JOB DESCRIPTION:

JOB PURPOSE AND SCOPE

Leads the TAVI commercial and marketing organization in Structural Heart, Japan.
Responsible of achieving sales targets in both units and revenues.
Designs and implements effective sales strategies in coordination with the Business Unit Director and the TAVI
Marketing Manager
Generates sales reports and forecasts, monitors sales performances, analyzes and communicate market trends.
Acts as a key contact for TAVI KOL
Coordinates his team strategy and action plans with other Abbott SH and outside SH franchises
Creates, maintains and develops Abbott KOL network within the Structural Heart environment in Japan including
scientific societies (THT, JTVT) and Medical device committees.
Anticipates market trends and recommends the necessary changes to meet customer needs. Builds and maintains
relationships with key customers, government agencies, and regulatory bodies.

CORE JOB RESPONSIBILITIES
• Achieves sales targets in both units and revenues in a competitive environment.
• Leads the commercial team and the marketing department, is responsible for the hiring, development, performance management and retention.
• Manages carefully and efficiently OPEX budget to our commercial footprint and to increase the TAVI market share.
• Strategic thinking at the national and the district level – Ability to merge the district approach and the high-level strategy.
• Analyzes sales performance by maintaining a rigorous account level review and planning and take actions to correct underperformance through a data driven approach.
• Provides inputs to forecast and market models to define realistic and ambitious sales targets.
• Provides inputs into quarterly, annual and 5-year strategic planning processes.
• Allocates fairly sales targets to each district based on logics, potential and market dynamics.
• Exemplifies Abbott Value and defines with the BUD the JPN TAVI commercial team vision and aligned with the Abbott SH Vision and he/she is able to communicate it inside and outside the TAVI team.
• Leads development of compelling customer engagement strategies ranging from training and
education to speaking, proctoring, publications, screening and referral work, awareness workshops, and clinical research.
• Is a Compliance and Quality champion.
• Is responsible for the hiring, development, performance management and retention of his team.
• Sets clear goals and expectations and appropriate and relevant KPI, monitor them and set review with team members.
• Influence, advocate and support SFE programs including championing the use of Salesforce.com and other potential planning and impact measurement platforms.
• Works closely with marketing to develop and to deploy effective messaging and objection handling materials.
• Identifies sales force knowledge and competency gaps and act to address them.
• Forges close relationships with customers, especially KOLs but also able to decline customer requests if inappropriate and not aligned with Abbott strategy and to suggest other ways to solve
issues.
• Support collaboration with other BUs (HF, CRM, EP and VAS) on cross-franchise customer engagements and on information sharing (either ad hoc info sharing and also by attending the sales council).

SUPERVISORY/MANAGEMENT RESPONSIBILITIES (if applicable)

This role leads a commercial team based in Japan consist of District Managers, Trainers, Therapy Specialists and
Sales Assistants and a Marketing team.
The team will grow in the future with new product launches.

MINIMUM SKILLS REQUIRED / ATTITUDE AND MINDSET

• Leadership skills
• People management skills (including hiring, empowerment and people development)
• Strategic and analytical skills
• Interpersonal, communication and presentation skills
• Fluent in English and Japanese in writing and speaking
• Can-do and collaborative attitude
• Resilient and relationship builder
• Willingness to learn and to grow
• Maturity and understanding of the big picture

KNOWLEDGE / EDUCATION REQUIRED

• Degree in Business, Science, Bioscience, Health-Science or Pharmacy; additional degree in a different area is a
plus. (E.g. Bachelor in scientific area plus an MBA)
• Experience in cardiology is preferred.

EXPERIENCE REQUIRED

• Minimum 15 years with demonstrated high level achievement in sales/marketing and from a global company preferably in the medical/healthcare sector.
• Extensive working experience in commercial and marketing positions in both competitive markets and markets to be developed.
• Proven cross functional leadership and management experience with a multinational company.
• At least 10 years proven record in leadership role with cross functional leadership and management experience; demonstrated the ability to motivate and lead a diverse team and build a high performing team.
• Experience in selling innovative product, in product launch and in market development.
• Experience in Cardiology, especially in SHD is a big plus

     

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:

SH Structural Heart

        

LOCATION:

Japan > Minato-ku : Shiodome City Center 15F 5-2,Higashi-Shinbashi 1-Chome,Minato-ku

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Not specified

     

MEDICAL SURVEILLANCE:

Not Applicable

     

SIGNIFICANT WORK ACTIVITIES:

Not Applicable