Strategic Clinical Implementation Manager

Job Summary

The Strategic Clinical Implementation Manager serves in two primary functional areas within Terumo Health Outcomes (THO) - implementation and sales support. This role’s focus is on implementation of ePRISM modules within the hospital systems and expansion of additional sites or modules within current accounts. In addition, will be responsible for the support of new sales opportunities.

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Strategic Clinical Implementation Manager will be responsible for care pathway consultation and implementation specific to supporting the adoption of ePRISM within a given hospital account. This individual collaborates with other team members from the THO business to identify and reconcile potential customer concerns related to operations and care pathway modification as well as deliver back to the organization product development opportunities as discovered given the interaction with the accounts. In addition, will serve as a member of the implementation team and therefore necessitates interaction and collaboration with all elements of the THO business to generate cost effective operations and improved outcomes for patients within the targeted office/clinic, ASC/OBL or hospital environment. This role is responsible for interacting across a broad spectrum of hospital stakeholders to include admissions, nursing, Cath lab staff, cardiologists, scheduling, lab, service line managers, senior administrators, and IT to ensure that the desired outcomes are aligned and achieved as outlined in our relationship with these facilities. The Strategic Clinical Implementation Manager assists and collaborates with system decision making groups in determining best practice evidence-based workflows, order sets, forms, decision support and other tools that are both customized and consistently applied to THO customers. This role will be required to support ePRISM messaging, a risk-based technology platform owned by Terumo and utilized by Terumo Health Outcomes to drive best in class practices around quality, operations, and finance.

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This role will be responsible for working with the Enterprise Executives (THEE’s) in the clinical aspect of selling and promoting THO products to Health Systems, Hospitals and outpatient facilities including Office Based Labs (OBL) and or Ambulatory Surgery Centers (ASC) to support the assigned monthly, quarterly, and annual sales revenue targets. This position is responsible for supporting sales and market development across a wide range of settings including the acute care and outpatient facilities, developing rapport with key decision makers; penetrating accounts within the executive leadership, C-Suite, to introduce and expand business base; developing comprehensive business plans and account strategy; identifying competitive issues/opportunities and working jointly with Terumo Interventional Systems (TIS) Sales and Marketing Management to increase sales and company visibility with industry thought leaders.

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Job Details/Responsibilities

Clinical Implementation Duties:

• Deliver care pathway modification to contracted hospitals to support the business unit goals.
• Provide consultation and process improvements to ensure successful integration of the ePRISM solution and electronic medical record.
• Provide specialized guidance for clinical systems implementations and clinical process transformation as needed to achieve maximum operational performance.
• Support implementation manager work with traditional project planning tools and applications such as Microsoft project and Visio.
• Implement clinical pathway modifications as per the agreed upon specifications and requirements set out in the contractual terms of the project charter.
• Work closely with the assigned team to ensure the account’s goals and expectations for the project are properly met.
• Interact specifically with the hospital personnel identified in the project plan.
• Communicate verbally and written, with the Implementation project leader, business manager, and other associated Terumo personnel to ensure the success of the project.
• Collaborate with Director, Care Pathways and Chief Architect to explore and integrate new changes to ePRISM solution.
• Work with the product development team using information and learnings obtained in implementation accounts to build or improve ePRISM modules.
• Perform other job-related duties as assigned.

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Job Responsibilities (continued)

Sales Support duties:

• Work with the Enterprise Executives to call on current and potential customers with specific focus on clinically promoting and selling THO products and services to achieve assigned monthly, quarterly, and annual sales revenue targets.
• Collaborate with the THEE’s to develop and implement appropriate clinical sales strategies and techniques to target appropriate customers, understand and confirm needs, overcome objections, and gain commitment.
• Support the THEE’s to conduct effective sales and product presentations to customers. Educate customers to ensure products and care pathways are understood and used effectively.
• Develop and maintain comprehensive clinical and technical product knowledge of Terumo’s solutions including a thorough understanding each product’s features, strengths, and appropriate usage.
• Attend, support, and in-service during procedures where clinical decision support pathways are deployed.
• Maintain and grow existing business and develop new business opportunities.
• Identify and quickly respond to competitive threats within the territory. Communicate market intelligence/competitor activity promptly to THO Leadership.
• Develop and maintain good customer relationships, through personal visits and telephone contact.
• Conduct in-services to educate customers on the proper use of Terumo’s solutions.
• Interact with Customer Administration, Logistics, Marketing and Technical Support to provide total customer satisfaction.
• File weekly reports, monthly reports, competitive product reports, etc. in a timely manner.
• Attend trade shows and conventions to promote THO Solutions.
• Demonstrate a commitment to patient safety and product quality by maintaining compliance with all TMC Quality Systems requirements. This includes but is not limited to the prompt recognition and forwarding of customer complaints (i.e., adverse events, product performance reports, etc.) to Quality Assurance (QA), and by ensuring all promotional messaging (i.e., branding strategies, product claims, etc.) and materials (i.e. literature) discussed or presented to customers are clinically accurate and adhere to AdvaMed guidelines and Terumo’s policy on Interactions with Healthcare Professionals. Fully adhere to all applicable FDA regulations, international guidelines, and Terumo’s policies always.

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Working Conditions/Physical Requirements

• This position may require overnight travel, the amount of which will vary based upon the assigned territory. In addition to travel within the territory, occasional overnight and/or weekend travel outside of the assigned territory is required.
• Daily entry to hospitals and other medical facilities is required. Many facilities have instituted vendor credentialing policies which require vendors to meet defined training, background check and proof of immunization requirements as a condition of entry. Terumo Associates entering these facilities are required to abide by these credentialing requirements.
• Must be able to gain access to the C-Suite and have the ability to work in the IR suite, Cath lab and operating room. Entry into these areas requires an ability to wear appropriate gowning, stand for long periods of time, comply with hospital policy/protocol and be aware of potential biohazards such as blood borne pathogens.

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Knowledge, Skills and Abilities (KSA)

• Knowledge of health system clinical operations, quality improvement, and performance drivers.
• Understanding of Cardiovascular Service Line CVSL quality and financial metrics.
• Ability to communicate complex concepts verbally and in writing.
• Ability to develop business, delegate and manage client and team relationships in a consulting environment.
• Familiarity with analytical methodologies and algorithms.
• Excellent interpersonal skills with ability to work on multiple projects and multiple client engagements simultaneously, with a wide range of healthcare professionals and internal stakeholders and be flexible enough to change priorities with short notice when necessary.
• Ability to work independently with minimal direction.

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Qualifications/ Background Experiences

• Requires a Bachelor’s degree and minimum 8 years direct experience in the medical industry with preferred five years in Cardiovascular Service Line, Cath Lab, Emergency Department and/or Operating Room or equivalent combination of relevant experience, education and training.
• Experience and credibility interacting with “C” level executives, including medical directors preferred.
• Experience in the health care ecosystem, including understanding the relationship between payers and providers, and how analytics enables transformation preferred.
• Must possess a valid driver’s license and a personal automobile with an active vehicle insurance policy.