HF Therapy Development Manager - Saudi

Abbott; Riyadh; On-site; SAR 150,000 - 200,000; Full time

Job summary

A leading healthcare company seeks a Therapy Development Manager in Riyadh to coordinate heart failure referral programs and optimize customer relationships. This role involves achieving regional sales targets, providing market insights, and fostering collaboration with clinical stakeholders. Ideal candidates will have extensive clinical experience, strong negotiation skills, and a track record in sales management. Join a company that values diversity and offers career development opportunities.

Benefits

Career development opportunities

Recognized workplace diversity

Access to healthcare benefits

Qualifications

• Minimum of four years of experience in a clinical setting with cardiovascular patients.
• Proven track record in managing sales regions or territories.
• Strong solution selling and relationship-building skills.

Responsibilities

• Maintain existing customer relationships with implanting centers.
• Develop and execute strategies to draw in potential referrers.
• Provide therapy and product presentations independently.

Skills

Negotiation skills

Communication

Teamwork

Project management

Education

4+ years in a clinical setting

Heart failure knowledge

Job description

Therapy Development Manager

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life. You’ll also have access to:

• Career development with an international company where you can grow the career you dream of.
• Insert key local benefits that differentiate us in the market.
• A company recognized as a great place to work in dozens of countries worldwide 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 the best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

This position works out of our Riyadh location in the Heart Failure division.

Divisional Information

Heart Failure

In Abbott’s Heart Failure (HF) business, we’re developing solutions to diagnose, monitor and manage heart failure, allowing people to restore their health and get on with their lives.

Purpose of the Job

The Therapy Development 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

Maintain existing customers (implanting centers)

• Visit existing customers on a regular basis 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
• Develop and maintain 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
• Promote new Abbott HF products, clinical results and services
• Negotiate contracts and ensure in-time renewals
• Take care of inventory (regular inventory checks/ensuring shortest UBD date is used first)
• Ascertain training needs/interest of stakeholders and deliver accordingly
• Provide independently multi-center therapy and product presentation
• Attend relevant workshops, trainings, congresses or exhibitions
• Monitor and communicate 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 base and set up commercial strategy per account and implement
• Understand competition and integrate in commercial strategy
• Manage forecasting & outlook for region/territory
• Position 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
• Build and maintain strong, professional relationships with KOLs and critical decision makers
• Support internal stakeholders and supporting functions with all relevant aspects and update Customer Relationship Management (CRM) tools
• Support buying group negotiations

Expanding the business (referrals)

• Develop and execute strategies to draw in potential referrers or solicit new potential referrers in close and aligned collaboration with Market Development
• Create user needs to support commercial objectives
• Initiate contact with potential referrers through cold-calling or responding to inquiries generated from marketing activities or advertisements
• Create 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
• Identify 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
• Present product information to referrers once needs are identified
• Initiate and execute trainings for all relevant stakeholders
• Move solid leads through the marketing funnel and arrange in-person meetings, emails, or phone calls
• Follow up with potential referrers who expressed interest but did not refer any patient
• Perform regular follow-up visits or emails and facilitate 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
• See the big picture and opportunities in referral and implant centers

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 SOP10007 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

Education & Competencies

• Minimum of four years of experience in a clinical setting providing acute or outpatient care to patients with cardiovascular diseases. Stronger consideration for candidates with at least 2 years of heart failure knowledge
• 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
• Willing to travel, depending on the territory/region

Apply Now

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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