Danaher Corporation Digital Pathology Applications Consultant- Southern UK in Reading, United Kingdom
Leica Biosystems’ mission of “Advancing Cancer Diagnostics, Improving Lives” is at the heart of our corporate culture. We’re a global leader in cancer diagnostics with the most comprehensive portfolio from biopsy to diagnosis. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence.
Our associates know that every moment matters when it comes to cancer diagnostics. When you come to work, you’re helping develop solutions that enable accurate diagnoses to turn anxiety into answers. Join our diverse, global team of talented people, and be inspired to grow every day.
Leica Biosystems is proud to work alongside a community of six fellow Diagnostics Companies at Danaher. Together, we’re working at the pace of change to improve patient lives with diagnostic tools that address the world’s biggest health challenges.
An exciting chance to join our highly successful team as a Digital Pathology Application Consultant covering the Southern UK territory. Ideally to cover the territory most effectively you will live below Birmingham on the UK map.
This exciting high-profile role where you will work in close collaboration with the Sales organization and be responsible for providing the Informatics & Workflow expertise required to win complex projects in the anatomical pathology (AP) market. Our key focus will be Digital Pathology, Specimen Tracking and Workflow.
Workflow describes the entire journey of the physical specimen through the (AP) lab from sample collection to diagnosis and the data produced through the physical specimen’s interactions with all the systems (Leica/non-Leica) in the AP lab along that journey. Physical and data workflow and the Informatics solutions required for the successful integration of key applications and smooth deployment of the customer’s vision and project, is central to this role.
The Digital Pathology Workflow Consultant contributes to the continued successful growth of Leica Biosystems’ business by supporting and delivering winning Informatics & Workflow based solutions, that demonstrably provide our customers with enhanced solutions that improve their workflow, helping them achieve their organisational, professional and personal ambitions.
The successful candidate will work in collaboration with key customer stakeholders, internal team members and when required, 3rd party suppliers to ensure the proposed solution is aligned to our customer’s goals and Leica Biosystems objectives. This is achieved through robust current state and future state analysis, producing & presenting impactful proposals, that bridge the gap and deliver Leica Biosystems’ value proposition, leveraging its competitive advantage of a holistic approach to Digital Pathology & Workflow.
In this role, you’ll
Provide a compelling technical solution and help communicate its value to customers, positioning Leica Biosystems as partner of choice. Key activities include current state assessment of the customer’s workflow and applications, IT ecosystem, evaluating and understanding the impact of the current state on the customer’s objectives/KPI’s (including the consequences of this impact), discussing and confirming the customers future state ambitions, needs & objectives and why this is important to them. Deploying tools including; floor plan mapping, IT scoping, product/service allocation, offer configurators and solution design guides. Calculating optimal hardware and software required for the solution and following standard work to ensure a successful implementation and integration in deployment phase. It will be key to demonstrate how to advise & present to wide customer stakeholder groups throughout the sales process, designing, promoting and selling the Digital Pathology & Workflow Informatics/Applications components of the value proposition of the Leica offer whilst responding to the specific components in a tender or competitive bid.
Deploying standard work tools to drive opportunities through the funnel by leading Need Finding, Current/Future State Analysis, Solution Design and presentation to internal and external customer stakeholders, in collaboration with local sales teams.
Regular interaction with opportunity owners of accounts to advise on next best steps to move opportunities along funnel and participating in a monthly regional reviews.
Audit of the customer’s IT ecosystem and advising on necessary improvements and change steps to adopt the customers desired solution. This will specifically require detailed discussion around topics including; PACS, DICOM, Storage & Archiving Integration, LIS systems, Data workflow and sample workflow symbiosis, data/cyber security, barcoding and Leica and non-Leica system Integration.
Obtaining buy-in from important customer IT stakeholders and presenting the Informatics component of the solution, handling technical objections and clarifications.
Explaining and describing to non-IT versed Leica and customer stakeholders how the Informatics component of the configuration contributes to achieving the customer solution.
Explaining and describing to clinical stakeholders how the workflow component of the solution archives the customer’s goals and objectives.
Planning, presenting and/or demonstrating hardware/software applications and workflow elements to customers during sales meetings early in the sales process to build customer follow ship and engagement at critical stages; including presentation and demonstration of the value proposition with the aim of obtaining customer acceptance of the proposed Leica Biosystems solution.
Attending industry events & conferences/exhibitions and customer workshops as a delegate, trainer and/or subject matter expert.
What you’ll need to do the job
BA/BSc in Life Science or equivalent field
Previous experience in a similar role OR as a Biomedical Scientist from a Histology background with specific experience in digital pathology
Excellent problem solving and analytical skills. Able to quickly identify customer needs and adapt support based on those to gain customer trust and win
Commercial awareness: mindset of winning competitive customers for Leica and being brand ambassador, identification of potential customer needs for lead qualification
Strong communication skills – able to make presentations in front of different audiences and stakeholders, holding a training class, being exposed to C-level suite when needed
Must be willing to travel within their defined territory up to 80% of their time and also attend Sales and related product meetings as required nationwide.
Interested? Join the Leica Bio Systems Team!
Want to join our growing team that is helping our customers do incredible work? We look forward to your application!
When you join us, you’ll also be joining Danaher’s global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) tools and the stability of a tested organization.At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.If you’ve ever wondered what’s within you, there’s no better time to find out.