Area Vice President, US Cardiac Surgery

Abbott • United States of America : Remote, IL

6d • $149,300 - $298,700 • Remote

About The Position

The Area Vice President, US Cardiac Surgery, leads an assigned US region to meet or exceed sales and profitability objectives. The role develops sales strategies for assigned markets, geography, and product lines; works with sales representatives to identify market opportunities and achieve annual objectives; manages and coaches sales, clinical, and other field personnel; negotiates customer contracts; and keeps the company informed about market dynamics and competitive activity. The position is also responsible for implementing company policies.

The role leads sales execution and team development, including building a disciplined sales process, retaining high-caliber and diverse talent, preparing talent pipelines and succession plans, and fostering a culture of integrity, transparency, communication, and engagement. It develops customer relationships and physician champions, manages contracting, clinical support, pricing, key opinion leader relationships, reporting, and sales analytics, and coordinates with commercial, marketing, clinical, global marketing, and training stakeholders to execute business priorities.

The Area Vice President monitors performance, costs, industry trends, and sales-program effectiveness; contributes to improving processes; and develops strategic plans, budgets, forecasts, and organizational structures for areas of responsibility. The role requires travel, listed as 50–75% in the opportunity description and 75% in the position details. The role is remote in the United States.

Requirements

• Bachelor’s degree in a relevant technical field or equivalent.
• Typically 10 or more years of progressively responsible medical-device or related sales experience; at least 10 years of medical-device experience is required.
• Experience in a highly regulated, high-quality-system environment and compliance with governmental regulations.
• Excellent oral and written communication skills, including the ability to present to hospital administration, large integrated delivery networks, and group purchasing organizations.
• Process-oriented approach and understanding of the relationship between process and strategy.
• Experience with digital sales tools, execution tools, and sales force automation.
• Demonstrated management skill and ability to think strategically and develop frameworks and platforms that support access to business tools, assets, and capabilities.
• Ability to communicate flexibly and effectively across a broad, varied, and dispersed commercial organization.
• Strong talent-hiring and retention skills; ability to develop processes that drive sales results and accountability.
• Ability to collaborate internally and externally, prioritize multiple projects, and adapt to a changing, fast-paced environment.
• Ability to lead and motivate a team and interact with senior and executive leadership.
• Strong analytical, interpersonal, influencing, negotiation, and teamwork skills.
• Willingness to travel; the posting states travel of 50–75% and also lists 75% of the time.

Nice To Haves

• At least three years of demonstrated experience at an executive leadership or managerial level is typical.
• An advanced credential, such as an MBA in a relevant discipline or concentration, is preferred.

Responsibilities

• Lead the team to achieve quarterly organizational sales goals through account expansion and market penetration at activated accounts.
• Monitor progress toward goals, costs, industry indicators, trends, and relevant external conditions, and consistently achieve the business plan.
• Develop, train to, and implement a disciplined sales process and the infrastructure needed to maximize it.
• Identify, select, and retain high-caliber and diverse sales and clinical talent; keep the workforce engaged and prepare talent pipelines and succession plans.
• Promote a culture of integrity, transparency, open communication, and alignment with the One Structural Heart mission.
• Lead across multiple business units and a complex sales team, remaining visible and accessible and balancing empathy with rigor.
• Develop and manage customer relationships, including targeting, onboarding, contracting, clinical support, pricing, key opinion leader management, reporting, sales-process adherence, and sales analytics.
• Develop and maintain physician champions and key centers.
• Work with internal stakeholders and core teams to achieve business objectives.
• Maintain adherence to sales management and reporting systems and implement sales strategies and management principles.
• Improve work processes, investigate problems affecting processes, and contribute ideas that support organizational goals.
• Measure and report feedback on sales strategies and the effectiveness of US marketing programs.
• Coordinate cross-functional commercial, US marketing, clinical, global marketing, and training processes to align teams with business priorities and Structural Heart mission objectives.
• Grow the business in support of Abbott Structural Heart market-leadership objectives and expand the sales team and sales management for business growth.
• Identify and evaluate market opportunities and sales potential, and formulate strategies to attain revenue goals for assigned geography and product lines.
• Comply with applicable corporate and divisional policies and procedures.
• Develop and communicate a strategic vision, build consensus for goals and programs, and create short-, mid-, and long-range plans.
• Develop budgets and forecasts for departmental human and material resources and capital expenditures, and determine organizational structures and supervisory relationships subject to top management approval.
• Negotiate contracts with external customers and communicate market dynamics and competitive activity to the company.

Benefits

• Career development with an international company.
• Free employee medical coverage through the Health Investment Plan (HIP) PPO.
• Retirement savings plan with a high employer contribution.
• Tuition reimbursement.
• Freedom 2 Save student debt program.
• FreeU education benefit offering an affordable and convenient path to a bachelor’s degree.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive