Auckland City, AucklandIn partnership with the Territory Manager, the Therapy Development Specialist provides technical, educational and clinical support to medical practitioners. To execute field development strategies and tactical plans to achieve growth targets within the Transcatheter Heart Valve Team. The Therapy Development Specialist will focus on increasing referrals and building specialist connections to the heart team._x000D_This role is pivotal in accessing clients, increasing awareness of aortic stenosis, promoting available treatment options, and advocacy for Edwards Lifesciences. It will also support the marketing and sales initiatives for the business unit.Key Responsibilities:Deliverables_x000D_o Education & development of referring Key opinion Leaders (Cardiologists/Geriatricians/etc.) to identify the ‘right technology for the right patient” (SAVR v TAVR)_x000D_o Works with the THV/SURG Sales Team to plan and develop product trial and implementation programs for newly obtained business_x000D_o Is familiar with key clinical papers and results and is able to leverage the clinical data to assist in the sales process to educate and help deliver an innovative solution to the customer._x000D_o Identify business opportunities and communicates these to the Sales team and Business Manager._x000D_o Establish a call rate baseline within 6 months, to be reviewed and adjusted quarterly. Initially starting at 5-10 calls per week.Educational support around Aortic Stenosis:_x000D_o High level of product & clinical knowledge (disease state and therapy options)_x000D_o Educates and trains referring physicians, on the latest clinical trials and product related data._x000D_o Develop/maintain relationships with KOLs and centres of excellence to promote Edwards’ leading position in the market and broaden and enhance the current list of KOL’s within the assigned territory._x000D_o Appropriately select and use clinical data and literature to assist with selling solution/s to customer/s to recommend appropriate treatment options.Reporting:_x000D_o Develops a region specific referral map database with details documented in SFDC._x000D_o Leverage existing database to identify potential high referrers to connect with heart teams._x000D_o Prepare fortnightly territory specific report on marketing programs._x000D_o Prepare fortnightly territory reports and analyses of new business achievements, opportunities, targets and referral mapping. _x000D_o Working knowledge of SFDC– enters and records information into the system regularly _x000D_o Prepares own expense reports in a timely manner (twice per month)External/Internal Relationships:_x000D_o Works with Sales Team to develop tactical and ethical plans to address competitor pressures. _x000D_o Establishes, facilitates and maintains business relationships with high potential physicians._x000D_o Developing KOLs, key Edwards’s personnel and management of relationships._x000D_o Shares relevant information with management and peers (i.e. Competitor activities being observed in the territory, competitor advances and where known competitor strategy)._x000D_o Is able to develop relations with both clinical and economical decision makers.Any other lawful duty/task asked within the company guidelines.Education and Experience:Bachelor's Degree in 3 year bachelor degree level (medical or science preferred), 3 years years experience of experience of selling or educating physicians Required andin MTAA/MTANZ Code of Practice Training and demonstrated practical knowledge of theorySuccessful experience of developing and implementing education projects RequiredMedical device or pharmaceutical sales or educational experience PreferredCardiology experience (sales or clinical) PreferredAdditional Skills:Demonstrated success in prior rolesHold a valid driver’s license and be insurable.Knowledge of cardiac and vascular anatomy, physiology and pathologyProven track record in complex problem solving and analytical skillsKnowledge of and experience with the selling process.High level attention to detail and ability to convert complex concepts into easy to understand language.Ability to intellectually present key concepts and market these internally to gain access to resources for driving business ideasAbility to make decisions based on analysis of risk.Results orientatedA passion for customer service and solutionsAdvanced written and verbal Communication skillsOrganizational skillsDemonstrated business acumenClear understanding of private and public health education system and strategic directions for health.Intermediate skill level and understanding of IT platforms. (Office 365, SFDC)Willingness to travel for work commitments.Therapy Development Specialist may be trained to provide clinical support for the Sales team based on business needs and competency levels have been met.Provides technical support in a clinical environment.Provides support in key strategic accounts with a TAVI programEnsure work complies with Edwards’ quality policies and practices.Ensure that all sales and marketing activities comply with government regulations/Acts, legal demands, MTAA COP, and safety and ethical standards incidental duties.Ensure all Grants and Donation paper works are completed prior to any customer commitments being made.Maintain a current driver’s license and inform manager if driver’s license is suspended for any period of time for any reason.Australian/New Zealand Citizenship or legal eligibility to work in Australia and/or New ZealandAbility to attend conferences and meetings that may be scheduled out of usual business hoursBe prepared to travel interstate (customer and field force calls, conferences) and internationally (product training and Edwards networking).Be prepared to work reasonable hours outside of normal working hours as and when the need arises to meet local and global requirements e.g. timeline differencesAdhere to all EHS rules and requirements and take adequate control measures in preventing injuries to themselves and others as well as to the protection of environment and prevention of pollution under their span of influence/control
