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Therapy Representative TAVI - Lyon Area Job

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Date: Jun 22, 2019

Location: Voisins le Bretonneux, 75, FR, 0

Company: Boston Scientific


  Therapy Representative TAVI Heart Sud-Est



Sud-Est (idéalement Lyon)


Purpose Statement


The core objective of this role is to act as the trusted advisor to the clinical team around the therapy they are responsible for. This is achieved by taking a leadership role in securing safe and successful outcomes for BSC therapies. They will  protect the long term value of the therapy by defending the price; ensure its safe use, through a quality of support and training in and outside of the procedure. They are responsible for therapy support during procedures. They own the training of medical staff, excluding clinical trials and for educating BSC sales staff. They maintain skills and knowledge (especially clinical studies and competitive products) to promote the therapy and differentiate such product lines against the competition in order to gain share.   They are responsible for ensuring the successful achievement of New Therapy targets whist partnering with the KAM to deliver results in core with Pull Through.


Key Responsibilities


Territory/account planning – Segmentation

  • Provides input to account potentials and behaviours based on defined market segmentation, Account Targeting Initiatives (HcP/Must Win/New Cardio etc), product launch priority accounts and Account Stakeholder Maps
  • Validates nominations based on central guidelines for New Therapy Account selection and ensures business case protects price and value of New Therapy.


Strategic Account Planning

  • Provides input to New Therapy business forecasting on accounts.
  • Working with the New Cardiology Account Manager to identify areas where the New Therapy can be leveraged to drive core business growth.
  • Builds and executes plan for Therapy Development by identifying the referring network to increase patient flow in relation to Strategic Business Partnerships & KOLs. Supports Account Manager with KOL management - develops New Therapy specific KOL.
  • Makes Therapy specific investments, keeping the Account Manager informed.
  • Escalates requests for donations and sponsorship to the Account Manager for coordinated response.


Sales Execution

  • For New Therapy engagement, attends and supports initial visit with Account Manager and ensures full in-service visit after consulting with Account Manager. Arranges, Plans and executes agreed training and proctoring activities.
  • Achieves Sales Plan for New Therapy whilst also collaborating with Account Manager to achieve Core Plan with Pull Through.
  • Provides inputs to the NCAM on the technical parts of tender and provides input on commercial offers, in creating deals and negotiating offers where requested.
  • Completes New Therapy tenders in Non-Core accounts (ie WM in EP centres) with input from Account Manager and Regional Sales Manager.
  • Promotes the successfully negotiated deals and the New Cardiology story.
  • Persuades customer on product clinical advantage and benefits to patient and offers exceptional clinical and procedural value to drive customer confidence in New Therapy.
  • Requests support from Marketing and Account Manager for further expertise in New Therapy or Core – securing the appropriate internal New Therapy resource (training, clinical, R&D)
  • Provides Cathlab Inventory Management for New Therapy (Consignment, missing stock, rotating and expiring stock management); including complaints management, follow-ups on general cathlab requests and provides feedback to Account Manager as appropriate.
  • Supports Account Manager in building key account strategies and developing new referral and therapy services if aligned with these strategies


Reporting and Communication

  • Presents plan and reports on New Therapy account status quarterly through Quarterly Business Review (QBR) with Cluster Therapy lead, shares with Account Manager.
  • Ensures completion of management tools/systems
  • Completes weekly WAP/WAR, shares with Account Manager and completes weekly calls with Cluster Therapy lead.



  • Minimum 3 years’ experience in a clinical role (cathlab or medical device/healthcare industry)
  • Experience in a selling role would be a plus
  • Interesting field : IC, SH, CRM / EP, Interventional echography
  • Location : Paris / Lyon / Nantes / Bordeaux / Marseille close to railway and airport
  • National Mobility



  • Product and therapeutic expertise - clinical knowledge that allows them to positively challenge customer clinical team with insight
  • Team working - internal and external collaboration (new therapy stakeholder management)
  • Clinical selling (proven experience or commercial sense identified) – Proactive new therapy conversations with customers to partner on strategic plans
  • Creative problem solving for clinical impact – offer alternative clinical solutions
  • Organized, structured, methodic approach
  • Pedagogical skills
  • Humility
  • Fluent english


Leading Indicators of Success

  • Acts as trusted advisor to clinical team through procedures and has leadership role ensuring safe and successful outcomes
  • Contributes to the development of successful New Cardiology deals
  • Understands and supports strategic trade-off between New Therapy sales and protecting the long term value of price, quality and safety.
  • Ability to assess account suitability for successful, sustainable and safe therapy adoption.
  • Clearly demonstrates an understanding of what resource is required to support New Therapy activities - training, proctoring, case support, patient referral.....
  • Understands and supports the overall account strategy to balance overall New Cardiology results and New Therapy success

BSC 2019

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