JOB DESCRIPTION

JOB TITLE

Therapy Development Specialist

DIVISION/DEPARTMENT

Heart Failure

LOCATION

Field based

REPORTS TO

Regional/Sales Manager

DATE (dd MMM yyyy)

Jan 2024

EMPLOYEE NAME

Section 1: PURPOSE OF THE JOB

(Briefly summarize in 1 or 2 sentences what the position is designed to accomplish)

Working under general direction the Therapy Development Specialist 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 achieving regional/territory sales and strategy targets as well as identifying and generating sales opportunities through both inbound and outbound calling activities. Furthermore, the Therapy Development Specialist regularly assesses the heart failure business and market development opportunities and provides field support in the implementation of specific heart failure marketing and sales initiatives.

Section 2: ROLES & RESPONSIBILITIES

(Make a list using action words to describe the roles and indicate the level of decision making)

Maintain existing customers (implanting centers)

• Visit of existing customers on a regular base to ensure customer satisfaction
• Developing and maintaining strong 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.
• Support center activities such as workshops and product trainings.

• Attendance of relevant workshops, trainings, congresses or exhibitions
• Monitors and communicates market trends, staff change and competitor activities.
• Positions Abbott as long-term partner in the heart-surgical and cardiology field
• Effectively partner and work cross-divisional - including Cardiac Rhythm Management (CRM) and Structural Heart (SH).
• Act as the subject matter expert on product offerings/ solution development skills
• Develop and maintain customer relationships
• Supporting internal stakeholders and supporting functions with all relevant aspects and to update Customer Relation Management (CRM) tools.

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
• 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.
• Identifying HF Key Opinion Leaders (KOL) to facilitate Peer to Peer (P2P) education
• Conduct education events for referrers for selected 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

Responsibilities for all functions:

In case the employee is being made aware of an event or complaint in relation to a product distributed by Abbott Medical, he/she shall report this in compliance with the ID SOP 10007 on Product Event Reporting.

• When tasks and responsibilities are assigned outside the scope of normal duties, the employee must understand the level of decision making for which he/she is responsible and if in doubt clarify this with his/her supervisor.

Section 3: EDUCATION & COMPETENCIES

• Bachelor's degree preferably with scientific/ medical/ pharmacy background or significant professional track record in sales, marketing, business, or related field.
• A minimum of two years of experience in a clinical setting providing acute or outpatient care to patients with cardiovascular diseases. Stronger consideration will be given to candidates with Heart failure knowledge.
• Commercial acumen. Successful completion of coursework in sales techniques. Marketing and communication may be advantageous.
• Strong communication, interpersonal, teamwork, and customer service skills.
• Good English knowledge (B+)
• Strong presentation skills (on- and offline)
• Strong project management and organizational skills.
• Ability to influence and interact with credibility with Physicians and Nurse Practitioners.
• Good time management and analytical skills.
• Good communication etiquette and computer literacy skills.
• Willing to travel, depending on the territory/region.

Section 4: BACK UP

(Indicate another position that can take over the main tasks and responsibilities during the employee’s absence)

The employee is substituted by employees of the team.

If this is an existing Abbott Medical job?

EMPLOYEE SIGNATURE

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SUPERVISOR SIGNATURE

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HR BUSINESS PARTNER SIGNATURE

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If this is a new Abbott Medical job?

EMPLOYEE SIGNATURE

Date

(dd MMM yyyy)

SUPERVISOR SIGNATURE

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(dd MMM yyyy)

HR BUSINESS PARTNER SIGNATURE

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(dd MMM yyyy)

COMP & BENEFITS MANAGER SIGNATURE

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(dd MMM yyyy)

The base pay for this position is

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