＜SH事業部＞ District Manager, MitraClip West 1 District

Job Purpose and Scope

A District Manager in the Transcatheter Therapies Business Unit, Structural Heart ensures that the assigned District meets or exceeds sales and profitability objectives. Formulates sales strategies for markets within the assigned geography and product lines in order to attain revenue goals set by the company. District Manager embodies the Abbott Values. Achieving, Caring, Pioneering, and Enduring. These Values drive the behaviors and decisions and keep Abbott employees focused on what’s important to those we serve.

District Manager leads by example and demonstrates exceptional understanding on Abbott SH Vision and Mission.

Works with Account Managers, Account Associates, Therapy Advancement Specialists, Field Technical Associates and other functions to identify and evaluate market opportunities and sales potential and to establish and achieve annual sales objectives. Manages and coaches the activities of Account Managers and Account Associate and other field personnel including Therapy Advancement Specialists, Field Technical Associates as appropriate. Keeps the company informed of market dynamics and competitive activity. Responsible for the management and implementation of company policies. Travel required 50- 75%. The portfolio of responsibility starts with transcatheter mitral valve repair (TMVr) with MitraClip and will expand to new technologies, including TriClip, upon market entry.

District Manager communicates and builds consensus for operating goals that are in alignment with the division. Provides leadership to assigned staff by communicating and providing guidance for achieving objectives. Creates immediate to long-range plans to carry out assigned objectives; develops and owns a cost center budget for District to meet sales and organizational goals; forecasts future District needs and formulates plans for development; recommends or modifies the structure of organizational units or a centralized functional activity subject to senior management approval. Must support his/ her team for account management and activation by building strong relationships and coordinating with healthcare providers in therapy awareness efforts to grow the Mitral Regurgitation patient treatment pool among cardiologists, heart-failure specialists, cardiac surgeons, and interventional cardiologists in the appropriate catchment areas. Makes decisions regarding work processes or operational plans and schedules in order to achieve objectives established by senior management.

The District Manager must consistently demonstrate energy, ambition, and pragmatism with outstanding ability to work within a complex environment with high expectations, set priorities and achieve objectives, and build strong working relationships, teamwork and commitment among reports and throughout the organization. The District Manager ensures also adherence to the sales process, applying the Sales Management Operating Process (SMOP) as a Frontline Sales Manager (FSLM), applying a structured approach to sales calls in order to ensure a proper trackability, commitment and follow up to any action.

Core Job Responsibilities

District Manager is responsible for the following:

- Meets or exceeds sales target

　o Make decisions regarding work processes or operational plans and schedules in order to achieve objectives

- Contributes to development of, manages and meets quarterly and annual budgets for District including revenue and spending (cost center management)

- Builds strong organization for short term and long term success

　o Recruits, coaches and develops organizational talent

　o Fosters a diverse workplace that enables all participants to contribute to their full potential in pursuit of organizational objectives

　o Creates an entrepreneurial environment which empowers direct reports to own outcomes and contribute growth and ideas o Provides direction and guidance to reporting sales and clinical professionals who exercise significant latitude and independence in their assignments. o Keeps Structural Heart vision and values at the forefront of decision making and action

　o Demonstrates effective change leadership

　o Maintain and develop skillsets of direct reports for both soft and hard skills

- Manages and activates accounts to maximize the business within the existing patient pool

　o Partners with AM, TA Specialists, Marketing and Training & Education to establish strategic pathways and account objectives that will expand the MR patient pool and deliver procedural and sales growth for accounts.

　o Ensures a firm grasp of account activity, current and historical performance and uses this knowledge to develop sales strategies with customers about MitraClip therapy and referral generation in their accounts.

　o Prepares and submits account plans and reports to sales management by analyzing and compiling data, projections, and other relevant information together with AM and TA Specialists.

　o Supports AM and TA Specialists to organize and manage local programs according to plans, including local referral programs within existing HCP networks including facilitating echo education seminars and training / developing others who will assist with screening, patient education and/or referral generation.

　o Builds relationships in various hospital departments (echo lab, nursing, surgery, cardiology, hospital administrator, etc.) to establish hospital-wide understanding and support for MitraClip

　o Oversees administrative process for new accounts and dealers including schedule management, inventory handling, expectation setting, contracting, and education of stakeholders.

- Builds strategic partnerships to further Structural Heart, Transcatheter Technologies Business Unit, and District objectives

- Gathers primary intelligence and market data in collaboration with AM and TA Specialists, and updates NSM and BUD in timely, complete manner

- Monitors and maintains compliance with company policies and procedures as well as regulations and statutes applicable in Japan

- Maintains clinical and technical expertise by attending company product training sessions.

- Maintains a safe working environment

Position Scope

District Managers are responsible for achievement of the goals and objectives associated with MitraClip and future products within his/her assigned region by managing AM and TA Specialists and also supporting account management activities and local referral activities leveraging the existing networks. 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

- Ability to work collaboratively, internally and externally

- Ability to manage and prioritize multiple projects and adapt to a changing, fastpaced environment

- Ability to lead and motivate a team and work in a group environment, including interaction with senior and executive level leadership

- Must be highly analytical and possess strong interpersonal skills including influencing, negotiation and teamwork skills

- Must possess excellent oral and written communication skills

- Must be process-oriented and understand the of role of process in successfully implementing strategy

- Experience with digital sales tools, execution tools, and sales force automation preferred

- Business-level English preferred; ability to read English mandatory

- Proactive, action-oriented and patient-centric

- Self-starter, proactive, and innately curious

Qualifications

- Bachelor’s degree or higher

- 5 or more years of experience in medical device product areas or related discipline, including direct experience in product sales

- Ability and willingness to travel 50%-75%

- Proven leadership skills and experience managing diverse teams preferred

- Experience with Structural Heart or Interventional Cardiology preferred

Accountability

- District Manager reports to National Sales Manager, Transcatheter Technologies, Japan

- District Manager will drive and be held accountable for quarterly and annual goals at each account in responsible territory, including revenue and new account openings

- Working within broad objectives, contributes to the development/implementation of company sales policies, procedures and day- to-day area practices; develops/implements systems and procedures to maximize access to area sales information on which to base strategic business decisions.

- Has authority to make resource, schedule and performance commitments for assigned efforts and is accountable for results.

- Decisions and recommendations have a critical impact on significant District projects or operations.

- Acts as mentor to staff to develop solutions and resolve complex problems that could significantly impact organization budgets or commitments; resolves complex problems and develops original solutions.