MAIN PURPOSE OF ROLE

To profitably grow and protect Abbott Core Diagnostics business Enterprise/Landmark/Assigned Accounts through the development of high- level business relationships, strategies and execution of aligned tactics that ultimately closes business and grows Abbott’s market share.

MAIN RESPONSIBILITIES

1. Responsible for positioning Core Dx End-to End solutions & Value Proposition to Large, complex enterprise-named / Landmark/assigned accounts focused on new business and retention of current customers. To generate profitable and sustainable growth that satisfies customers’ expectations.

2. Establishes and builds key stakeholder relationships inside lab (Director Level) and outside Lab  (Executive Level) & across the Health System. Leverages them in driving new profitable sales in the ‘core lab’ and helping to grow and protect current business. Influences at Executive level and presents with impact.

3. Achieves revenue, margin, contract closes and other targets and performance measures. Where required, provides internal reports, reviews, and forecasts.

4. Utilizes consultative techniques and tools to elevate customer engagement and build valuable customer and Abbott insight.  Develops value quantified solutions to solve identified customer challenges and leverage discovered opportunities.

5. Leads an internal cross-functional selling team to execute a strategic account plan for each enterprise customer; coordinates team activities across entire customer network to maximize profitable growth.

6. Provides leadership (non-reports) of the Abbott Diagnostics team and coordinates activities when required.  Negotiates for resources, plans, and executes activities for the long term and sustainable growth of Abbott Diagnostics, aligned with its corporate strategy.  Manages across Abbott matrix organization to align around a customer winning plan.

7. Responsible (and through local country collaboration) for overall account management; including uncovering a large complex organization’s strategic long-term plan and translating into a winning solution for Core Dx; oversees detailed account planning and sales forecasting (monthly and annual); negotiates contracts and all pricing resulting in long-term commitments.  Utilizes and models Abbott’s best practice selling, strategic planning and management tools.  Collaborates with other Abbott business groups where appropriate to drive customer value propositions.

8. Builds a strategic plan (aligned with local countries) to grow, amplify and protect Enterprise/Landmark & assigned Accounts, through clear share capture & value expansion activities.  Working with customer experience teams, ensures customer satisfaction through a well developed and executed loyalty plan and activities.

QUALIFICATIONS

Education

• A degree in Business, Commercial, Science, or other degree
• A post-graduate MBA or equivalent will be highly regarded.

Experience/Background

• Significant & demonstrated successful sales experience in complex, multilevel, multisite selling environments.
• Healthcare, Technology, Solutions markets highly regarded
• Track record in liaising, influencing, consulting for customers at executive level to achieve objectives.
• Demonstrated collaborative leadership and team management.
• Excellent communication, negotiation, commercial, presentation, influencing and strategic planning skills.
• Muti level Strategic selling capability
• Business Level English language skills
• Able to manage across organization and matrices.