Job description
Primary Objective of Position
To develop and execute local marketing plans to promote the value of the Abbott Medical EP product portfolio. A key success factor for the role is to create value with physicians, administration and the sales force for EP products. Integral to this role will be competitive insight and proactive positioning. The role is responsible for understanding market dynamics, the customer and predicting the evolution of stakeholders, their priorities and dynamics influencing purchasing decisions and to enable sales by delivering products aligned with customer needs and substantiated with clinical and economic data aligned with multiple customer stakeholder priorities and criteria. This includes support on congresses and events, tender preparation, pricing analysis, managing databases, market analysis, data collection. This is not an exhaustive list of all duties and responsibilities.
Major Accountabilities
- Developing and deploying tools, messages and programs to enable sales: Works closely with sales leadership to understand field capabilities and develops tools, messages and programs designed to further develop field capabilities and enable successful field execution against revenue targets. Executes through influencing cross-functional stakeholders across marketing, product development, clinical affairs, research and sales.
- Account targeting: Identifies key account targets for product launches and other Abbott initiatives. Tracks activities and metrics related to account targeting.
- Market development: Develops and deploys marketing tools, messages and programs in combination with account and KOL targeting and development to develop new markets, build relationships with new customer segments and create a pull dynamic/substrate for new Abbott technologies. Conducts market research to elicit customer needs, to formulate product requirements, to evaluate design prototypes, and to quantify market potential. Ensures Abbott is influencing societies to drive reimbursement and establish guidelines preferential to Abbott therapies.
- Ensures Marketing Needs Are Met: Engages resources and navigates process across marketing organization to support development and deployment of products. Plans and executes the local launch of new products in conjunction with international marketing counterparts. May include developing product positioning, defining content for marketing pieces, and training domestic sales teams. Engages in Customer Meetings, Customized Educational Visits, Customer Training, Sales Training
- Teamwork: Works as a peer and team member with Clinical, Sales, Training & Education and Finance and at the same time with Abbott Marketing to execute on global strategies and tactics.
- Strategic customer engagement: Strategically engages with key accounts and targeted customers identified as Abbott priorities to enable relationship development, communicate differentiated value propositions, develop markets and accelerate sales.
- Conduit to synthesized field input: Actively observes, researches, and reviews sales force, customer and competitor dynamics. Aggregates and synthesizes field input to support product and data development as well as marketing and sales strategy development. Monitors and evaluates competitive activity and intellectual property for opportunities and threats.
- Internal communications and education of Abbott personnel: Leads internal communication efforts focused on the sales force, including product and message-focused education efforts. Ensures field preparedness to deploy tools, messages and programs as intended. Actively monitors and tracks field execution against marketing initiatives and associated sales targets.
- Complies with all regulatory requirements, Company policies, operating procedures, processes, and task assignments. Maintains positive and cooperative communications and collaboration with all levels of employees, customers, contractors, and vendors.
Remains current on developments in field(s) of expertise, regulatory requirements, as well as industry trends.
Resolves and/or facilitates resolution of problems including identifying causes to prevent re-occurrence.
Performs other related duties and responsibilities, on occasion, as assigned.
This job description is intended to describe the general nature and level of the work being performed by people assigned to this work. This is not an exhaustive list of all duties and responsibilities.
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
One to five years of experience in a medical device company or equivalent with at least two years in the specific disease state area, including product management and/or market development experience and/or technical support and/or a commercially focused role centered on driving revenue and collaborating closely with sales management.
A Bachelor’s degree in Business Administration, Biomedical Engineering, Marketing or equivalent.
Substantive knowledge of multiple therapy areas related to Abbott therapies, health care delivery, hospital information systems and managed care/reimbursement markets and the
Demonstrated ability to effectively prioritize development projects using customer input.
Requires the ability to track financial metrics and make appropriate adjustments to successfully achieve revenue/unit goals.
Documented record of delivering marketing information which adds value to management’s decision making process.
Demonstrated verbal and written communication, interpersonal and presentation skills; the ability to lead a cross-functional team.
Demonstrated working knowledge of frequently used personal computer programs and applications, such as Microsoft Office.
Must be adept at handling multiple assignments and accomplish these projects within budgetary guidelines.
Ability to effectively work in a cross-functional team achieving results through influence, contributing strategic insight and incorporating feedback from the field selling organizations.
Attention to detail and an eye for quality, along with the ability to grasp and translate technical capabilities into customer solutions are essential.
Experience working in a broader enterprise/cross-division business unit model preferred.
Ability to work within a team and as an individual contributor in a fast-paced, changing environment.
Ability to leverage and/or engage others to accomplish projects.
Strong verbal and written communications with ability to effectively communicate at multiple levels in the organization.
Multitasks, prioritizes and meets deadlines in a timely manner.
Strong organizational and follow-up skills, as well as attention to detail.
Strong analytical skills, in order to develop regional and country specific plans, strategies and tactics.
Language skills: Italian, English
Willingness to travel.
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