Account Manager

Neurology Account Manager

At GE Healthcare (GEHC) we deliver precision health to improve patient lives in moments that matter. Our Pharmaceutical Diagnostics business, a division of GE Healthcare, is a leading supplier of diagnostic imaging agents used in X-Ray, CT, ultrasound, SPECT and PET imaging to provide deep insight that enables clinicians to make confident diagnostic and treatment decisions for patients. Close to a quarter of a million patients every day are imaged using a Contrast Media or Molecular Imaging agents provided or produced by GE Healthcare. As a Neurology Account Manager, you will be responsible for selling Neurology Imaging products (i.e. DaTscan, DaTQuant and cDAT) to clinicians that treat movement disorders and dementia. It's an exciting position in a growth business, where we are bringing new tools to market that help clinicians solve some of healthcare's toughest challenges. There is a large unmet need in this space and this position brings new diagnostic tools and solutions to the neurology market.

Essential Responsibilities

You will have the opportunity to work with a diverse range of target customers (Neurologists, Psychiatrists, Geriatricians, Internal Medicine, Primary Care, Pharmacists, Nurses, Radiologists, Imaging Managers) in a variety of settings (specialty clinics, primary care offices, private practices, hospitals, clinics, imaging centers) to advance solutions to unmet needs with audiences of varying levels of sophistication and understanding about the need for diagnostic solutions in evaluating and diagnosing motor, dementia and other causes of cognitive decline.

The territory geography is Washington DC, Northern Virginia Maryland, Delaware and Philadelphia.

Essential Responsibilities, include, but are not limited to:

• Develop business plans and execution strategies for key imaging centers and referring physicians
• Pre-call planning and in-call questioning to understand customer needs, craft solutions and drive utilization
• Collaborate with market access support teams to optimize payor contract implementation and satisfaction across imaging centers and hospitals
• Monitor territory plan performance, communicate results and action steps to all cross-functional partners
• Develop deep knowledge of the diagnostic algorithms and care pathways used by physicians to evaluate patients with neurodegenerative diseases who are being evaluated for Parkinson's Disease, Essential Tremors or other causes of neurodegenerative decline
• Understand and clearly communicate Pharmaceutical Diagnostic's Neurology team's strategy, goals and planning to all cross-functional team members and customers, including how our imaging scans fits into GE Healthcare vision and goals for better patient care
• Execution on a multi-faceted territory plan that includes partnering with hospital / imaging centers to offer imaging services that utilize DaTscan and quantification software platforms (DaTQUANT and cDAT).
• Account Management of a cross-functional territory that includes opening up hospital / imaging centers to offer imaging services that utilize DaTscan
• Generating patient referrals by educating community physicians and specialists (push/pull) about this new diagnostic tool via in-service, speaker programs, etc.
• Create relationships with key targets that convey valuable information in condensed timeframes and creatively earn access rights to difficult to see physicians
• Compiling lists of prospective customers and sales leads; follow up as necessary
• Working with account managers to increase prospects and drive closure of opportunities
• Making cold calls to potential customers where required
• Providing pricing strategy, managing contracts, and ensuring pricing compliance for segment opportunities
• Deliver solutions. Sell and manage relationship with between assigned pharmacies and customers
• Forecasting orders and sales of assigned territory and submit monthly report
• Representing the company at trade association meetings to promote product and company
• Achieve individual sales targets for the assigned territory
• Develop deep knowledge of DaTscan, DaTQUANT and other portfolio products in order to articulate the key selling messages to all relevant customers
• Demonstrate understanding of the imaging marketplace including business goals, Nuclear Medicine and PET products and equipment used in hospitals and independent imaging centers.
• Address most product-related questions and promptly locate answers/experts for questions he/she cannot answer or which must be answered by an expert
• For hospitals and imaging centers, profile the typical patient flow from prescriber request for a scan to scheduling of a scan, procurement of a scanning product, interpretation of the scan, and the report back to the prescribing physician
• Identify the top referring prescribers, create relationships, and appropriately impact the decision-making criteria that may result in the utilization of GE Neurology's imaging agents

Qualifications/Requirements

• Bachelor's degree from an accredited university / college.
• 3+ years of relevant and progressive sales experience, in a medical, healthcare, technical, pharmaceutical or Life Sciences field preferred
• Experience selling to physician offices, into hospitals, contracting, and buying/billing products or relevant clinical experience in a healthcare setting
• Proven track record of sales success developing, organizing and implementing sales plans, meeting and exceeding sales targets, and penetrating new accounts/markets/competitive through proficiency in prospecting, lead qualification, sales and negotiations
• Demonstrated ability to achieve sales objectives while operating in compliance with regulatory guidelines
• Demonstrated selling skills, analytical skills and pharmaceutical industry acumen
• Demonstrated ability to manage multiple stakeholders and competing priorities through effective organizational, people, and time management skills
• Must be willing to reside in the territory
• Must be willing and able to do 40% overnight travel
• Must have a valid driver's license

Desired Characteristics

• Desire to work in start-up styled business where the drive to establish and grow market
• Awareness of clinical tools and drive adoption is key to success
• Ability to work both independently and in a team setting towards meeting established objectives Ability to apply a range of traditional and nontraditional problem-solving techniques to think through and solve 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 the awareness of their needs and responding with the appropriate action
• Excellent verbal and written communication
• Excellent organizational skills
• Strong presentation skills

About Us

With 4000+ employees serving 100+ countries, GE Healthcare's Pharmaceutical Diagnostics (PDx) business is the number one global supplier of contrast media and molecular imaging agents used in medical imaging exams to improve the visibility of organs, blood vessels or tissues, often helping radiologists distinguish between normal and abnormal conditions. PDx products makes a huge impact worldwide - supporting three patients every second.

We will not sponsor individuals for employment visas, now or in the future, for this job opening. For U.S. based positions only, the pay range for this position is $98,400.00-$147,600.00 Annual. It is not typical for an individual to be hired at or near the top of the pay range and compensation decisions are dependent on the facts and circumstances of each case. The specific compensation offered to a candidate may be influenced by a variety of factors including skills, qualifications, experience and location. In addition, this position may also be eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). GE HealthCare offers a competitive benefits package, including not but limited to medical, dental, vision, paid time off, a 401(k) plan with employee and company contribution opportunities, life, disability, and accident insurance, and tuition reimbursement.