Commercial Account Manager
3 weeks ago
The Opportunity
The Commercial Account Manager – Cardiometabolic is responsible for business development, relationship management and commercial success of their nominated specific customers within their region and/or territory.
Responsibilities
Technical / Operational
Identify business opportunities, develop strategies to address those opportunities, and co-ordinate the implementation of those strategies within the Cardiometabolic business unit of ARDx.
Regularly monitor sales performance of your territory against assigned budgets and take corrective actions as required to meet company business plans.
Professionally represent the Cardiometabolic product portfolio and Abbott at local/regional sales and professional society meetings, congresses and trade shows.
Provide end to end support for the Customer journey including installation and training on Cardiometabolic products, as well as regular follow up to enhance the overall customer experience.
Internal Systems and Processes
Comply with ARDx’s Quality Management System policies, procedures, work instructions and forms.
Report regularly on the performance of your allocated customer accounts in the required format and implement strategic plans to achieve revenue targets.
Maintain SalesForce.com opportunities and activities as per nominated requirements from the Business Manager – Cardiometabolic.
Co-ordinate and communicate regularly with Customer Service, Technical Support and direct Manager to ensure highest level of service delivery to customers.
Comply with Abbott Corporate policies and procedures.
Customers
Develop profitable relationships with senior business management.
Maintain routine contact with key account stakeholders
Co-ordinate and complete any necessary training/support/evaluations for your Customer Accounts
Financial
Achieve Revenue targets.
Achieve Growth targets.
Operate within the annual expense plan
Conduct
Ensure all activities carried out by self are in accordance with legislative employment policies, safety requirements and corporate policy.
Promote a standard of excellence for quality and customer focus at Abbott.
Uphold the company’s Code of Conduct.
Live our Abbott Values – Pioneering, Achieving, Caring, Enduring.
QUALIFICATIONS
Relevant Medical/Science degree qualification or similar with related background/knowledge of healthcare landscape
Desirable
Post Graduate Business qualifications (Highly Preferred).
Completion of Negotiation Skills/Sales courses
EXPERIENCE
Essential
5-10 years working in a sales/business development/marketing role within a commercial healthcare organization
Demonstrated history of high-level sales performance
Working history of developing business opportunities at senior levels of customer organizations
Exposure/interaction with clinical/medical healthcare workers.
High level attention to detail
Desirable
Demonstrated understanding of in vitro diagnostic medical devices
LICENCE/REGULATIONS
Essential
Current driver’s license
Current passport
Competencies and Attributes
Ability to comprehend and be conversant in medical/scientific terminologies and processes
Ability to develop customer specific commercial strategies across diverse customer departments/hierarchies and implement those strategies to success
Ability to provide product training to end-user customers ensuring high level competency to use the equipment/tests according to the IFU
Demonstrated ability to analyse sales data to determine trends and relevant metrics necessary for territory planning
Internal Systems and Processes
Proficiency in business software e.g. MS Office, MRP systems, CRM systems
Ability to plan and prioritise work according to business needs and maintain flexibility to change focus when required
Contribute to business operational improvements when required
Regularly document sales activities and opportunities on company CRM (SalesForce)
Customers and external stakeholders
Ability to develop and maintain commercial relationships at senior levels of the customer organization
Ability to communicate effectively at all levels of customer organisations
Financial
Ability to visualize, develop and implement commercial product/service offerings which may encompass multiple customer locations/cost centres
Ability to rationalize commercial opportunities to concentrate on the greatest return for resources expended
Ability to plan sales strategies and activities to achieve territory financial goals
INTERPERSONAL AND JOB-RELEVANT QUALITIES
Interpersonal skills
Effective communicator, excellent interpersonal skills with the ability to achieve results through influencing others
Demonstrated ability to maintain positive people relationships and build strong links with all departments
Self-starter/self-motivated individual who possesses flexibility and ability to work under pressure in a fast-changing environment and ambiguous situations
Positive attitude, team player with a high level of initiative, energy and enthusiasm
Excellent organisation, facilitator and presentation skills
Responsible-minded with a high persuasive power
Driven by objectives, solutions, meet the deadlines and customer satisfaction
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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