JOB DESCRIPTION : Role
The Therapy Specialist (TS) will be responsible for providing clinical support for MitraClip cases at existing and new hospitals within Russia and CIS region and create a referral patient flow to the existing MitraClip accounts.
The TS will target a group of referrals hospital accounts where there is limited MitraClip therapy awareness. The TS needs to analyze the cardiology team in these target accounts, identify the decision maker(s) and approach these decision makers in order to develop an interest in the MitraClip therapy.
The TS should set-up patient referral activities at the referral account.
The TS needs to create an ongoing and sustainable relationship between the SH team and the referral account.
Major responsibilities : New Account Management :
New Account Management :
Map the market and define new target account(s) for Mitraclip Map the market and identify target accounts for market expansion for Mitraclip through active referral programs Assess the account to determine their eligibility for the therapy Map the cardiology team and identify the decision maker(s) on therapeutic options for those patients who need Mitraclip Map the patient flow or pathway within the account Create therapy awareness and interest with the decision maker(s) by explaining the MitraClip technology, the patient target group, present the latest clinical data and the therapy benefits to the patient Utilize all marketing and clinical material and data to reach out to the maximum audience for referral for Mitraclip Achieve top line financial objectives in the region
Communication with SH Therapies team :
Communicate and share info on regular bases with the SH management team responsible for the region of the respective referral account Report on regular basis to S&M Manager the outcomes on the activities at the referral and new accounts Develop database of contacts and activities at the referral accounts
Set-up and support referral activities at the accounts :
Convince the decision maker to organize referral activities related to the MitraClip (presentation for cardiology team, TEE screening training with echo team, visit to a MitraClip account to attend a case, .
Knowledge & Skills
Strong relationship & network builder within a multi-specialty cardiology team at the hospital. Knowledge of various cardiology treatments to understand patient flow within the hospital Versatile : able to influence and convince a variety of clinicians’ personality types Strong analytical skills : able to identify and understand a cardiology hospital environment.
Unsurpassed communication and interpersonal skills : to build relationships with customers and colleagues. Knowledge of the cardiology medical device environment and market access issues Understanding of the organizational processes, procedures and compliance within a corporate environment Insight into various Healthcare systems in the region Ability to work with distributors and achieve alignment on common goals and objectives
Strong clinical knowledge preferably with Echo or cath lab backgrounds Ability to manage projects with different stakeholders within defined time frame.
Ability to manage hospital accounts Business Acumen People Management skills Organizational capability and understanding Strong interpersonal skills Negotiation Skills Presentation skills Distributor Management knowledge Strong ethical and compliant practice
University graduate in Life Sciences or related medical field
Minimum of 3-5 years experience in sales or clinical positions in cardiology hospital environment in Russia Hospital Account management Functioning in Corporate environment Clinical background Business acumen