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Job Function
MedTech Sales
Job Sub Function
Clinical Sales – Surgeons (Commission)
Job Category
Professional
All Job Posting Locations:
Chuo-ku, Tokyo, Japan
Job Description
The Associate Director, Physician Program Development, Japan, focuses on establishing formal Impella programs through sustainable relationships with account stakeholders and key opinion leaders (KOLs) in within the field of hemodynamic support. The Physician Program Associate Director represents all aspects of Abiomed and acts as a field liaison to connect hospitals to internal resources such as the medical office, research, marketing, and executive teams. The role will be responsible for partnering with hospitals to identify areas for program growth through best practice implementation, protocol development and workflow improvement. The role will also support the commercial organization with peer-to-peer programs to translate clinical and program best practices.
Principle Duties And Responsibilities
- Develop sustainable relationships with designated accounts, health systems, key opinion leaders and stakeholders, to impact and maximize Abiomed formalization of Impella programs and optimize outcomes.
- Build a strong KOL network across focus accounts, including peer-to-peer relationship building, society, education and podium presence.
- Develop and manage Impella programs based on individual customer needs and interests that are mutually beneficial to the needs and interests of Abiomed
- Understand hospital market dynamics, access through Impella committee, uncover gaps in operational efficiency and patient care, and deploy appropriate tools that will ultimately allow us to reach more patients
- Present complex health economic information to influential and diverse groups in a way that is engaging, credible, and easily understood.
- Advocate on behalf of heart recovery programs to health system administration & engage with hospital administrators to gain alignment on projects.
- Help facilitate customer advisory boards to enable a feedback forum on new products and evaluations, new product development, messaging, and competition
- Identify and develop new and emerging key opinion leaders through key customer visits, HQ executive programs, regional education courses and local programs
- Serve as a corporate liaison between Key Opinion Leaders, Healthcare System leaders, and Abiomed's Executive team, Marketing, Clinical Research and Clinical field teams.
- Execute and facilitate important and integral customer meetings at major medical shows events
- Communicate routinely with all members of the sales and Abiomed leadership team as outlined
Job Qualifications
- BA/BS required. MBS or MBA preferred.
7 years of related industry sales experience or program development with proven success
- Prior KOL management experience or existing relationships in geographic area
- Must be able to travel overnight extensively (70% depending on geography)
- Strong understanding of regional health care policy and payment systems, including hospital and physician reimbursement.
- Outstanding interpersonal skills, experienced developing relationships at all organizational levels to influence business objectives.
- Ability to balance strategic thinking with intricate planning and strong tactical execution.
- Demonstrates responsiveness and a sense of urgency
- Ability to prioritize work and manage multiple priorities
- Excellent written and oral communication skills.
- Mastery of cardiac anatomy and clinical data.
このポジションは、血行動態サポート領域におけるアカウント関係者やキーオピニオンリーダー(KOL)との持続可能な関係構築を通じて、Impellaプログラムの正式な導入を推進する役割を担います。アソシエイトディレクターはAbiomedの代表として、病院と社内の医療部門、研究、マーケティング、経営陣などのリソースをつなぐフィールドリエゾンとして活動します。
病院と連携し、ベストプラクティスの導入、プロトコル開発、ワークフロー改善を通じてプログラムの成長領域を特定・推進します。また、臨床およびプログラムのベストプラクティスを伝えるピア・トゥ・ピアプログラムを通じて、営業組織の支援も行います。
主な職務と責任
- 指定されたアカウント、医療機関、KOL、関係者との持続可能な関係を構築し、Impellaプログラムの正式化と成果の最適化を推進。
- ピア・トゥ・ピアの関係構築、学会活動、教育、講演などを通じて、KOLネットワークを強化。
- 顧客のニーズに応じたImpellaプログラムを開発・管理し、Abiomedのニーズと利益にも合致する形で展開。
- 病院市場の動向を理解し、Impella委員会を通じてアクセスを確保。業務効率や患者ケアのギャップを特定し、適切なツールを導入。
- 複雑な医療経済情報を、影響力のある多様なグループに対して、分かりやすく信頼性のある形で提示する。
- 心臓回復プログラムの代表として医療機関の管理者と連携し、プロジェクトの合意形成を支援。
- 顧客アドバイザリーボードの運営を支援し、新製品評価、開発、メッセージング、競合分析に関するフィードバックの場を提供。
- 顧客訪問、HQプログラム、地域教育コース、ローカルプログラムを通じて新たなKOLを発掘・育成。
- KOL、医療機関リーダー、Abiomedの経営陣・マーケティング・臨床研究・フィールドチームとの連携役を担う。
- 主要な医療学会イベントでの重要な顧客会議を企画・実施。
- 営業チームおよびAbiomedのリーダーシップチームと定期的に情報共有。
応募資格
- 学士号(BA/BS)必須。MBSまたはMBA取得者優遇。
- 関連業界での営業またはプログラム開発経験7年以上、成功実績あり。
- KOL管理経験または該当地域での既存関係を有すること。
- 出張(宿泊を伴う)に柔軟に対応できること(地域により最大70%)。
- 地域の医療政策や支払い制度(病院・医師の報酬)に関する深い理解。
- 優れた対人スキルを持ち、あらゆる組織レベルでの関係構築を通じてビジネス目標に影響を与えられること。
- 戦略的思考と緻密な計画・実行力のバランスが取れていること。
- 迅速な対応力と緊急性の認識。
- 優先順位付けと複数業務の管理能力。
- 優れた文章力と口頭コミュニケーション能力。
- 心臓の解剖学および臨床データに精通していること。
【社内の方へ】
応募の際はAskGS内の社内公募ガイドラインをご一読いただき、応募ください。18か月未満の方は応募前に上長及び担当BUHRの許可を取ってから応募ください。複数同時応募不可になります。
在籍期間に関わらず、書類選考を通して1次面接に進んだ場合は、社内公募に応募し選考に進むことを上司に報告してください。
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