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This position reports to the District Manager and is responsible for delivering surgical training, driving rapid adoption and increasing surgical sales volume of AbbVie surgical products, expanding the target surgeon base, and delivering exceptional customer service levels coordinating higher level clinical support if needed to maximize customer satisfaction and willingness to recommend developing and maintaining top-targeted customer and KOL relationships executing on sales target, surgical mix and market share objectives

Territory Sales Performance

Responsible for achievement of quarterly and annual territory sales objectives as established by management through alignment with US Sales and Marketing plans.
Increasing sales volume of AbbVie Surgical products through compliant promotion and effective account management.
Deliver Physician Training and execute the Rapid Adoption Plan
Clinical - Physician Training

Personally coach surgeons through a novel surgical procedure they have never performed, and likely have never seen performed
Calmly and competently guide surgeons through the immediate management of a range of possible intraoperative complications, communicating in a confidence-inspiring way that does not alarm, but rather reassures an awake, alert and likely anxious patient
Guide surgeons through the postoperative management of a novel procedure for both routine and complex cases.
Monitor and ensure swift progression of surgeons through training process, assess surgical competencies, make mutually agreed determinations as to when the surgeon is deemed “trained” and maintain required documentation of training and competencies.
Deliver follow up training if required and/or coordinate additional support with higher levels of clinical expertise as needed and ensure timely response to customer requests for additional clinical support and guidance.
Provide post-training reinforcement of appropriate device positioning in the glaucoma treatment paradigm to optimize adoption, practice integration, drive surgical volume and desired mix v other devices.
Maintain necessary accreditations, certifications and qualifications to enter OR.
Receive field input from physicians and integrate back into the surgical training programs to ensure continual improvement
Commercial - Rapid Adoption Planning

Identify, qualify and visit potential surgical customers in territory to build relationships and promote the features and benefits of AbbVie surgical products.
Develop and execute a detailed practice level plan for physician/staff training and rapid adoption to meet/exceed Glaucoma Surgery revenue and market share objectives.
Exceed targets for completed trainings, physician certification and adoption.
Drive outcomes and thereby rapid adoption by providing re-training or ongoing commercial support as needed to customers (or appropriately escalating).
Maximize volume and mix and thereby drive sales of AbbVie surgical products.
Maximize ‘Willingness to Recommend’ and peer to peer advocacy.
Customer and KOL Relations

Manage key opinion leaders and top target customer relationships directly.
Expands customer & KOL base to broaden adoption of AbbVie products and technology.
Execute tactics to drive growth and influence through these key customers.
Stay abreast of effective Clinic, ASC, Hospital Surgery models.
Understand glaucoma market dynamics, latest clinical practice, reimbursement trends and key business drivers, and partner with marketing team to provide input into plans and execute on directives in a compliant manner.
Continually seek out and share competitive intelligence with surgical team.

 

Minimum of a B.A. or B.S. degree required
Broad knowledge of the ophthalmic Medical Device &#CD# Pharmaceutical Industries.
Three or more years of direct ophthalmic surgical device sales, training and support experience.
Experience in medical/surgical glaucoma is highly desired, but not required

Experience and knowledge with/in:

• The operating room environment, sterile technique, and decorum
• The inner working of a physicians practice, ASC and hospital
• Developing successful physician and clinic stakeholder relationships
• Surgical training scheduling and ordering of supplies
• Willing and able to travel up to 80% of the time.
• Valid driver’s license
• Has necessary accreditations, certifications and qualifications to enter OR

Essential Skills and Abilities:

• Meet/exceed forecasts, budgets, milestones and schedules
• Immerse themselves into a new technology so that they quickly become product and procedure-specific subject matter experts.
• Guide surgeons through the learning curve of a novel surgical procedure and postoperative care as described in the Key Duties and Responsibilities section above.
• Engage and include key members of the physician’s team in the training process to drive interest, enthusiasm and practice adoption.
• Lead and function effectively in a high performance team.
• Coach and develop others using analytical decision-making and results-oriented skills.
• Manage and prioritize workload, multi-task and manage a diverse mix of issues, responsibilities and challenges.
• Communicate scientific/clinical features and benefits of a product.

Exhibits:

• Confidence in product knowledge, yet deferential to the clinical judgment and experience of the surgeon.
• Strong analytical and problem resolution skills,
• Exceptional organization skills.
• High degree of flexibility in adapting to a rapidly changing environment.
• Knowledge of SAE/AE reporting and documentation
• Knowledge of medical terminology and ophthalmology terminology
• Interpersonal and client relationship skills,
• Using IT automation, applications and mobile devices.
• Working within multi-culture environments.

All your information will be kept confidential according to EEO guidelines.

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives, serving our community and embracing diversity and inclusion.  It is AbbVie’s policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.

US & Puerto Rico only - to learn more, visit https://www.abbvie.com/join-us/equal-employment-opportunity-employer.html 

US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more:

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