IndirizzoThe 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 Failure Management as well as cardiology field and to develop inpatient and outpatient heart failure referral programs. The position is tasked with achieving regional/territory 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.
ROLES & RESPONSIBILITIES
Maintain existing customers (implanting centers)
- Visit of existing customers on a regular base to ensure customer satisfaction
- Developing and maintaining strong customer relationships
- Engage customers to expand awareness, educate, ask for referrals and identify new opportunities.
- Promoting new Abbott HF products, clinical results and services
- Negotiation of contracts and ensuring in-time renewals
- Ascertains training needs/ interest of stakeholders and delivers accordingly.
- Monitors and communicates market trends, staff change and competitor activities.
- Positions Abbott as long-term partner in the heart failure management and cardiology field
- Act as the subject matter expert on product offerings/ solution development skills
- Develop and maintain customer relationships
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 Market Development
- Initiating contact with potential referrers through cold-calling or responding 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.
- Define the flow of heart failure patients on the pathway for CARDIOMEMS indication
- Quantify the patient volume along the pathway at key hand off points
- Understand and quantify barriers for adoption of CARDIOMEMS
- 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 CARDIOMEMS program
- Open and establish new implanting centers
- Select & finalize growth accounts
Clinical activities
- Support Field activities concerning the products of the different Abbott HF franchises (CARDIOMEMS) by attending implants and follow-ups, managing product training, and device troubleshooting
- Provide training, in-service support, and clinical assistance for new and existing customers, potential customers, agents, distributors, and other internal functions.
- Perform stand duty at national and international congresses and meetings
- Achieve up to CARDIOMEMS Certification Level 2 (within 1 yr)
EDUCATION & COMPETENCIES
- Bachelor's degree preferably with scientific/ medical/ pharmacy background or significant professional track record in sales, marketing, business, or related field.
- A minimum of two years of experience in a clinical setting providing acute or outpatient care to patients with cardiovascular diseases. Stronger consideration will be given to candidates with Heart failure knowledge and experience in remote monitoring of medical devices.
- Commercial acumen. Successful completion of coursework in sales techniques. Marketing and communication may be advantageous.
- Strong communication, interpersonal, teamwork, and customer service skills.
- Good English and Italian
- Strong project management and organizational skills.
- Ability to influence and interact with credibility with Physicians and Nurse Practitioners.
- Good time management and analytical skills.
- Good communication etiquette and computer literacy skills.
- Willing to travel 80% of time
