Area Vice President, US Cardiac Surgery

About the role

Ensures that the assigned region meets or exceeds sales and profitability objectives. Formulates sales strategies for markets within the assigned geography and product lines to attain revenue goals set by the company. Works with sales representatives to identify and evaluate market opportunities and sales potential and to establish and achieve their annual sales objectives. Manages and coaches the activities of sales representatives, clinical representatives, and other field personnel. Negotiates contracts with external customers. Keeps the company informed of market dynamics and competitive activity. Responsible for the management and implementation of company policies.

What You'll Work On

• Leads the team to consistently achieve organizational sales goals on a quarterly basis through account expansion and penetration of the market at accounts that are activated
• 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. Consistently achieves plan through these processes.
• Developing, training to, and implementing a disciplined sales process and creating the enabling infrastructure to ensure the process is fully maximized.
• Identifying, selecting, and retaining elite and diverse high-caliber talent allowing for sales execution as well as 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

• Committed to consistent achievement of all sales goals.
• Hires and retains elite sales and clinical talent.
• 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

• Outstanding talent hiring and retention skills
• Development of processes that drive sales results and accountability
• 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.

Qualifications

• Bachelor's degree in a relevant technical field or equivalent plus typically 10+ years of progressively more responsible medical device or related sales experience.
• A minimum of three years of demonstrated experience at an executive leadership/managerial level is typical; an advanced credential, such as an MBA in a relevant discipline/concentration is also preferred.
• 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
• 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.

Pay

The base pay for this position is $149,300.00 – $298,700.00. In specific locations, the pay range may vary from the range posted.