Key Account Manager, Structural Heart (Vietnam & Philippines) at Abbott

Ho Chi Minh City, Vietnam

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Healthcare, Medical Devices, Structural HeartIndustries

Requirements

Knowledge of imaging modalities (echo/angiography/CT), EKG, blood pressure, wave forms, and ancillary procedural solutions
Measuring ability and CT reconstruction expertise
Knowledge of clinical trial protocols, and TAVI and TMTI product IFUs for safe and effective use of devices
Comprehensive clinical and technical product knowledge, including current published TAVI and SI relevant literature
Ability to develop and implement plans to achieve/exceed sales budget
Experience in territory management, account development, tender and contract management, and distributor management
Skills in influence and selling, including identifying and maintaining relationships with key decision makers, distributors, customers, and staff
Ability to plan and implement effective sales/product presentations, probe customer needs, handle objections, and gain commitment
Experience in developing and expanding business opportunities and countering competitors
Customer service skills to develop and maintain productive working relationships

Responsibilities

Provide quality technical support to help sites achieve procedural success
Provide technical support to Abbott Sales and implanting teams for TAVI and TMTI procedures in accordance with Abbott guidance
Provide technical leadership for TAVI and TMTI device procedures
Educate implanting teams on proper indications for TAVI and TMTI procedures
Provide support on questions regarding device suitability with measuring ability and CT reconstruction expertise
Provide comprehensive technical support including knowledge of imaging modalities (echo/angiography/CT), EKG, blood pressure, wave forms, and ancillary procedural solutions
Develop and maintain comprehensive clinical and technical product knowledge and understand current published TAVI and SI relevant literature
Develop and implement plans to achieve/exceed sales budget
Oversee local education and training activities including coordination and set up of procedure simulators, facilitation of simulated TAVI and TMTI procedures and procedural troubleshooting, and coordination and facilitation of staff in-services to include pre/peri/post TAVI and TMTI procedure
Provide education on safe and effective use of Abbott products
Educate/train hospital staff with proper valve loading instruction
Develop and maintain accurate account and territory records
Manage tenders and contracts
Manage distributors to ensure Abbott’s sales targets are met and maximum coverage of all accounts within territory geographic areas
Develop and act on plans which identify opportunities within current customer base and help formulate sales strategies
Identify, establish and maintain productive working relationships with key decision makers, distributors, customers and their staff, administrative staff, etc
Plan and implement effective sales/product presentations to customers
Probe to understand and confirm customer’s needs, handle objections and gain commitment
Maintain and expand existing business and develop new business opportunities
Develop and implement strategies to counter competitors
Provide technical, clinical, educational and sales support to ensure safe adoption and growth of Abbott Structural Heart
Work with distributors in assigned territories to expand Abbott market share by promoting sales activities, executing marketing campaigns, and ensuring physicians are provided with best-in-class technical support
Develop trust relationships with a portfolio of KOLs to ensure they become Abbott supporters
Expand relationships with existing customers by continuously proposing solutions that meet their objectives
Provide technical support if needed

Skills

Key technologies and capabilities for this role

Key Account ManagementSales SupportTechnical SupportClinical SupportTAVITMTIDistributor ManagementKOL Relationship ManagementMarketing CampaignsProcedural Support

Questions & Answers

Common questions about this position

What is the work location for this Key Account Manager role?

The working location is in Hanoi or Ho Chi Minh.

What is the salary or compensation for this position?

This information is not specified in the job description.

What key skills are required for this role?

The role requires technical expertise in TAVI and TMTI procedures, knowledge of imaging modalities like echo/angiography/CT, sales and account management skills to meet targets and manage distributors, and the ability to build relationships with KOLs.

What is the company culture like at Abbott?

Abbott offers a supportive environment where you can do work that matters, grow your career, care for yourself and family, be your true self, and access career development in an international company recognized as a great place to work globally.

Who does this position report to?

The position reports directly to the Regional Manager.

Abbott

Healthcare solutions in diagnostics and devices

About Abbott

Abbott Laboratories focuses on improving health through various medical technologies and health solutions. The company operates in areas such as cardiovascular health, diabetes management, diagnostic testing, nutrition, and neuromodulation for chronic pain and movement disorders. Abbott's products include advanced medical devices and diagnostic tests that help healthcare professionals and patients manage health conditions effectively. For example, their cardiovascular technologies assist in heart health management, while diabetes care products enable accurate glucose monitoring without painful fingersticks. Unlike many competitors, Abbott emphasizes accessibility and affordability in its offerings, aiming to make life-changing technologies available to a broader audience. The company's goal is to positively impact global health and well-being, supported by a commitment to sustainability and a 2030 Sustainability Plan.

Lake Bluff, IllinoisHeadquarters

1888Year Founded

IPOCompany Stage

HealthcareIndustries

10,001+Employees

Risks

Departure of key leader Dr. Adamson may affect Abbott's Heart Failure division.

Integration challenges with Medtronic could impact glucose monitor-insulin pump rollout.

Thermo Fisher's microfluidics expansion may increase competition for Abbott.

Differentiation

Abbott integrates continuous glucose monitoring with automated insulin delivery systems.

Abbott's microfluidic devices streamline diagnostic processes efficiently.

Abbott's neuromodulation products target specific nervous system areas for chronic pain relief.

Upsides

Microfluidic technology offers cost-effective solutions in diagnostics.

Strategic partnerships like Abbott-Medtronic enhance product offerings and market reach.

Significant investments indicate strong market confidence in Abbott's healthcare solutions.

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