Strategic Therapy Representative

Listing InfoPrimary Location: Spain-MadridAdditional Locations: (n/a)Job Function: Sales TrainingRequisition ID: 138433Strategic Therapy Representative - SpainOverviewThe core objective of this role is to act as the trusted advisor to the clinical team around the therapy they are responsible for (Complex PCI). This is achieved by taking a leadership role in securing safe and successful outcomes for BSC therapies. They will protect the long term value of the therapy by defending the price; ensure its safe use, through a quality of support and training in and outside of the procedure. They are responsible for therapy support during procedures. They own the training of medical staff, excluding clinical trials, and for educating BSC sales staff. They maintain skills and knowledge (especially clinical studies and competitive products) to promote the therapy and differentiate such product lines against the competition in order to gain share, create the strategic marketing activities & strategies to beat competition & all the programs. They are responsible for ensure the successful achievement of New Therapy targets whist partnering with the NCAM to deliver results in core with Pull [login to view URL] Skills Product and therapeutic expertise - clinical knowledge that allows them to positively challenge customer clinical team with insightTeam working - internal and external collaboration (new therapy stakeholder management)Clinical selling - Proactive new therapy conversations with customers to partner on strategic plansCreative problem solving for clinical impact - offer alternative clinical solutionsStrategic thinking to position complex PCI in the local marketSummary of responsibilitiesTerritory/account planning - SegmentationProvides input to account potentials and behaviours based on defined market segmentation, Account Targeting Initiatives (HcP/Must Win/New Cardio etc), product launch priority accounts and Account Stakeholder MapsValidates nominations based on central guidelines for New Therapy Account selection and ensures business case protects price and value of New [login to view URL] Account PlanningBuilds the right strategy and executes plan for Therapy Development by identifying the referring network to increase patient flow in relation to Strategic Business Partnerships & KOLs. Supports Account Manager with KOL management - develops New Therapy specific [login to view URL] input to business forecasting on accounts,Working with the New Cardiology Account Manager to identify areas where the New Therapy can be leveraged to drive core business [login to view URL] Therapy specific investments, keeping the Account Manager informedEscalates requests for donations and sponsorship to the Account Manager for coordinated responseSales ExecutionFor New Therapy engagement, attends and supports initial visit with Account Manager and ensures full in-service visit after consulting with Account Manager. Arranges, Plans and executes agreed training and proctoring [login to view URL] Sales Plan for New Therapy whilst also collaborating with Account Manager to achieve Core Plan with Pull [login to view URL] inputs to the NCAM on the technical parts of tender and provides input on commercial offers, in creating deals and negotiating offers where [login to view URL] New Therapy tenders in Non-Core accounts (ie WM in EP centres) with input fromPromotes the successfully negotiated deals and the New Cardiology [login to view URL] marketing programs to develop the therapyDevelop the right strategy to beat competition in all the accounts where we can seek for opportunitiesPersuades customer on product clinical advantage and benefits to patient and offers exceptional clinical and procedural value to drive customer confidence in New [login to view URL] for further expertise in New Therapy or Core - securing the appropriate internal New Therapy resource (training, clinical, R&D)Provides Cathlab Inventory Management for New Therapy (Consignment, missing stock, rotating and expiring stock management); including complaints management, follow-ups on general cathlab requests and provides feedback to Account Manager as [login to view URL] Account Manager in building key account strategies and developing new referral and therapy services if aligned with these strategiesReporting and CommunicationPresents plan and reports on New Therapy account status quarterly through Quarterly Business Review (QBR) with BUM, shares with Regional Sales [login to view URL] completion of management tools/systemsCompletes weekly WAP/WAR,QUALITYAs interface with Clients and Sales Organization, has direct responsibility to facilitate, share documents and processes to identify, notify and ensure any complaints or problems are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors; Responsible to facilitate and champion the quality requirements and the message of compliance to internal and external customers for all events and campaigns; Supports implementation of Regulatory, Quality, Code of Conduct and Local/Regional initiative in the [login to view URL] Indicators of SuccessActs as trusted advisor to clinical team through procedures and has leadership role ensuring safe and successful outcomesCreate the correct marketing strategies to support the local teamContributes to the development of successful New Cardiology dealsUnderstands and supports strategic trade-off between New Therapy sales and protecting the long term value of price, quality and [login to view URL] to assess account suitability for successful, sustainable and safe therapy [login to view URL] demonstrates an understanding of what resource is required to support New Therapy activities - training, proctoring, case support, patient referral.....Understands and supports the overall account strategy to balance overall New Cardiology results and New Therapy successPosting Notes: Spain-Madrid||(n/a)||Sales Training||(n/a)-