Responsible for leading our CardioMems and Heart Failure Disease Management strategy within an assigned geography to accomplish planned objectives as to sales volume, market penetration, and profitability. As a leader, coordinates the activities of Heart Failure Clinical Specialists and Disease Management Specialist to grow sales, cultivate referral networks, gain competitive business, allocate resources, and performance manage talent. Fully accountable for all performance metrics of quality, cost and delivery. Responsible for leading, facilitating, and directing the activities of subordinates. Has responsibility for managing profitability and continuing to improve our operating expenses as a percentage of sales and increase our revenue per head. Calls on hospital and IDN leadership as well as physicians, medical laboratories, hospitals and hospital management. Exercises judgment in planning and organizing work; monitors performance and reports status. Uses best business practices to ensure success in areas of responsibility. Ensures employee compliance with Abbott policies and practices. Promotes the process of continuous quality improvement and coordinates solutions for technical and personnel issues.
Supervises the sales and clinical roles and directs overall activity within assigned geography focused on driving competitive share gain and increased referral education. Contacts, visits and engages hospital and IDN leadership, physicians and others in the assigned geography influencing decisions on purchasing of the Company’s products and addresses any customer questions and concerns. Participates in the contracting process of company products. Proficient in selling the Abbott value story and discussing the economic impact of ABT technology with hospital administration and physicians. Provides medical professionals with information and training on the use of Company products and with staff education, in-services and technical troubleshooting. Insures that all pertinent patient information (Patient Registration Form) is completed and forwarded to patient tracking when required. Responsible for the management of physical inventory located within assigned geography. Analyzes sales statistics; prepares reports; and performs required administrative sales duties, e.g., filing expense account reports, scheduling appointments, making travel plans, and reviewing expense reports and vacation requests from direct reports. May attend trade shows where new products and technologies are showcased and conferences to meet other sales representatives, clients and members of the company.
Prepares special analyses as required. May present bids and proposals to customers. Remains current on developments in field(s) of expertise and industry trends, as appropriate. Resolves and/or facilitates resolution of problems including identifying causes to prevent re-occurrence. Performs related duties, on occasion, as assigned or required.
Working within broad objectives, is accountable for maintaining and expanding the level of sales in assigned area with a focus on driving new/incremental business. Ensures the prompt follow-up of sales leads, the investigation of complaints, and the timely completion and filing of standard reports required by sales management. Has authority to make sales commitments for assigned efforts and is accountable for results. May provide substantial input to Division-wide sales standards, practices, procedures and policies. Decisions and recommendations have critical impact on significant organizational projects or operations. May develop solutions and resolve complex problems that could significantly impact organization budgets and/or commitments. Resolves complex problems and develops original solutions.
Internal: Interfaces with all levels of the sales and sales management staff, Strategic Accounts, National Accounts, and Corporate Accounts. .
External: Interacts with customers and assigned institutions, Hospital and IDN leadership, physicians and technicians, customer purchasing and administration. Interacts with independent sales representatives regarding agreements, communications with reps and sub-reps; and hospital administrators for national agreements.
Required: A minimum of 5 years as a successful sales and/or sales management experience. Demonstrated sales leadership in a prior role. Bachelor’s degree in a relevant technical field or equivalent. Working knowledge of domestic regulations relative to the medical device industry. A demonstrated ability to analyze and evaluate technologically complex devices; ability to work with and direct others effectively; ability to prepare and present strong written and verbal communications; and familiarity with medical device industry policies, operations and procedures. Documented record of delivering sales/marketing information which adds value to management's decision making process. Ability to establish and maintain good working relationships with customers, physicians, hospital administrators, government agencies, medical groups, and other sales representatives. Demonstrated verbal and written communication, negotiation, sales, interpersonal and presentation skills. Demonstrated working knowledge of frequently used personal computer programs and relevant applications.
Desired: An advanced credential in a relevant discipline/concentration. Professional certification or designation.