In close collaboration with the Sales organization this role is 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.
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 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.
Competencies / Behaviours
Utilizes critical thinking – ability to develop insights from data
Motivated by the challenge of new work; comfortable with ambiguity and proactively seeks answers.
Prioritizes effectively, acts with speed and agility as new information emerges.
Proactively seeks and uses knowledge of global practices that could affect his / her work or team’s achievement of goals.
Champions continuous improvement: Observes and seeks information from content creators to improve and streamline processes.
Shows courage to stand alone to champion a new idea or initiative; questions, plans and actions to find the optimal approach.
Displays discipline and logic – looks beyond the obvious symptoms to uncover their underlying root cause.
Demonstrates a sense of urgency and the flexibility needed to achieve results.
Can manage multiple priorities and deliver a consistently strong contribution.
When you join us, you’ll also be joining Danaher’s global organization, where 69,000 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 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.