What are the responsibilities and job description for the Clinical Revenue Product Manager position at ARUP?
Schedule:
Monday - Friday (40 hrs/wk)
8:00 AM - 5:00 PM
Department: Rev Mgt Strategic Pricing - 928
Primary Purpose:
Responsible for providing clinical oversight and strategic positioning on customer bids. Evaluates the customer’s test mix and identifies opportunities to align with their clinical needs. Maintains a repository of clinical comparisons and bid responses to mitigate threats from competitors. Communicates the clinical complexities and anomalies of a customer bid to stakeholders. Develops a winning strategy to highlight our competitive advantage and superior suite of testing services. Collaborates with Technical Operations and Medical Directors on unique and high-volume requests. Ensures that the value of our bid supports ARUP’s overall strategy and financial objectives.
About ARUP:
ARUP Laboratories is a national clinical and anatomic pathology reference laboratory and an enterprise of the University of Utah and its Department of Pathology. Based in Salt Lake City, Utah.
ARUP proudly hires top talent to create a work environment of diversity, professional growth and continuous development. Our workforce is committed to the important service we provide to over one million patients each month. We always strive for excellence and have a strong desire to have involvement with the advances in medicine and the role laboratory services plays within each patient’s life. We never forget that there is a patient behind every specimen we receive.
We are looking for individuals who want to contribute to ARUP's culture of accountability, integrity, service, and excellence. Consider joining our dynamic team.
Essential Functions:
Review customer test mix to identify test ordering patterns, anomalies, opportunities, and concern for bidding.
Strategically align ARUP value with customer pain points while maintaining revenue and profitability goals.
Evaluate and match customer tests to the best clinical equivalent offered at ARUP.
Conduct market research to identify similar market offerings and contrast to ARUP product value.
Maintain a repository of market intel including competitor offerings, pricing, clinical relevance, crosswalk to ARUP products and distinguished features and advantages.
Collaborate with others in Business Development, Technical Operations, and Medical Directorship to align customer needs with best possible product selection.
Act as technical liaison to Technical Operations and Heads of Clinical Operations to ensure that bids align with laboratory objectives.
Participate in customer calls to provide information around test analytics and product matching.
Develop “deal sheets” to summarize our value offering and bid proposition, to assist Sales with talking points.
Work with others in Revenue Management (RM) and Marketing to implement pricing strategies and tactics to win and retain business for different customer segments.
Integrate feedback from internal stakeholders and clients relating to product positioning and pricing strategies.
Provide ongoing clinical support for Sales team to understand the bidding process, decisions, and outcomes.
Track financial performance of products and product segments to analyze effectiveness of strategies to achieve revenue objectives adjust product action plans appropriately.
Collaborate with Product Value Analysts to identify product gaps and implement plans to improve win rate and expand market share.
Ensure the overall quality of bids and the value beyond unit pricing prior to submission to customers.
Recommend new product ideas to medical director and research scientists based on technical trends observed in customer bids.
Contribute clinical content to Requests for Information (RFIs) and Request for Proposals (RFPs) as needed.
Other duties as assigned.
Physical and Other Requirements:
Stooping: Bending body downward and forward by bending spine at the waist.
Reaching: Extending hand(s) and arm(s) in any direction.
Mobility: The person in this position needs to occasionally move between work sites and inside the office to access file cabinets, office machinery, etc.
Communicate: Frequently and effectively communicate with others.
PPE: Biohazard laboratory environment that requires use of personal protective equipment in accordance with CDC and OSHA regulations and company policies.
ARUP Policies and Procedures: To conduct self in compliance with all ARUP Policies and Procedures.
Sedentary Work: Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects.
Fine Motor Control: Picking, pinching, typing or otherwise working, primarily with fingers rather than with the whole hand as in handling.
Travel: May require occasional travel (1%-20% of time) for industry conferences, client meetings, etc.
Experience
Required- Bachelor’s degree in medical technology or biological sciences
- Two years of product development, business development, or medical diagnostic / laboratory experience
- Ability to understand medical technology and articulate strong customer value propositions
- Ability to prioritize and effectively manage multiple projects simultaneous to meet tight deadlines
- Work experience with basic financial/economic modeling
- Experience with Excel, PowerPoint, Microsoft Word
- Master’s degree in business administration, related field, or equivalent work experience
- Five years of experience in a clinical or laboratory setting
- ASCP certification (current or expired)
- Business planning, strategic planning, and/or market research with highly developed business acumen
- Experience in client-facing business roles, including management consulting, sales, and marketing
Education
Preferred- Master's Degree or better
Licenses & Certifications
Preferred- Applicable ASCP or AAB
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
