JOB DESCRIPTION:

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

• Career development with an international company where you can grow the career you dream of.
• A company recognized as a great place to work in dozens of countries worldwide 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 the best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity
This position is based in our Egypt location within Abbott Rapid Diagnostics.

Divisional Information

Our rapid diagnostic solutions are used in hospitals, laboratories, and clinics around the globe. The crucial information derived from our tests, instruments, and informatics systems is often the first step in patient care decision-making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers. 

Primary Objective of Position

Managing relationships with customers, commercially steering the business, These break down into two distinct focus groups: Private healthcare providers, insurers and outsourced service provision , Public hospitals, MOH, HC officials, KOLs. Distributor(s) & FUNDERS offices, Procurement bodies .

This position will be accountable for sales & business development in ARDx IDEM leveraging the products portfolio in order to maximize revenues and profitable growth for the business in the region of responsibility which includes Egypt-Libya-Sudan-Algeria-Morocco & Tunisia :

• Achieve the target revenues.
• Open new business opportunities.
• Distributor selection & management in the region
• Direct contract management with UPA in Egypt.
• Team management
•  Develop the vision for sales in terms of direction, growth and overall targets.
• Ensure that all standing Regulatory and Quality, and Ethical Procedures are followed as per company policies.
• Presidential initiatives KOLs management, engagement & advocacy.
• Market share maximization
• Market development

The goal within each of these core markets is to ensure Abbott Rapid Diagnostics leads in the move toward POC & rapid diagnostics within both a primary and secondary care setting, and ensure Abbott has proper share within the funded market , achieving the sales targets, business growth, market share gaining, new accounts and projects consistently meeting business objectives. This will require harnessing cross functional capability of the wider ARDx team and could include but not be limited to:

• RA
• Global accounts
• Tenders and Contracts or Administrative Support functions
• Marketing
• International Business Development Colleagues
• Customer service
• Supply chain
• Market access
• Medical colleagues
• Governmental affairs  

2.

Major Accountabilities

The more detailed responsibilities associated with the role fall into a few distinct categories and are described at a high level below:

Performance:

• Develop the region for a business of 15 Millions with in 2-4 years from start.
• Pave the way for new launches like self tests, and other professional testing, via securing the proper launch preparedness with Key customers and distributors, funders, governmental affairs.
• Encourage new ideas within a framework of business planning and territory management.
• Recruit, negotiate and manage distributor relationships as allocated.

Sales Management:

• Build, maintain and expand strong partnerships with target accounts.
• Foster business development via consultative selling approach to KOLs
• Coordinate promotion of new and existing products, with all relevant marketing activities such as product presentations and competitor information, in order to guarantee highly competitive standards and maximize ARDx division visibility and image.
• Achieve target(s) of double-digit growth or double market growth rate and a profit margin of >60%
• Ensure proper management of procurement agencies esp. UPA in Egypt
• Take full responsibility of direct contract with Egyptian government

Business Planning:

• Producing the business plans for their remit paying attention to the overall business objectives and individual territory plans.

Sales Process Management:

• Managing the three key elements of our sales process namely:  funnel, current and results closely ensuring each member is on track.
• Work closely across the organization and the distributors to ensure the team are well equipped and supported.

Forecasting and Reporting:

• Provide regular timely forecasts of performance, product demand, expenditure etc. Report as required to ensure the region and team are on track and meet ad-hoc reporting needs that arise.

Strategic Engagements & Relationships

• Maintain advocacy for funders (UNDP – UNICEF-WHO, ETC) & Program directors in Egypt.
• Develop funder relations in Morocco.
• Maintain strong advocacy within the UPA with the UPA CEO/Head of Laboratory.
• Maintain and strengthen advocacy across all UPA stakeholders including and not limited finance directors, service heads, procurement officers, etc.
• Maintain & strengthen the relationship with regulatory authorities EDA -in order to ensure smooth supply through direct contracts
• Manage self in determining which strategic engagements with regulators, purchasing bodies, luminaries and so on, need to be developed and maintained.
• Lead cross functional country planning and execution.
• Serve as part of the leadership and management team in helping to determine the strategy, setting targets, budgeting, and working collaboratively with other functions when appropriate. The most notable close collaboration will be with marketing and customer care.
• Maintain and communicate on a regular basis a view of the strategic landscape to Regional General Manager EEMENA and Marketing Team.
• Close monitor & development of distributor teams in Private & Public sectors

3.

Education

• Bachelor’s degree in health care graduate (Pharmacist- Biomedical engineer – clinical – medical background)
• MBA or business diploma is preferred not a must.

4.

Background

• At least 10 years healthcare industry experience within North Africa, mainly Egypt & Libya – big plus for experience in rest of countries
• Familiarity with diagnostic industry practices and ideally has familiarity with market(s) relevant to product line is a plus.
• Egypt extensive ground experience in dealing with direct contracts with UPA is a must to have.
• Fluent in building / constructing compelling business cases.
• Good knowledge of managing numerous stakeholders in sales cycles that exceeds 9 months.
• Skilled and experienced negotiator.
• Contracting experience adequate to work with legal counsel in drafting heads of terms and working through contract reviews.
• Informal coaching and leadership of stakeholders
• Understanding the funnel management (sales funnel) process.
• IT – MS Word, Excel (intermediate), PowerPoint, CRM system(s)
• Fluent in Arabic & English , French is a a plus.

Apply Now

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at abbott.com, on LinkedIn at https://www.linkedin.com/company/abbott-/, and on Facebook at https://www.facebook.com/AbbottCareers.

     

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:

ID Infectious Disease

        

LOCATION:

Egypt > Cairo : KTC Building

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Yes, 75 % of the Time

     

MEDICAL SURVEILLANCE:

Not Applicable

     

SIGNIFICANT WORK ACTIVITIES:

Not Applicable