BioScrip, Inc. Blood Disorder Specialist in Columbus, Ohio

Blood Disorder Specialist

Location: Columbus, OH

Job Id: 5341

of Openings: 1

BioScrip, Inc. is the largest independent national provider of infusion and home care management solutions, with approximately 2,100 teammates and nearly 70 service locations across the U.S. BioScrip partners with physicians, hospital systems, payors, pharmaceutical manufacturers and skilled nursing facilities to provide patients access to post-acute care services. BioScrip operates with a commitment to bring customer-focused pharmacy and related healthcare infusion therapy services into the home or alternate-site setting. By collaborating with the full spectrum of healthcare professionals and the patient, BioScrip provides cost-effective care that is driven by clinical excellence, customer service, and values that promote positive outcomes and an enhanced quality of life for those it serves. Ours is a fast-paced dynamic work environment with room for new ideas and opportunities for career advancement. We offer a wide array of welfare benefits as well as Tuition Reimbursement, an Employee Referral Program, and a 401(k) Retirement Savings.

We are seeking aBlood Disorder Specialist to join our team.

SUMMARY

This position is responsible for all sales activities in a specified territory and for growing profitable top line revenues that produces targeted EBITDA. The BDS (Bleeding Disorder Specialist) is responsible for driving the growth and development of bleeding disorder revenue. The BDS implements territory sales activities and is responsible for achieving sales objectives. The BDS’s customers include:

  • Hemophilia Treatment centers

  • Physicians and nurses

  • Hemophilia program directors

  • Patient advocacy organizations

  • Patient and Care givers.

ESSENTIAL FUNCTIONS

To perform this job successfully, an individual must be able to perform each essential function satisfactorily, with or without reasonable accommodation.

Research and Market Intelligence

  • Identifies prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences; updates Bioscrip CRM daily with latest information to aid in the account planning and targeting process.

  • Proactively monitors the competition’s activity and evaluates and adjusts sales plans as necessary to ensure preservation of market share. This behavior is evidenced by customer retention and quota goals being attained.

  • Maintains a comprehensive database of branch capabilities, payor contracts, and Ambulatory Infusion Suite capabilities to inform customers during sales calls.

  • Participates in all conference calls, branch meetings related to Biological therapies and communicates changes and updates with key branch departments.

  • Interacts with patients, physicians, referral sources, case managers and primary nurses in order to ensure appropriate, cost effective patient care.

  • Demonstrates the ability to maintain strong customer relationships while protecting gross margins. This behavior is evidenced through customer retention and meeting gross margin goals.

  • Ensures that the operations team is kept aware of customer service issues, both positive and negative. Demonstrates a collaborative working relationship with operations team as evidenced by their involvement with customer satisfaction issues and the ongoing improvement of customer service.

  • Effectively plans Sales activities alongside the territory AE and/or CL to ensure appropriate management of an existing or prospective referral source partner.

Account Planning and Targeting

  • Meets or exceeds manager’s expectation of quality sales calls per week – face to face with a buying influence.

  • Meets and exceeds revenue, referral and admission targets as set by sales management to meet individual sales quotas.

  • Participates in sales training programs and in-services to referral sources.

  • Participates in regional and area sales management conference calls as scheduled by manager.

  • Attends and participates in weekly branch meetings to include: Branch Management, CSLs, AEs, and others as needed, to review prior week activity and current week plans (reference agenda topics for this meeting from Business Development Sales/Ops weekly agenda guide).

  • Participates in product training or other training and development workshops or conference calls as scheduled.

  • Qualifies revenue potential in new and existing accounts.

  • Prepares sales presentations and proposals that explain product specifications and applications based on information about accounts.

  • Reviews and updates, as required, all active COE accounts.

Sales Calls

  • Conducts sales calls on targeted accounts. Prepares and delivers sales presentations to effectively address clients' needs. Gathers and organizes information on targeted accounts for use in proposal/contract pricings. Follows up to provide additional information, answer questions, resolve outstanding issues, and close sales. This is evidenced by the attainment of budgeted quota goals.

  • Identifies and targets new customers to discuss their needs and to explain how these needs could be met by specific products and services.

  • Emphasizes product features based on analyses of customer needs, and on technical knowledge of product capabilities and limitations.

  • Communicates details of referral to intake personnel and follows up with intake personnel to determine status of referral.

  • Updates status of Sales Planning, Sales Calls, and Referral Sources daily in Bioscrip CRM.

Other

  • Possesses solid knowledge of and guarantees compliance with: state and federal regulations, accrediting body standards, BioScrip policies and procedures, and standards of performance.

  • Gives high priority to client satisfaction and customer needs.

  • Maintains a positive relationship with internal customers; listens to different viewpoints and works collaboratively with others throughout the company to resolve conflicts. Treats people with respect and dignity. Cultivates mutual trust and confidence as evidenced by peer recognition as a resource and positive leader.

  • Maintains high level of professionalism. Follows through on commitments to others, delivers on promises, maintains personal integrity, presents professionally at all times, is easily accessible at all times, and serves as a role model for others as evidenced by peer feedback and letters of recognition and support.

  • Demonstrates skill and ability in effective professional written and verbal communications.

  • Completes expense reports, sales reports and assigned paper work timely, accurately, and in compliance with company policy.

  • Completes all company required in-services and trainings as required.

  • Each employee is responsible for adhering to those performance programs, policies, procedures, guidelines and internal control standards established to guide the operation of the Company. Each employee must be made aware of and understand proper internal control procedures associated with their specific job function as communicated by his/her manager.

  • Each employee is responsible for reporting concerns that he or she may have with respect to deficiencies in internal control.

  • Performs other duties as assigned.

EDUCATION, TRAINING AND EXPERIENCE REQUIREMENTS

Bachelor's degree preferred. Minimum of two (2) years of experience directly related to the duties and responsibilities specified. Experiential requirements may be waived in lieu of evidence of progressive growth in and attainment of the skills necessary to perform the required duties. Must have valid driver’s license and maintain a driving record which meets company’s standards and must have auto insurance in effect at all times.

KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED

The requirements listed below are representative of the knowledge, skill, and/or ability required, with or without reasonable accommodation.

  • Excellent interpersonal, verbal & written communication skills and organizational skills required.

  • Solid knowledge of BioScrip policies and procedures.

  • Solid knowledge of home infusion industry, as well as a solid knowledge of respiratory, HME and enteral lines of business.

  • Knowledge of local, state, federal, and other regulations applicable the industry.

  • Knowledge of accreditation standards and requirements

  • Ability to work independently and demonstrate leadership.

  • Ability to foster a cooperative work environment.

  • Knowledge of computerized information systems.

  • Knowledge of infusion pharmacy reimbursement: state, federal and commercial.

  • Ability to develop and maintain recordkeeping systems and procedures.

  • Knowledge of current business issues and trends.

  • Ability to develop and implement financial plans and manage resources.

  • Ability to analyze and interpret financial data.

  • Knowledge of marketing strategies, processes, and available resources.

  • Ability to develop, plan, and implement short- and long-range goals.

  • Ability to assume flexible work schedule. Ability to travel between locations during the business day as necessary to fulfill the job duties described herein. Ability to travel overnight occasionally.

  • Displays a neat, clean, professional appearance or demeanor at all times.

Language Skills

Ability to read, analyze and interpret business information, professional journals, technical procedures, or government regulations. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from physicians, managers, patients, employees, payors and the general public.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, and volume. Ability to read and interpret profit and loss statements. Ability to prepare budgets and revenue projections.

Reasoning Ability

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of abstract variables.

BioScrip is an equal opportunity employer. All employment decisions are made without regard to age, color, race, ancestry, national origin, disability, genetic information, military status, religion, creed, sex, pregnancy, childbirth, marital status, citizenship, sexual orientation, gender identity, gender expression, legally protected medical condition, or any other basis prohibited by applicable law. Background checks and drug screens are part of our hiring process. Affirmative Action/Equal Opportunity Employer, Minority/Female/Disabled/Veteran.