Job Description Summary
The role of a Cardiac PET Account Manager CPAM at GE HealthCare (GEHC) involves driving the timely adoption and growth of GEHC's cardiac imaging agent, Flyrcado (flurpiridaz F 18), which is used for Positron Emission Tomography (PET) myocardial perfusion imaging (MPI) to detect coronary artery disease (CAD). The role emphasizes a mix of direct sales, strategic collaboration, customer education, and performance tracking to drive the growth of Flyrcado in the cardiac imaging market. The CPAM independently achieves commercial objectives within operating budgets and guidelines. There is moderate autonomy within the role to enter into/execute Commercial arrangements. High levels of commercial judgment are required to achieve the desired outcomes.
Job Description
Responsibilities
Develop and execute a territory business plan to drive Flyrcado market share growth, partnering with Hospitals, Imaging Centers, Cardiac Centers, Mobile Imaging, DOD, and VA facilities to offer Flyrcado. The plan will identify business and functional relationships within Imaging and Cardiology's key referral sources and model competitive threats to Flyrcado adoption. Through customer insights, leverage the knowledge of influence networks & affiliations (i.e., Payers, societies) to realize business objectives. This should lead to achieving or exceeding Flyrcado sales forecasts and shared volume targets. With your Cardiac PET Physician Outreach teammate, conduct regular business analyses of the local market-customers, payers, competition, and key stakeholders creating, implementing, and updating business plans to achieve access and sales goals.
Accountable to achieve the quarterly and yearly Operating Plan for the territory, customer satisfaction, and retention.
Understand product differentiators and position Flyrcado as the product of choice through high clinical acumen and routine use of Marketing Assets and Education Programs to create awareness of Flyrcado.
Be a trusted advisor to Imaging Centers and Cardiologists by deepening your understanding of their goals, equipment, and workflow. This will help you help customers navigate the Cardiac PET marketplace, including how to implement Flyrcado in their facility.
Identify the top referring Cardiologists, create relationships, and appropriately impact the decision-making criteria to help increase awareness and utilization of Flyrcado.
Prioritize multiple projects and drive focus on high-impact opportunities; monitor Performance Dashboards to analyze, interpret, and execute actionable sales efforts; prioritize customers and assign responsibilities.
Collaborate with market access support teams to optimize payor contract implementation and satisfaction across imaging centers and hospitals.
Collaborate with pharmacy channel partners and GE PDx Application Specialists teams to meet the customer's product delivery goals, education needs, and expectations.
Pre-call planning and in-call questioning to understand customer needs, craft solutions, and drive utilization.
Monitor territory plan performance and results and collaborate on next action steps with cross-functional internal and external partners.
Virtual selling and cold calling to new and existing targets. Wherever possible, live meetings with customers are expected.
Providing pricing strategy, price negotiation, and contract management and ensuring pricing compliance for segment opportunities
Forecasting orders and sales of assigned territory and submitting weekly progress reports.
Representing the company at healthcare conferences and seminars to promote GEHC products and the company.
Understand the goals and clinical benefits of GE HealthCare's HCS and National team and drive total business to GE HealthCare where appropriate.
Ensure a compliant, ethical culture to promote GEHC products and adhere to the highest standards.
Additional projects and initiatives as required.
Required Qualifications
Bachelor's degree from an accredited university or college or certification through the NMTCB or AART
5+ years of sales experience in a healthcare facility, including contracting and calling on physicians and office staff. Proven history of sales success, developing, organizing, and implementing territory plans, meeting and exceeding sales targets, and penetrating new accounts/markets/competition through proficiency in prospecting, lead qualification, sales, and negotiations.
Experience selling/leading in a highly matrixed environment and large account management preferred.
Willing to reside in the territory and execute at least 30% overnight travel based on business needs and some weekends, as is typical with trade show attendance.
Desired Characteristics
Nuclear Medicine and Nuclear Cardiac Industry acumen.
Experience with product launch and P&T Committees preferred.
Strong analytical, oral, presentation, and written skills; proficient in MS Office and CRM.
Ability to work independently and with a team to manage multiple stakeholders and competing priorities through effective organizational, people, and time management skills.
Ability to mentor non-senior CPAMs as requested by leadership and manage special projects within commercial.
Analytical ability to use internal reporting to manage account plans and identify patterns and opportunities for growth.
Ability to apply various traditional and nontraditional problem-solving techniques to solve complex issues creatively to improve performance and company effectiveness.
Ability to build rapport and relationships by interacting effectively with employees and external contacts (i.e., MD and office staff) at all levels, demonstrating awareness of their needs and responding appropriately.
Ability to achieve objectives while operating in compliance with regulatory guidelines.
Prior experience selling into Academic Institutions
GE HealthCare offers a great work environment, professional development, challenging careers, and competitive compensation. GE HealthCare is an Equal Opportunity Employer (https://www.eeoc.gov/sites/default/files/2022-10/22-088\EEOC\KnowYourRights\10\20.pdf) . Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
GE HealthCare will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).
While GE HealthCare does not currently require U.S. employees to be vaccinated against COVID-19, some GE HealthCare customers have vaccination mandates that may apply to certain GE HealthCare employees.
Relocation Assistance Provided: Yes
