About Abbott

The Therapy Development Manager 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 Manager regularly assesses the heart failure business and market development opportunities to drive sales and provides field support in the implementation of specific heart failure marketing and sales initiatives.

What You'll do-

Maintain existing customers (implanting centers)

• Visit of existing customers on a regular base to ensure customer satisfaction

• Recognize early business opportunities and open & establish new implanting centers

• Focus on revenue, ASP and standard margin, grow business in existing and potentially new customers

• Developing and maintaining customer relationships

• Engage customers to expand awareness, educate, ask for referrals and identify new opportunities.

• Work closely with other teams (FCS and cross-divisional/departmental) 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

• Negotiation of contracts and ensuring in-time renewals

• Taking care of inventory (regular inventory checks/ ensuring shortest UBD date is used first)

• Ascertains training needs/ interest of stakeholders and delivers accordingly.

• Able to provide independently multi-center therapy and product presentation

• Attendance of relevant workshops, trainings, congresses or exhibitions

• Monitors and communicates market trends, staff change and competitor activities.

• Develop new market development tools and strategies and execute upon them

• Set up segmentation and targeting of the customer basis and set up commercial strategy per account and implement

• Understand competition and integrate in commercial strategy

• Manage forecasting & outlook for region/territory

• Positions Abbott as long-term partner in the heart-surgical and cardiology field

• Effectively partner and work cross-divisional/departmental - including setting up strategies with Cardiac Rhythm Management (CRM) and Structural Heart (SH).

• Develop the network in and outside of Abbott, influencing marketing strategies

• Act as the subject matter expert on product offerings/ solution development skills

• Develop and maintain customer relationships

• Build and maintain strong, professional relationships with KOLs and critical decision makers

• Supporting internal stakeholders and supporting functions with all relevant aspects and to update Customer Relation Management (CRM) tools.

• Support buying group negotiations

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

• Creates user needs to support commercial objectives

• 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.

• Handle complex technical and clinical objections and support full product portfolio vs. competitors offering

• Identifying HF Key Opinion Leaders (KOL) to facilitate Peer to Peer (P2P) education

• Develop and conduct education events for referrers for selected accounts based on segmentation and targeting of referral 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 LVAD indication

• Quantify the patient volume along the pathway at key hand off points

• 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

• Open and establish new implanting centers

• Select & finalize growth accounts

• Develop education programs for Referral Centers

• Develop new market development tools and strategies

• Able to see the big picture and opportunities in referral and implant centers

Responsibilities for all functions: