JOB DESCRIPTION:
Territory Manager – Insuffisance Cardiaque | Paris
Introduction :
Chez Abbott, nous nous engageons à transformer la vie des patients grâce à des thérapies innovantes pour l’insuffisance cardiaque. En tant que Territory Manager, vous jouerez un rôle clé dans la mise en place de parcours de soins optimisés et dans l’élargissement de l’accès à des technologies vitales. Cette opportunité vous permettra de combiner expertise clinique et développement stratégique, afin d’avoir un impact concret sur les patients et les professionnels de santé en région parisienne.
À propos du poste :
Vous travaillerez en étroite collaboration avec les centres d’implantation et les sites de référence pour optimiser les programmes dédiés à l’insuffisance cardiaque et positionner Abbott comme partenaire de confiance à long terme. Notre portefeuille comprend des solutions avancées pour la prise en charge chronique et aiguë de l’insuffisance cardiaque, ainsi que CardioMEMS™, un système innovant de télésurveillance permettant aux cliniciens de gérer les patients de manière proactive.
Vos missions :
- Favoriser l’adoption des thérapies : Accompagner les centres d’implantation et les sites de référence pour optimiser les programmes d’insuffisance cardiaque et renforcer le partenariat avec Abbott.
- Assurer l’excellence clinique : Assister aux implants et suivis, dispenser des formations produits et résoudre les problématiques techniques sur l’ensemble du portefeuille.
- Développer l’activité : Entretenir des relations solides avec les centres d’implantation, négocier les contrats et identifier de nouvelles opportunités de croissance.
- Mettre en place des programmes de référencement : Créer des réseaux avec les cardiologues et spécialistes de l’insuffisance cardiaque, organiser des événements éducatifs et déployer des stratégies pour augmenter les recommandations de patients.
- Être expert de la thérapie : Analyser les tendances du marché, les activités concurrentielles et les meilleures pratiques pour orienter la stratégie commerciale.
- Collaborer en transversalité : Travailler avec les équipes internes et les leaders d’opinion pour proposer des solutions impactantes et améliorer les résultats pour les patients.
Profil recherché :
- Minimum 5 ans d’expérience clinique en cardiologie et chirurgie cardiaque
- Expérience confirmée en gestion de territoire ou en développement commercial, avec des compétences en négociation et planification stratégique.
- Excellentes aptitudes en communication et présentation (en présentiel et en ligne).
- Esprit entrepreneurial, capacité à influencer et à établir des relations à tous les niveaux.
- Maîtrise de l’anglais et le français
- Déplacements en région parisienne
Pourquoi nous rejoindre ?
- Contribuez à améliorer la vie des patients.
- Travaillez avec des technologies de pointe au sein d’un leader mondial de la santé.
- Rémunération compétitive, avantages et opportunités de développement de carrière.
----
The Territory Manager 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 autonomously achieving regional sales and strategy targets as well as identifying and generating sales opportunities through both inbound and outbound calling activities. Furthermore, the Therapy Development Manager regularly assesses the heart failure business and market development opportunities to drive sales and provides field support in the implementation of specific heart failure marketing and sales initiatives.
ROLES & RESPONSIBILITIES
Clinical activities
- Support Field activities concerning the products of the different Abbott HF franchises (CHRONIC/ACUTE/CARDIOMEMS) by attending implants and follow-ups, managing product training, and device troubleshooting
- Provide training, in-service support, and clinical assistance for new and existing customers, potential customers, agents, distributors, and other internal functions.
- Perform stand duty at national and international congresses and meetings
Maintain existing customers (implanting centers)
- Visit of existing customers on a regular base to ensure customer satisfaction
- Recognize early business opportunities and open & establish new implanting centers
- Focus on revenue, ASP and standard margin, grow business in existing and potentially new customers
- Developing and maintaining 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.
- Able to provide independently multi-center therapy and product presentation
- Attendance of relevant workshops, trainings, congresses or exhibitions
- Monitors and communicates market trends, staff change and competitor activities.
- Develop new market development tools and strategies and execute upon them
- Set up segmentation and targeting of the customer basis and set up commercial strategy per account and implement
- Understand competition and integrate in commercial strategy
- Manage forecasting & outlook for region/territory
- Positions Abbott as long-term partner in the heart-surgical and cardiology field
- Effectively partner and work cross-divisional/departmental - including setting up strategies with Cardiac Rhythm Management (CRM) and Structural Heart (SH).
- Develop the network in and outside of Abbott, influencing marketing strategies
- Act as the subject matter expert on product offerings/ solution development skills
- Develop and maintain customer relationships
- Build and maintain strong, professional relationships with KOLs and critical decision makers
- Supporting internal stakeholders and supporting functions with all relevant aspects and to update Customer Relation Management (CRM/ HeartLink & Vablet) tools.
- Support buying group negotiations
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
- Creates user needs to support commercial objectives
- 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.
- Handle complex technical and clinical objections and support full product portfolio vs. competitors offering
- Identifying HF Key Opinion Leaders (KOL) to facilitate Peer to Peer (P2P) education
- Develop and conduct education events for referrers for selected accounts based on segmentation and targeting of referral 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
- Develop education programs for Referral Centers
- Develop new market development tools and strategies
- Able to see the big picture and opportunities in referral and implant centers
EDUCATION & COMPETENCIES
- A minimum of five years of experience in a clinical setting providing acute or outpatient care to patients with cardiovascular diseases.
- Commercial acumen and proven track record of successfully managing a sales region/territory. Marketing and communication experience may be advantageous.
- Strong negotiation skills, proven success at setting up strategies by account, closing contracts and driving sales. Show entrepreneurial skills – out of the box thinking.
- Advanced product and industry knowledge.
- Superior communication, interpersonal, teamwork, and customer service skills.
- Excellent English knowledge.
- Strong presentation skills (on- and offline).
- Strong solution selling and relationship building skills.
- Strong project management and organizational skills as well as attention to detail.
- Ability to work within a team and as an individual contributor in a fast-paced, changing environment. Lead by example.
- Ability to influence and interact with credibility with Physicians and Nurse Practitioners.
- Good time management and analytical skills.
- Good communication etiquette and very good computer literacy skills.
- Territory: Paris ( IDF)
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:
HF Heart Failure
LOCATION:
France > Issy les Moulineaux : 3 esplanade du Foncet
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Not specified
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Not Applicable