Area Vice President - Structural Heart

JOB DESCRIPTION:

The Opportunity

Our business purpose is to restore health and improve quality of life through the design and provision of device and management solutions for the treatment of structural heart disease.

We aim to lead the markets we serve by requiring the solutions we offer customers provide an improved benefit/risk profile as compared to existing standards of care; a performance threshold that by definition, guides and ensures the productive output of our engineering, business development, and clinical research efforts result in outcomes that advance the standard of care.

The Area Vice President ensures that the assigned region meets or exceeds sales and profitability objectives. As well, they will formulate sales strategies for markets within the assigned geography and product lines to attain revenue goals set by the company.

What You’ll Work On

• Developing and building the infrastructure, commercial foundation, and strategic objectives for the Abbott Structural Heart Surgical Valves US business across sales, marketing, clinical training, and sales operations functions.

• Proactively monitors progress towards goals and objectives; monitors all costs associated with assigned organizational unit; monitors industry indicators and trends and external environment in areas relevant to the assigned organizational unit.

• Developing, training to, and implementing the sales process and creating the enabling infrastructure to ensure the process is fully maximized.

• Identifying, selecting, and retaining diverse high-caliber talent allowing for clinical acumen and preparedness; ensure the workforce remains challenged, motivated, and engaged toward common goals. Anticipate capability trends and prepare talent pipelines for short and long-term business needs. Ensure robust succession plans for own position and key roles.

• Proactively shape the culture with a focus on integrity, transparency, and open communication. Align with and proactively promote the One Structural Heart mission and leadership vales. Highly engaged, visible and accessible. Establishes balance of empathy and rigor. Capability to lead across multiple Business Units and a broad complex sales team. 

• Developing and managing customer relationships through targeting, onboarding, contracting, clinical support, pricing management, KOL management, reporting, sales process adherence, and sales analytics

• Working across internal stakeholders and core teams to achieve business objectives

• Developing and maintaining key physician champions and centers

• Maintaining adherence to sales management and reporting systems to ensure disciplined implementation of sales strategies, establishment of sales management principles, and management philosophies

• Contributes ideas for improving work processes and achieving organizational goals; investigates and solves problems that impact work processes

• Measuring and reporting feedback on sales strategies and US marketing program effectiveness

• Managing cross-functional processes across commercial, US marketing, clinical, global marketing, and training personnel to execute and achieve the Abbott Structural Heart mission objectives; ensuring all cross functions are strategically and tactically aligned and ready to successfully execute the business priorities

• Growing the business to enable Abbott Structural Heart market leadership objectives

• Expanding the sales team and sales management to prepare for business growth

• Identifying and evaluating market opportunities and sales potential.  Formulates sales strategies for markets within the assigned geography and product lines to attain revenue goals. 

• Compliance with applicable Corporate and Divisional Policies and procedures.

• Travel required, 50 – 75%

Accountability / Scope

Develops and articulates a strategic vision for areas of responsibility.  Leads assigned departments by developing, communicating, and building consensus for goals and programs that support division, business unit and company objectives.  Creates short - mid- long-range plans to carry out established objectives.  Develops and calculates a budget and forecast for future departmental needs including human and material resources and capital expenditures.  Determines and establishes organizational structure and supervisory relationships subject to top management approval. 

Key attributes considered necessary for success

• Ability to work collaboratively, internally and externally.

• Ability to manage/prioritize multiple projects and adapt to a changing, fast-paced environment.

• Ability to lead and motivate a team and work in a group environment, including interaction with Senior / Executive level leadership. 

• Must be highly analytical; possess strong interpersonal skills including influencing, negotiation and teamwork skills.

Required Qualifications

• Bachelor's degree plus 15+ years of related work experience, advanced degree preferred 

• Minimum 15+ years of sales management experience required

• Experience in medical devices required, minimum 10 years

• Experience working in a highly regulated and high-quality system environment; compliance with governmental regulations is required

• Verification that you will satisfy all vendor credentialing requirements, which may include vaccination for COVID-19.  If you require a medical or religious accommodation from these requirements or if you would like to understand more about these requirements, please advise HR so that we can provide additional information and if needed, we can explore any needed accommodation(s).

• Must possess excellent oral and written communication skills and adept at presenting to key hospital administration, large IDNs and GPOs.

• Must be process oriented and understand the relationship and necessity of process to strategy.

• Experience with digital sales tools, execution tools, and sales force automation.

• Ability to think strategically, develop frameworks and platforms that ensure optimal and unfettered access to business tools, assets and capabilities Demonstrated management skill.

• Proven ability to employ various flexible communications vehicles to drive messaging across a broad, varied and dispersed commercial organization. 

The base pay for this position is

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

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