401k
• Paid Time Off

*#LI-Remote

In the event that COVID-19  vaccine mandates issued by the federal government, or by state or local government become effective and enforceable, the Company will require that the successful candidate hired for positions covered under relevant government vaccine mandate(s) be fully vaccinated against COVID-19, absent being granted an accommodation due to medical or sincerely held religious belief or other legally required exemption.   Applicants to positions where vendor credentialing or other similar requirements exist to enter facilities will be required to comply with the credentialing requirements of the facilities, including complying with vaccine requirements.  For all positions, the Company encourages vaccination against COVID-19 and requires that the successful candidate hired be willing to test for the COVID-19 virus periodically and wear a face covering indoors as required, absent being granted an accommodation due to medical or sincerely held religious belief or other legally required exemption. 

EEO Information

Fujifilm is committed to providing equal opportunities in hiring, promotion and advancement, compensation, benefits, and training regardless of nationality, age, gender, sexual orientation or gender identity, race, ethnicity, religion, political creed, ideology, national, or social origin, disability, veteran status, etc.

ADA Information

If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to our HR Department ([email protected] or (330) 425-1313).