Therapy Development Specialist - Heart Failure - LVAD - North East Italy



Multiple locations
Posted on Thursday, July 11, 2024

The Therapy Development Specialist, Heart Failure, working under general direction, plays a crucial role in coordinating and optimizing activities within implanting centers and referral sites. The primary objective is to position Abbott as an ideal long-term partner in the heart surgical and cardiology field while developing inpatient and outpatient heart failure referral programs. Key responsibilities include achieving regional/territory sales and strategy targets, identifying sales opportunities through inbound and outbound calling, and assessing heart failure business and market development opportunities. The Therapy Development Specialist also provides field support for specific heart failure marketing and sales initiatives.

Roles & Responsibilities:

Maintaining Existing Customers (Implanting Centers):

  • Regularly visit existing customers to ensure satisfaction.
  • Develop and maintain strong customer relationships.
  • Engage customers to expand awareness, educate, request referrals, and identify new opportunities.
  • Collaborate with other teams (FCS and cross-divisional/departmental) to develop account intelligence and relationship maps.
  • Promote new Abbott HF products, clinical results, and services.
  • Negotiate contracts and ensure timely renewals.
  • Support center activities, including workshops and product trainings.

Positioning Abbott as a Long-Term Partner:

  • Effectively partner with cross-divisional teams (including Cardiac Rhythm Management and Structural Heart).
  • Act as a subject matter expert on product offerings and solution development skills.
  • Develop and maintain customer relationships.
  • Support internal stakeholders and update Customer Relationship Management (CRM) tools.

Expanding Referrals:

  • Develop and execute strategies to attract potential referrers.
  • Initiate contact with potential referrers through cold-calling or responding to inquiries.
  • Qualify referrers’ interests and viability to drive sales.
  • Identify HF Key Opinion Leaders (KOLs) for Peer-to-Peer (P2P) education.
  • Conduct education events for referrers.
  • Present product information to referrers based on their needs.
  • Initiate and execute trainings for relevant stakeholders.
  • Follow up with potential referrers who expressed interest but did not refer any patients.
  • Define the flow of heart failure patients along the pathway for LVAD indication.
  • Quantify patient volume at key hand-off points.
  • Understand and quantify barriers to LVAD adoption.
  • Develop a high-level market development plan for each account.
  • Identify and understand HF networks using hospitalization data.
  • Create screeners for referrers to support patient selection.
  • Develop awareness and communication campaigns, improving messaging.

Education & Competencies:

  • Bachelor’s Degree: Preferably with a scientific, medical, or pharmacy background, or a significant professional track record in sales, marketing, business, or a related field.
  • Clinical Experience: A minimum of two years of experience in a clinical setting, providing acute or outpatient care to patients with cardiovascular diseases. Candidates with heart failure knowledge will receive stronger consideration.
  • Commercial Acumen: Successful completion of coursework in sales techniques, with additional knowledge in marketing and communication being advantageous.
  • Skills:
    • Strong communication, interpersonal, teamwork, and customer service skills.
    • Proficiency in English (B+ level) and fluent Italian (written and spoken)
    • Effective presentation skills
    • Strong project management and organizational abilities.
    • Ability to influence and interact credibly with physicians and nurse practitioners.
    • Good time management and analytical skills.
    • Polite communication etiquette and computer literacy.
  • Willingness to Travel: Depending on the assigned territory or region.