Position Summary
This position supports and promotes ICU Medical products and services through pre-sales activities, product presentations, product education, in-service training, problem solving and post sales ongoing customer satisfaction. This position includes aligning with the Regional Sales Managers, Strategic Account Executives and integrating activities with the Infusion Systems team as well as peer-to-peer clinical relationships with ICU Medical customers. This role will have direct responsibilities in supporting the Enterprise Sales Team (EST) in working with the largest national opportunities. Performance goals will be tied to annual ICU Medical device signing’s/revenue objective for the specific coverage this role is aligned with.
Incrementally, this position will liaise with Marketing, Quality, Operations and Manufacturing regarding complaints, problems, new products and revisions as well as special projects or issues. The Pharmacy Sales Consultant will coordinate with Sales Operations and Field Sales Trainers to layer in incremental support of training for new sales representatives. This role may coordinate activities with the EST, and work with various industry associations to develop clinician to clinician relationships and drive corporate messaging to those associations.
Essential Duties & Responsibilities
- Be the corporate knowledge expert on all company offered Safety Software and IV informatics platforms and corresponding EHR interoperability workflows.
- Consult with hospital Pharmacists and Nurses on building drug libraries for interoperable and non-interoperable customers and prospects.
- Provide insights on best practices for drug library builds for interoperable and non-interoperable customers and prospects.
- Provide guidance and strategic insight to prospective customers on change management initiatives related to clinical workflow optimization, drug library development, software upgrades, and the effective use of analytics and operational data.
- Help customers understand their Executive Data Analytics (EDA) reports so they can make meaningful changes to their practice and drug library.
- Maintain a deep understanding of ICU Medical Safety software & competitive Safety Software products and their positioning in the market.
- EST Objectives
- The Pharmacy Sales Consultant will align with the EST to coordinate activities with the Infusion systems team to meet and exceed the annual ICU Medical device signing’s/revenue objective for their area of responsibility (AOR).
- Education Planning and Clinical Support
- Accountable to support the Device Sales Specialists (DSS) and Strategic Accounts teams and help with key product presentations, product evaluations and product implementation coordination, planning, and execution.
- Provide ongoing clinical support to customers to help trouble shoot issues, define best practices and work clinical to clinical conversations
- Layer in relationship support with above sales teams to cement ICU product categories and drive new opportunities across the organization.
- Support new reps in ongoing product training to understand clinical workflows, products and applications.
- Provide continuous training and support to the Infusion Systems business unit, Clinical Sales Consultants
- Best Practices/Industry Clinical Relationships
- Join and participate in professional organizations like ASHP & AACP to develop clinician relationships regionally.
- Bring best practices from the associations back to the sales teams and customers, tie in ICU product line recommendations to address association needs.
- Collaborate with the Clinical Sales Consultants and Marketing Leads to develop education programs for customers that can be used as “lunch and learns”
- IDN Relationships
- In alignment with the EST, develop and expand clinician to clinician relationships in key IDN’s in your specified AOR.
- Participate in Quarterly Business Reviews, when appropriate, with key strategic accounts to drive programs and value beyond product.
- Work on special projects as requested and needed.
Knowledge & Skills
- Self-motivated, energetic, professional, and able to perform job duties with minimal supervision
- Excellent verbal and written communication skills, and strong presentation skills
- Strong organization skills and able to multitask
- Computer literate and proficient in Excel, Word, and Outlook
- Sales, pre-sales, or clinical consulting work is preferred.
Minimum Qualifications, Education & Experience
- Must be at least 21 years of age
- Bachelor of Pharmacy (BSPharm) or doctor of pharmacy (PharmD) degree from an accredited college or university is required
- Current active Pharmacy license
- Minimum of 4 years of acute Hospital pharmacy experience
- 1 year experience implementing safety software and core interoperability functionality in an acute setting
- Experience with building infusion pump drug libraries
- EHR interoperability experience with infusion pumps
- Experience providing implementation support and strategic consultation to pharmacy leadership
- Position requires active and current compliance with all credentialing requirements, including COVID-19 vaccination, to perform the essential function of your role at customer locations.
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Recommended Qualifications & Experience
- Experience directly maintaining safety software drug libraries at an acute academic hospital pharmacy
- Pre-sales, or sales experience in the US medical device field
- Experience implementing ICU Medical products including: Pharmguard & MedNet, Plum, Medfusion & CADD infusion pumps
Work Environment
- This job is a field-based role.
- Pharmacy Sales Consultant must meet and exceed all agreed upon annual ICU Medical organizational performance objectives for the Pharmacy Sales Consultant role.
- Work may be performed in a home office using standard office equipment, as well as on-site at customer locations.
- While performing the duties of this job, the employee may be required to sit, stand and walk for long periods of time; depending on the needs of a customer
- As part of the scope of employment, the employee must hold a valid driver’s license as well as comply and meet the requirements set forth in the Authorized Driver Policy to drive on behalf of the company.
- Must be able to occasionally move and lift objects of up to 50 lbs.
- Typically requires travel 50% of the time
