Key Account Manager, Structural Heart (Vietnam & Philippines)

JOB DESCRIPTION:

ABOUT ABBOTT

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

WORKING AT ABBOTT

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to: Career development with an international company where you can grow the career you dream of. A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune. A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

DIRECT REPORTING TO:

Regional Manager

WORKING LOCATION: HANOI/HO CHI MINH

KEY PURPOSE OF ROLE:

• Provides technical, clinical, educational and sales support to ensure safe adoption and growth of Abbott Structural Heart.
• Manage distributors to make sure Abbott’s sales targets are met.
• Work with distributors in assigned territories to expand Abbott market share by promoting sales activities, executing marketing campaigns, and ensuring physicians are provided with best-in-class technical support.
• Develop trust relationships with a portfolio of KOLs to ensure they become Abbott supporters.
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives.
• Provide technical support if needed

KEY RESPONSIBILITIES:

Technical and Clinical Support

• Provide quality technical support to help sites achieve procedural success.
• Provide technical support to Abbott Sales and implanting teams for TAVI and TMTI procedures in accordance with Abbott guidance.
• Provide technical leadership for TAVI and TMTI device procedures.  Educate implanting teams on proper indications for TAVI and TMTI procedures.  Provide support on questions regarding device suitability with measuring ability and CT reconstruction expertise.  Provide comprehensive technical support including knowledge of imaging modalities (echo/angiography/CT), EKG, blood pressure, wave forms, and ancillary procedural solutions.
• Knowledge of Clinical trial protocols, and TAVI and TMTI product IFUs for safe and effective use of devices.
• Develop and maintain comprehensive clinical and technical product knowledge.  Understands current published TAVI and SI relevant literature.

Planning/Results Orientation

• Develop and implement plans to achieve/exceed sales budget.

Educational Support

• Oversee local education and training activities including coordination and set up procedure simulators, facilitation of simulated TAVI and TMTI procedures and procedural troubleshooting, and coordination and facilitation of staff in-services to include pre/peri/post TAVI and TMTI procedure.
• Provide education on safe and effective use of Abbott products.
• Educate/train hospital staff with proper valve loading instruction.

Territory Management/Account Development

• Develop and maintain accurate account and territory records.
• Tender and Contract Management.
• Distributor Management.
• Ensure maximum coverage of all accounts within territory geographic areas to maintain optimum. level of exposure and effective time management.
• Develop and act on plans which identify opportunities within current customer base and help. formulate sales strategies.

Influence and Selling Skills 

• Identify, establish and maintain productive working relationships with key decision. makers, distributor, customers and their staff, administrative staff, etc.
• Plan and implement effective sales/product presentations to customers.
• Probe to understand and confirm customer’s needs, handle objections and gain commitment.
• Maintain and expand existing business and develop new business opportunities.
• Develop and implement strategies to counter competitors.

Customer Service

• Develop and maintain productive working relationships within company to ensure maximum sales support and maintain a high level of customer service.
• Communicate market intelligence/competitor activity promptly, including potential sales leads, and information regarding product price or account activity to Regional. Manager and other appropriate company personnel.
• Ensure a professional standard of written and verbal communication.

OTHER FUNCTIONS AND RESPONSIBILITIES

• Handle and process customer feedback/complaints/product experience in timely manner and according to Abbott Global Commercial Quality System, Abbott Medical Asia’s and Abbott Medical country’s policy and requirement.
• Execute the job responsibilities according to applicable standard operating procedures of Abbott Global Commercial Quality System, Abbott Medical Asia and Abbott Medical Country Affiliate
• Ensure applicable standard operating procedures of Abbott Global Commercial Quality System, Abbott Medical Asia and Abbott Medical Country Affiliate are executed.

QUALIFICATIONS:

• Minimum 3+ to 10 years experiences in TAVI, Medical Imaging or implants
• Important to have Structural heart Imaging interpretation experience (TTE or TEE, CT & Angiograms).
• Exceptional understanding of cardiac and vascular anatomy, physiology, and pathology.
• Experience communicating product’s market advantages to physicians and hospital administration.
• Experience with wires, balloons, catheters, stents will be plus.
• A bachelor’s degree is required.
• Cardiothoracic and/or Structural Heart Interventional Procedural knowledge.
• Demonstrated success in previous sales role, indicating a high level of sales performance in a highly technical, competitive and volatile environment.
• Consistent success working in a variety of business conditions.
• Demonstrated skills in sales planning, organization and execution.
• Distributor Sales management or Direct sales to Physician/Hospital experience.
• Top 10% past performance.
• Ability to teach and educate medical personnel, peers and technical support personnel.
• Demonstrated skills in account, inventory, expense, and budget management.
• Strong MS Presentation and Excel skills/literacy.
• Must be speak and communicate in clinical English terms.
• Must be able to wear all required personal protective equipment (PPE) to support cases in Cath Lab/Hybrid/OR.

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Force

DIVISION:

SH Structural Heart

LOCATION:

Vietnam > Ho Chi Minh City : Me Linh Point Tower

ADDITIONAL LOCATIONS:

Vietnam > Hanoi : Handi Resco Tower

WORK SHIFT:

Standard

TRAVEL:

Not specified

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)