ABBOTT LABORATORIES Account Manager, TAVR - Minnesota Salary in the United States

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 103,000 colleagues serve people in more than 160 countries.

Position Summary

The TAVR Account Manager is responsible for ensuring that the assigned territory meets or exceeds sales objectives of the Structural Heart TAVR division. This position:

-Proactively partners with Area Vice President to identify and evaluate market opportunities and sales potential and to establish and achieve annual sales objectives in assigned territory.

-Coordinates activities with Clinical Education Specialists.

-Negotiates contracts with external customers. Keeps the company informed of market dynamics and competitive activity.

Main Responsibilities

Promotes and supports Abbott Structural Heart through developing strategies and plans to meet or exceed sales goals for assigned territory.

Develops and implements sales strategies by determining the relevant factors (e.g., product, competition and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel and physicians.

Develops action plans (i.e., weekly, quarterly, monthly) by analyzing quarterly and monthly sales figures and reports identifying the needs of particular accounts and discussing issues with Area Vice President to help the organization achieve its sales goals.

Identifies key accounts, health care professionals, and business issues that have greatest effect on use of company products by meeting with existing and potential customers to identify their clinical needs, goals and constraints related to patient care.

Provides case support and valve loading for TAVR procedures for the safe and effective use of Portico

Establishes pricing packages by working with relevant Abbott Structural Heart personnel to establish price points that address specific customer's needs while satisfying company guidelines and policies.

Develops relationships with hospital personnel (e.g. through casual conversation, meetings, participation in conferences) to make new contacts in other departments within hospital and to identify key purchasing decision makers in order to facilitate future sales.

Strengthens customer relationships by performing sales support activities (e.g. internal and external customer training, VIP trips, orientations, launches, and updates).

Builds networks of contacts on behalf of company to stimulate interest in company's products by attending and participating in trade shows, educational conferences, and seminars.

Educates external customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms (e.g., slides, transparencies, manuals) to secure purchasing commitments.

Maintains clinical and technical expertise by attending company product training sessions.

Assesses trends in managed care, competitors' strategies, and new product development by monitoring internal (e.g. sales growth, product mix, and pricing trends) and external indicators (e.g. competitors’ activities, technologies, web-sites, journals, and newsletters).

Prepares and submits reports to sales management by analyzing and compiling data, projections, and other relevant information.

Provides patient assessments with CT software

Ensure patient centric focus and maintain high standards on clinical outcomes.

Exhibits clinical competency relevant to therapy and disease state

Build strong relationships and collaborate with healthcare providers and administrative executives in therapy awareness efforts to gain mindshare and resource allocation

Navigate the hospital environment, influence buying decisions and negotiate contracts.

Stay informed on market dynamics and competitive activity relative to therapy.

Accountability

(Influence/Leadership) Understands business environment and relates extensive knowledge of internal and external activities to trends.

Interfaces with a variety of management levels on significant matters, often requiring the coordination of activity across organizational units.

Participates in the development of others by facilitating training and providing feedback and guidance.

May lead a project team.

Provides technical leadership to business units.

Acts as a mentor to less-experienced staff.

Exercises judgment independently.

(Planning/Organization) Plans and organizes project assignments of substantial variety and complexity.

Initiates or maintains schedule for projects and project milestones.

Establishes priorities of individual or project assignments.

(Decision Making/Impact) Selects methods and techniques to lead a project to completion.

Erroneous decisions or recommendations would typically result in failure to achieve organizational objectives.

Key attributes for success

• Passion for mission and patient centric, evidence based sales & support decisions
• Demonstrates Abbott core values and aligned to business strategy and goals
• Ability to lead courageously in TAVR procedures with best practice adoption
• Ability to proficiently CT size and measure patient anatomy for safe and effective use of the Portico valve and ensure good outcomes and procedural success
• Ability to interpret imaging modalities peri procedurally
• Ability to effectively communicate, teach & educate HCP’s and staff
• Diligence with account management, planning and analytic analysis
• Ability to work collaboratively with colleagues, cross functions, SH business units and external stakeholders
• Ability to manage/prioritize sales initiatives and adapt to an evolving fast-paced environment
• Must possess strong interpersonal skills including influencing, negotiation and teamwork skills
• Must possess excellent oral and written communication skills
• Experience with digital sales tools, execution tools, and sales force automation
• Computer (PC) proficiency

Qualifications

-Bachelor's degree plus 9+ years of related work experience with a complete understanding of specified functional area, or an equivalent combination of education and work experience. Advanced degree preferred.  

-Comprehensive knowledge and application business concepts, procedures and practices. Uses in-depth knowledge of business unit functions and cross group dependencies/ relationships.

-Is recognized as an expert in work group.

-Will perform this job in a quality system environment. Failure to adequately perform tasks can result in noncompliance with governmental regulations.

-Works on complex problems where analysis of situations or data requires an in-depth evaluation of various factors.

-Exercises judgment within broadly defined practices and policies in selecting methods, techniques and evaluation criteria for obtaining results.

-Has broad knowledge of various technical alternatives and their potential impact on the business.

-Strong preference cardiovascular experience preferably interventional cardiology

-TAVR experience and CT/Echo/Angio experience strongly preferred

-Strong organizational, communication, and process skillsets to support business planning, forecasting, sales process, and inventory management

This position may be hired at different levels, depending on the experience of the candidate.