Strategic Account Manager

JOB DESCRIPTION:

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

• Career development with an international company where you can grow the career you dream of .
• Amazing health and wellness benefits and perks.
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

Job overview  

• Building long-term partnerships between Abbott and Key strategic account customers, Including outside Lab decision makers, Hospital/Commercial Lab c-suite and procurement, Lab Department management, consultant, scientific officer down to users’ level.
• Provide end-to-end solution possibilities across Abbott Diagnostics’ portfolio and solutions that drive Abbott and customer’s growth as well as customer’s healthcare performance improvement.
• Lead complex, end to end, multi-stakeholder sales and contract negotiations, ensuring delivery of customers and Abbott commitments.
• Accountable for driving market share growth through new business opportunity realization and contract renewals.
   

Responsibilities
 

• Responsible for C-Suite relations within hospitals and top commercial lab accounts. Drive sales growth initiative and business acquisition in such accounts to deliver plan sales growth
• Build long term relationship with key public and commercial accounts to ensure business / contract / tender renewal.
• Develop deep insight into customer business, financials, industry trends and regulations to shape multi-year account strategies.
• To identify key acquisition opportunities for responsible key accounts in rolling 5 years long range plan. Build pipeline and tracking of the progress.
• Execute country strategies to drive new business win.
• Work with local teams, TSD (total Solution Design), Service, DHS and Applications teams to conduct activities across sales cycle.
• Business Planning and conduct business reviews and monthly forecasting on key accounts to drive and prioritize sales activity.
• Ensure account strategy planning is completed and time utilization process in place to optimize sales effectiveness.
• Ensure all company activities are conducted within the framework of the Abbott Code of Business Conduct and applicable laws.
   

Requirements : Education and Experience

• Bachelor’s Degree in science or related disciplines preferred in IVD, medical device, Molecular, Life Sciences or Healthcare industry
• Minimum 5 years of IVD experience developing and selling customized solutions to senior level in HA and healthcare institutions.
• Proven Sales experience on account management, Sales forecast, and planning, as well as people management skill
• Proven track record of good customer relationship and communication skill
• Able to build strong cross functional relationships and collaboration within organization and is a strong motivator to drive consistent performance for Sales team
• Successful engagement with customers specifically senior management and key stakeholders. Working Healthcare and diagnostics industry knowledge that includes the following : changing market dynamics, key competitors, terminology, challenges, and regulations
• Understand performance metrics in Hospital , tender process or Laboratory settings and recommending solutions accordingly.
• Customer orientated - achieves exceptional levels of customer satisfaction by understanding customers’ needs and overcoming all hurdles and adapting product and service delivery to meet those requirements
• Software knowledge (Excel, PowerBI and CRM dashboard review & management)

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Force

DIVISION:

CRLB Core Lab

LOCATION:

New Zealand > Auckland : RPD

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 20 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)