ROLES & RESPONSIBILITIES

PURPOSE OF POSITION

This individual will function as a Business Unit Head for North provinces. They will be accountable for all business objectives in the business unit, including:

• achievement of sales and growth targets

• acquisition of new accounts

• customer experience and renewals

• profitability of existing accounts

• marketing activities and medical liaison management.

• Engaging with all Enterprise Accounts at the C-Suite level.

KEY ACCOUNTABILITIES

Sales achievement

• Accurate and reliable forecasting and delivery of sales and growth targets as defined by the General Manager

• In collaboration with the Commercial Operations manager, work with distributors to secure and maximise tender awards from government accounts

• Drive end to end solutions selling, delivering balance performance across all available product groups

• Develop and implement contingency plans to mitigate sales risk arising out of seasonality, market conditions and seasonability

Customer Experience

• Drive cadence of team around customer management, focusing on implementation of tools available that will develop customer business plans and increase stickiness

• Improve capability of sales team to be able to engage customers with our strategic selling tools

• Develop and entrench CRDx position as a solutions provider, not just a product supplier

• Drive a clear roadmap to deploy digital solutions to overcome customer operational challenges

• Drive achievement of NPS score thru good customer service and engagement

• Achieve minimally 95% renewal rate

Enterprise Accounts

• Be the key point of contact with c-suite of all enterprise customers within defined territory

• Be the champion of strategic selling with enterprise customers

• Drive strong collaboration from Abbott support functions to support business objectives of our enterprise accounts

• Strong awareness of business objectives/decisions of enterprise accounts, position CRDx to support and influence decisions to our benefit

• Where applicable – involve our Abbot divisions in our enterprise relationships

Acquisition

• Drive acquisitions of accounts in defined territory

• Achieve acquisition target as defined by General Manager

• Deploy strategic selling tools to engage with new accounts and maximise win rate

• Drive balanced performance across sales team on acquisition

• Drive end to end solution selling across full suite of products

Distributor and Channel Sales Management— in collaboration with Commercial and Distributor Excellence Manager

• Define clear go to market strategy across the different customer tiers

• Develop and implement customer segmentation and relevant rules of engagement for each tier

• Have accountability of channel sales target in defined territory

• Review customers from lower tiers and graduate them into higher tiers, adjusting go to market strategy as customers/market grows

• Drive distributor KPI improvement on customer service, such as order fill rate and NPS

Marketing

• With the support of the assigned product manager, oversee all customer focused demand generation activities in defined territory

• Accountable for all marketing investments in defined territory

• Make decisions on where/how our marketing investments will be utilised

• Accountable for ROI on all marketing investments

• Product manager will report to this individual

Medical Affairs

• Align with medical liaison from 3rd party contractor on key priorities and engagements required

• Direct and oversee deployment of medical liaison resource to maximise ROI

TSD

• Manage TSD resource, oversee deployment of resource to most critical projects

• Have final accountability of all technical proposals to customers, ensuring relevance to customer needs, while complying to CRDx profitability requirements. Solutions need to maximise utilisation and ROI on proposed hardware

• With support of TSD, ensure sales team has sufficient competitor technical knowledge to handle technical objections

Team management

• Develop and coach district manager as ready future successor to this role

• Identify next district manager candidate out of team of senior account executives

• Cascade enterprise c-suite engagement and relationships to senior account executives

• Identify strong distributor sales reps that can be future CRDx account executives

• Drive balanced performance across the team

• Ensure that each team member has a individual development plan that aligns to their career objectives

MINIMUM BACKGROUND/ EXPERIENCE REQUIRED

Knowledge & Experience :

• Willingness to travel and work under high pressure

• Preferably with sales experience in the diagnostics or health care industry.

• Impacting sales personality

• Articulate and able to express self

MINIMUM EDUCATION REQUIRED

• University Degree or preferably advanced degree ideally in medical technology, Life Sciences or Business.

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com