Regional Director, Medical Informatics

Overview:

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 Title: Regional Director, Medical Informatics

This position is intended to be 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.

Duties and responsibilities

• Bookings 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 FMSU 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 FMSU.
  • 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.

• Cross Functional Team Collaboration
  • Develops and communicates market intelligence to Management, making recommendations
    on how FMSU may better meet the needs of customers and enhance the FMSU 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

• Experience
  • 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.

• 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.

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.