Area Vice President, West - Structural Heart

Structural Heart Business Mission:  why we exist

Our business purpose is to restore health and improve quality of life through the design and provision of device and management solutions for the treatment of structural heart disease.

We aim to lead the markets we serve by requiring the solutions we offer customers provide an improved benefit/risk profile as compared to existing standards of care; a performance threshold that by definition, guides and ensures the productive output of our engineering, business development, and clinical research efforts result in outcomes that advance the standard of care.

Position Summary

The job purpose and scope of the TAVR & TMTI Area Vice President (AVP) is to develop and grow our presence in the US TAVR & TMTI market.  This instrumental leader will be responsible for creating and implementing the foundational groundwork and commercial strategy for sustained growth in the US TAVR & TMTI space.  This role will report to the Divisional Vice President, US Commercial, and will have full US accountability.  The role is expected to work closely with the US Structural Heart Commercial leaders, US Structural Heart Marketing leaders, and Abbott Structural Heart Global Marketing leaders.

Description of Job Scope

This position is responsible for:

• Developing and building the infrastructure, commercial foundation, and strategic objectives for the Abbott Structural Heart TAVR & TMTI businesses across sales, marketing, clinical training, and sales operations functions.
• Identifying and evaluating market opportunities and sales potential.  Formulates sales strategies for markets within the assigned geography and product lines to attain revenue goals. 
• Developing, training to, and implementing the sales process and creating the enabling infrastructure to ensure the process is fully maximized.
• Identifying, selecting, and retaining diverse high-caliber talent allowing for clinical acumen and preparedness; ensure the workforce remains challenged, motivated, and engaged toward common goals. Anticipate capability trends and prepare talent pipelines for short and long-term business needs. Ensure robust succession plans for own position and key roles.
• Proactively shaping the culture with a focus on integrity, transparency, and open communication. Aligning with and proactively promoting the One Structural Heart mission and leadership vales.
• Developing and managing customer relationships through targeting, onboarding, contracting, clinical support, pricing management, KOL management, reporting, sales process adherence, and sales analytics
• Working across internal stakeholders and core teams in order to achieve business objectives (I’m thinking OEC, legal, Enterprise Accounts, etc.)
• Managing cross-functional launch process across commercial, US marketing, clinical, global marketing, and training personnel to execute and achieve the Abbott Structural Heart mission objectives; ensuring all cross functions are strategically and tactically aligned and ready to successfully execute the launch
• Growing the business to enable Abbott Structural Heart market leadership objectives
• Expanding the sales team and sales management to prepare for business growth
• Proactively monitors progress towards goals and objectives; monitors all costs associated with assigned organizational unit; monitors industry indicators and trends and external environment in areas relevant to the assigned organizational unit
• Compliance with applicable Corporate and Divisional Policies and procedures
• Travel required, 50 – 75%

Qualifications

• Bachelor's degree plus 15+ years of related work experience, advanced degree preferred 
• Minimum 15+ years of sales management experience required
• Experience in medical devices required, minimum 10 years
• Prior TAVR & TMTI experience preferred
• Experience working in a highly regulated and high-quality system environment; compliance with governmental regulations is required

Key attributes considered necessary for success

• Ability to work collaboratively, internally and externally.
• Ability to manage/prioritize multiple projects and adapt to a changing, fast-paced environment.
• Ability to lead and motivate a team and work in a group environment, including interaction with Senior / Executive level leadership. 
• Must be highly analytical; possess strong interpersonal skills including influencing, negotiation and teamwork skills.
• Must possess excellent oral and written communication skills and adept at presenting to key hospital administration, large IDNs and GPOs.
• Must be process oriented and understand the relationship and necessity of process to strategy.
• Experience with digital sales tools, execution tools, and sales force automation.
• Ability to think strategically, develop frameworks and platforms that ensure optimal and unfettered access to business tools, assets and capabilities Demonstrated management skill.
• Proven ability to employ various flexible communications vehicles to drive messaging across a broad, varied and dispersed commercial organization.