DirecciónPrimary Function
Working under general direction the Therapy Development Specialist will take care of coordination and optimization of activities in implanting centers as well as referral sites in a respective area to present Abbott as ideal long-term partner in the heart surgical as well as cardiology field and to develop inpatient and outpatient heart failure referral programs. The position is tasked with autonomously achieving regional sales and strategy targets as well as identifying and generating sales opportunities through both inbound and outbound calling activities. Furthermore, the Therapy Development Specialist regularly assesses the heart failure business and market development opportunities and provides field support in the implementation of specific heart failure marketing and sales initiatives.
Major Responsibilities
General:
Maintain existing customers (implanting centers)
• Visit of existing customers on a regular base to ensure customer satisfaction
• Developing and maintaining customer relationships
• Engage customers to expand awareness, educate, ask for referrals and identify new opportunities.
• Work closely with other teams (field clinical specialists, distributors and cross-divisional) to develop account intelligence, relationship maps, and use case opportunities through direct account engagement and insight tools.
• Promoting new Abbott HF products, clinical results and services
• Support center activities such as workshops and product trainings.
• Attendance of relevant workshops, trainings, congresses or exhibitions
• Monitors and communicates market trends, staff change and competitor activities.
• Positions Abbott as long-term partner in the heart-surgical and cardiology field
• Effectively partner and work cross-divisional - including Cardiac Rhythm Management (CRM) and Structural Heart (SH).
• Act as the subject matter expert on product offerings/ solution development skills
• Develop and maintain customer relationships
• Supporting internal stakeholders and supporting functions with all relevant aspects and to update Customer Relation Management (CRM) tools.
Expanding the business (referrals)
• Developing and execute strategies to draw in potential referrers or to solicit new potential referrers in close and aligned collaboration with Marketing/ Therapy Development
• Initiating contact with potential referrers to inquiries generated from marketing activities or advertisements.
• Creating relationships with referrers to identify their potential needs and qualify their interests and viability to drive sales.
• Identifying HF Key Opinion Leaders (KOL) to facilitate Peer to Peer (P2P) education
• Conduct education events for referrers for selected accounts
• Presenting product information to referrers once identified their needs.
• Initiate and execute trainings for all relevant stakeholders.
• Moving solid leads through the marketing funnel and arranging in-person meetings, emails, or phone calls.
• Following up with potential referrers who expressed interest but did not refer any patient.
• Performing regular follow-up visits or emails and facilitating communication with existing referrers to ensure their satisfaction and identify new potential needs.
• Understand and quantify barriers for adoption of LVADs
• Develop a high level (market) development plan for each account with appropriate prioritization of opportunity areas
• Identify and understand HF networks using hospitalization data of implanting and referring centers
• Develop screeners for referrers to support patient selection
• Develop awareness & communication campaign; improve messaging
• Define best practices on how to structure the LVAD program
• Support to open and establish new management centers
Minimum Requirements
Education:
• Bachelor's degree or equivalent
Background:
+3 years’ experience in the field of heart failure and cardiology (CRM, EP, Pharma, Cardiovascular), on sales, technical, clinical and/or marketing functions
Strong communication, interpersonal, teamwork, and customer service skills
Results-oriented
Problem solving
Management of priorities and resources
Ability to adapt to the corporate culture
Proactivity, agility to learn
Ability to integrate change
Ability to work in a matrix environment and manage ambiguity
Preferred Requirement
Business Level English (written and oral)
+4 years of experience in a clinical setting providing acute or outpatient care to patients with cardiovascular diseases.
