Structural Heart Business Mission: Why We Exist

Our business purpose is to restore health and improve quality of life through the design and provision of device and management solutions for the treatment of structural heart disease.

We aim to lead the markets we serve by requiring the solutions we offer customers provide an improved benefit/risk profile as compared to existing standards of care; a performance threshold that by definition, guides and ensures the productive output of our engineering, business development, and clinical research efforts result in outcomes that advance the standard of care.

Abbott is a global healthcare company devoted to improving life through the development of products and technologies that span the breadth of healthcare. With a portfolio of leading, science-based offerings in diagnostics, medical devices, nutritionals and branded generic pharmaceuticals, Abbott serves people in more than 150 countries and employs over 100,000 people.

Abbott’s leadership in Transcatheter Technologies is centered around innovations to treat valvular disease with minimally-invasive techniques including technologies for TEER and TAVI therapies. Abbott has developed Navitor® with FlexNav incorporating the latest advancements in TAVI technology and will launch in Japan in 2022.

Job Purpose and Scope

Therapy Specialists provide technical, clinical, educational and sales support to ensure safe adoption and growth of the Abbott Transcatheter Aortic Valve Replacement (TAVI) portfolio.  Therapy Specialists work closely with implanting physicians and the Abbott field organizations to drive procedural and clinical success and are responsible for training physicians ahead of account openings, providing clinical case support and achieving business objectives for assigned territories.

Upon completion of mandatory training and certification, Therapy Specialists will work with hospitals’ Heart Teams to screen patients and advise on valve sizing and other attributes related to the device. Therapy Specialists will train interventional cardiologists (or any other clinical specialty implanting the device), cath lab staff, hybrid room staff, and ancillary personnel on preparation and use of the product and provide technical support to physicians during procedures. Therapy Specialists will also be responsible for clinical data dissemination in his/her sites and among referral chains of influence.

Therapy Specialists will be responsible for identifying potential physician proctor candidates, developing them in accordance with established criteria in Japan, and coordinating physician proctor activities to support new site training and development.

The role is field based and focused on engaging customers and colleagues to maximize opportunities and deliver expected results. Therapy Specialists must build strong relationships and clearly demonstrate features and benefits of Navitor / FlexNav, including its differentiation from competitors for appropriate patient types. Therapy Specialists must be fully versed with the most comprehensive clinical evidence and be capable of presenting and explaining it to targeted audiences.

Therapy Specialists must consistently demonstrate ethics, energy, ambition, and pragmatism with outstanding ability to understand and communicate complex technical information including up-to-date, extensive clinical competency relevant to TAVI.

Core Job Responsibilities

TECHNICAL & CLINICAL SUPPORT

Achieve certification in accordance with formal training process including required case observations, proficiency in device preparation (e.g. valve loading) and imaging for valve sizing (3Mensio or equivalent enabling software)Provide technical support related to TAVI device to clinicians during procedures in accordance with Abbott guidelines, including recommendations on device suitability, employing technical expertise in valve sizing, CT reconstruction, knowledge of imaging modalities (echo/angiography/CT), and ancillary procedural tools.Master and effectively demonstrate procedural steps for physicians and staff at clinical sitesDevelop and maintain comprehensive clinical and technical product knowledge – including clinical trial protocols and product IFUs, published literature and related data – for safe and effective use of TAVI devicesAssist cath lab personnel with set-up and break-down for procedures and with appropriate product handlingImplement field-based physician and staff training programsUnderstand and follow PER process and provide related information and feedback in clear, complete manner; respond to customer requests and resolve complaints in prompt and effective manner.

SITE ENGAGEMENT

Collaborate with implanting centers to help optimize clinical outcomes for patients, providing education on safe and effective use of Abbott devicesFacilitate communication with Heart Teams to effectively screen patients, schedule procedures, and optimize clinical outcomesOversee education and training activities including coordination and set up of procedure simulators, facilitation of simulated TAVI procedures and related troubleshooting, and coordination and facilitation of staff in-services covering pre/peri/post TAVI procedures.Educate/train hospital staff on proper valve loading instructionsManage logistics and other arrangements between implanting sites and commercial dealers to ensure timely support for procedures including inventory ordering, consignment stock, and returns.Develop action plans (weekly, monthly, quarterly) by analyzing case volumes at each site and other analytics, and discuss plans and issues with management to help the organization achieve goalsUpon selection of new accounts by management team, oversee administrative process to set up these accounts and dealers including scheduling management, inventory handling, expectation setting, contracting, and education of stakeholders.Identify future physician proctors and develop them in accordance with national and Abbott guidelinesCoordinate physician proctors to activate and develop new clinical centers

PATIENT SELECTION

Keep physicians and other HCPs aware of the latest patient selection criteria while ensuring appropriate competitive differentiationShare own experience with physicians to help refine patient selection

EDUCATIONAL SUPPORT

Carry out messaging campaigns and data sharing as directed by MarketingMaintain up-to-date knowledge through regular self-study and actively share information and updates with colleaguesParticipate in customer/society education meetings and conventions as directed or required

OTHERS

Gather and share primary market intelligence and market dataRecognize and understand competitive products, as well as clinical and industry trendsEnter timely case information, activities and plans in customer record platforms such as SFDC

Position Scope

Therapy Specialists, TAVI, are responsible for achievement of the goals and objectives associated with Navitor and future TAVI products within his/her assigned territory. Business Process goals will be measured against commitments in the annual plan and development objectives.  Strict compliance with the Abbott Quality System and all Ethics/Compliance guidelines is required.

Minimum Skills Required

Proven clinical and selling skillsAbility to maneuver in cath-lab/hybrid OR settingsProactive, action-oriented execution skillsProblem solving with intense sense of ownershipGood communicator and strong interpersonal skills – ability to build rapport with clinicians essentialNative-level Japanese mandatory; business-level English highly desirable

Qualifications

Diploma in subject related to medical sciences, biomedical engineering, or other degree plus equivalent experienceDemonstrated interest and aptitude for technical and/or clinical subjectsExceptional understanding of cardiac and vascular anatomy, physiology, and pathologyProven ability to build and maintain positive relationships with peers and colleagues across organizational levels and functionsExperience communicating product’s advantages and/or clinical usage to physicians, administrators and/or other HCPs, with demonstrated aptitude for teaching and educating medical personnel, peers and technical personnelAt least 3 years of experience related to Medical Imaging, ideally including Structural Heart Imaging interpretation (i.e. TTE/TEE, CT, angiography); experience with wires, balloons, catheters, stents a plusSelf-starter, proactive, willing to challenge status quo, and innately curiousAble to travel more than 50% of the timeMust be able to wear all required personal protective equipment (PPE) to support cases in Cath Lab/Hybrid/OR.

Accountability

Therapy Specialists will report to TAVI District Manager, Structural Heart Division, Japan and will be held accountable for goals at each clinical site in the responsible territory and for influencing a variety of external constituents that they do not directly supervise.Therapy Specialists participate in the development of others by facilitating training and providing feedback and guidance. May act as a mentor to less-experienced staff.

Therapy Specialists must exercise judgment independently and take responsibility for important clinical and account development needs