Corporate Accounts Manager
5 days ago
The Opportunity
This position works for Abbott Vascular, a leading provider of innovative, minimally invasive, and cost-effective products for the treatment of vascular disease.
Overview
This role is responsible for developing and managing business strategies to achieve collaborative and profitable business relationships with major private corporate accounts, National/Regional public tenders, hospital chains, and hospital networks.
Responsibilities
- Develop and maintain strategic business relationships with corporate accounts at a hospital CEO and CFO level to promote Abbott and technology brand awareness, manage profitable corporate agreements, and negotiate new agreements.
- Increase sales and market share through working closely with the ANZ Leadership Team and Sales and Marketing teams on strategic planning and business development, directing action towards the achievement of strategic goals.
- Lead the tender process to ensure streamlined and timely tender submissions.
- Lead negotiations and be the point person for Abbott in relation to these processes.
- Manage GMI initiatives through the implementation of Commercial Excellence tools, leading to increased efficiency and reduced costs in operational initiatives at key account level.
- Structure and propose tailored negotiation solutions for each key account, considering Tender or Prothesis List (PL) limitations, providing different scenario considerations for different outcomes.
- Create and implement strategies for major accounts highlighting planned tactics to develop profitable business relationships and gather information for future business plans and initiatives.
- Analyse business requirements, define customer needs, and effectively maintain Abbott Medical ANZ awareness of corporate account/government purchasing groups.
- Identify new customers and new business opportunities through internal and external contact liaison.
- Develop understanding of the major corporate accounts' procurement and supplier structures and management practices to ensure Abbott leverages these channels to achieve sales and profit targets.
- Coordinate with Abbott commercial and other internal stakeholders to tailor proposals to achieve 'Preferred Supplier' status for Abbott in Supply Agreements.
- Maintain knowledge of industry trends through in-field contact, educational events, trade publications, and continuous learning.
- Handle and document customer complaints according to Abbott Medical ANZ Field Event Reporting Standard Operating Procedure.
- Provide account-level solutions working in coordination with multiple Abbott divisions, facilitating a OneAbbott approach when possible.
- Manage planning and execution of capital and service agreements in associated products.
Quality, Safety, and Environmental
- Attend regular departmental meetings with relevant manager/supervisor to build in continuous feedback mechanisms.
- Meet the requirements of ISO by complying with all relevant Quality policies and procedures to ensure the Quality objectives of the business are met.
- Comply with all relevant company Occupational Health, Safety, and Environmental policies, procedures, and work practices with the intent of preventing or minimising accidental exposures to self, colleagues, and/or the environment.
- Ensure any PPE provided by the Abbott is worn.
- Report any accidents or incidents within 24 hours through Donesafe and notify your manager.
Conduct
- Ensure all activities carried out by self and others are in accordance with legislative employment policies, health & safety requirements, and global policy.
- Promote a standard of excellence for quality and customer focus at Abbott.
- Uphold the Abbott Code of Business Conduct.
- Live our Abbott Values – Pioneering, Achieving, Caring, Enduring.
- Maintain up-to-date knowledge of Abbott standard operating procedures and policies and always ensure compliance.
- Ensure your Company-related activities comply with relevant Acts, legal demands, and ethical standards.
Qualifications and Experience
Essential
- Tertiary Qualification in a science, biomedical, medical science, and business management or related fields essential.
- Minimum of 7 years' experience working in the medical devices, healthcare, or pharmaceutical industry in a senior sales and/or marketing role.
- Additional education with overarching finance knowledge.
Desirable
- Master Degree in Business Administration, with expertise in negotiation and conflict resolution.
- Comprehensive medical device industry knowledge preferred.
- Experience in negotiating directly with all levels of healthcare management including CEO, CFO, contract managers, and clinicians.
- Proven track record in delivering sales targets in a complex, solution-selling environment, preferably with major corporate accounts.
- A successful record of operating at a senior level in a selling organisation.
- Experience in setting budgets and forecasting preferred.
Competencies and Attributes
- High-level communication skills, computer literate, good presentation skills, analytical skills, strong interpersonal skills.
- Strong negotiation skills and ability for conflict resolution.
- Ability to understand different scenarios and initiate multiple solution building.
This role will work within a team of very capable and passionate individuals committed to getting the best outcomes for the patients and the customers that we serve.
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