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Guerbet is a leader in medical imaging worldwide, offering a wide range of pharmaceutical products, medical devices, digital and AI solutions for diagnostic and interventional imaging, to improve the diagnosis and treatment of patients.

A pioneer since more than 90 years in the field of contrast media, Guerbet is continuously innovating with 9% of revenue dedicated to Research & Development and four centers in France, Israel and the United States.

Guerbet (GBT) is listed on Euronext Paris (segment B – mid caps) and generated €817 million in revenue in 2019 with a global workforce of over 2,800 employees.

Achieve, Cooperate, Care and Innovate are the values that Guerbet's employees share and practice every day. Working at Guerbet means playing a unique part in the future of medical imaging. Passionate about its business, the company strive day in, day out to combine performance, quality and sustainable development.

For more information about Guerbet, please go to www.guerbet.com  and follow Guerbet on Twitter @GuerbetGroup

 

Sales Specialist - Radiology Artificial Intelligence

Job Description

 

Name:

 

Job title:

Sales Specialist – Radiology AI

Department:

COMMERCIAL

Location:

USA

 

 

1. Purpose of the job

A short and accurate statement of why this job or role exists. Written as what (core activity), within (area within, framework) and in order to (achieved end result/outcome).

Guerbet is a global leader in medical imaging that offers a comprehensive range of solutions and services for Diagnostic and Interventional Imaging, including Contrast Agents, Medical Devices, and Digital and Artificial Intelligence Solutions.

 

The Sales Specialist for Artificial Intelligence (AI) in Radiology will be a key enabler of the growth and adoption of Digital and Artificial Intelligence Solutions in his/her region. Reporting directly to the National Sales Manager(s) of the area(s), the Sales Specialist for Radiology AI will be responsible for supporting the generalist Commercial forces on Radiology AI for:

- pre-sales activities like prospection & targeting, funnel building and tracking, answering tenders, and performing sales training in the area(s)

- sales activities like product demonstrations, defining optimized prices and configuration, negotiations and deal closures

- post-sales activities like user training, configurations, project management, sites follow-up (and clinical studies follow-up)

 - being the Voice Of Customer in his/her region in order to feed digital & AI product roadmaps

 

The present role is based in the USA,  covering the USA primarily (and Canada secondarily)

 

 

 

 

2. Organizational chart

 

 

 

 

 

 

3. Key accountabilities

A concise statement of what the job does, its area of impact, and the end result. Written as what (core activity), within (area within, framework) and in order to (achieved end result/outcome).

  • Product Scope: All Radiology AI applications in Guerbet Porfolio , could they be distributed AI applications, co-developped AI applications or fully owned Guerbet applications,  and,  whenever relevant,  related digital medical devices like other Guerbet Digital Solutions or Imaging Viewers or Routers

 

  • Train the commercial work force on Artificial Intelligence values, operations, and all necessary aspects.   Be the Go-To person, the AI evangelist within the Commercial  teams of the region. Influence and leverage the generalist commercial team for generating leads

 

  • May work with marketing, training and engineering to develop sales, marketing and customer training information and documentation

 

  • Provide pre-sales support at customer site, conventions, etc. as requested by the sales team. Be the expert of the end-to-end digital workflow from the need to the optimal configuration to enhance the efficiency and accuracy for customers

 

  • Support Sales on Artificial Intelligence : reply to tenders and customer requests,  perform product demonstrations at customer sites, congresses and events, animate and train the sales force on Digital products .

 

  • Own the qualification of the leads for AI deals, by performing product demonstrations, sales visits and negotiations of price and optimal model and configuration

 

  • May be required to assist or complete installation, (software installation, cloud gateways, modalities or IT systems interoperability settings)

 

  • May handle planning details for scheduled applications training, collecting information needed to install and configure the software application as required. 

 

  • Provide on-site and remote training and support for customers. Able to quickly adapt practices to fast changing Artificial Intelligence market and Digital Solutions healthcare markets.

 

  • Makes periodic post installation checks to ensure proper use of the installed equipment and software.  Answer any technical or feature related questions.

 

  • Customer focused with the ability to gain customer respect through knowledge of software equipment, clinical environment and hospital information systems and dataflow.

 

  • Communicates extensively with users of the AI application, troubleshoot issues and perform triage and dispatch for support

 

  • Cross-functionally collaborate with other functions such as Services, Marketing or R&D. Be the voice of customer for product enhancements and AI market

 

  • Maintains professional, market and technical knowledge by attending educational symposia, reviewing professional publications, establishing personal networks, participating in professional societies and maintaining Radiologic Technology, or similar clinical license.

 

     

 

 

4. Key relationships

Reports to:

National Sales Manager – Device systems – USA

Functional Reporting

(Dotted Line Manager)

Global Commercial Director – Digital Solutions

Direct reports:

N/A

Indirect reports:

N/A

Key Internal stakeholders:

Digital Solutions Commercial teams (integrators, sales & app leader,  application and sales  specialists) ,  Guerbet sales teams, D&E/R&D teams, Marketing teams, Pharmaco Vigilance device surveillance teams, Services teams

Key External stakeholders:

Guerbet AI partners that source AI application for Guerbet distribution or lead generation,  or that co-develop AI algorithms with Guerbet.  Customers & Users who need information, demonstration or training on digital solutions :Radiologists, Physicians and Referrers,  IT managers,  Radiographers…

 

 

5. Knowledge, skills and experience

Minimum qualification required:

 

  • 5Y+ Experience in Radiology Artificial Intelligence : well-versed with medical imaging such as CT, MR, Interventional, XR, and Radiology Workflows. Well-versed with Radiology AI applications and Radiology AI Ecosystem.  Ideally, experience from Digital Health/Radiology AI start-up / vendor or extensive experience as a Radiology AI clinical user.

 

  • Knowledge of the Care Pathways, ideally familiar with Neurology and Oncology Care pathways

 

  • Experience in Selling Software subscriptions : Saas models, typically cloud hosted

 

  • Healthcare IT knowledge:  well-versed with HCIT equipment: (R)IS/PACS/EMR (Radiology Information systems, Picture Archiving and Communication Systems, Electronic Medical Records). Good understanding of the associated workflows and communication protocols: HL7, DICOM, IHE.

 

  • Fluency in English

 

  • Strong problem-solving and analytical skills. Master’s degree in in scientific, computer science, data science , engineering, business administration  is a plus

 

  • Strong presentation skills (public speaking and lecture experience desired) . Good Trainer.
  • Demonstrated interpersonal & communication skills (ability to effectively communicate to external customers, global counterparts and team members)

 

Other key factors:

  • Ability to travel, up to 50% required