Be passionate in their customer focus and service ethic
Maintain an infrastructure that is motivational and integrates with government focussed colleagues, marketing, market access, clinical
Encourage new ideas within a framework of business planning and territory management.
Informal support in the Development of future leaders and talent
Recruit, negotiate and manage distributor relationships as allocated
Achieve target (s) of double digit growth or double market growth rate and a profit margin of >60%
The leader will need to set an example in producing realistic business plans for their remit paying attention to the overall business objectives and constraints and view the business as their own.
This in turn will be complimented by individual territory plans
Sales Process Management
In their personal performance and in managing distributor performance:
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 entire organisation 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 and relationships
Manage self in determining which strategic engagements with regulators, purchasing bodies, luminaries and so on, need to be developed and maintained. (see below on collaboration)
Strategic contribution and collaboration
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.
lead and initiate projects or work as part of a project team as required, demonstrate excellent business acumen and strive to meet and exceed agreed financial and strategic objectives.
Maintain and communicate on a regular basis a view of the strategic landscape within your Region to Commercial Director and Marketing Teams within Abbott Rdx.
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, 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
Proficient in dealing with both primary and secondary customers at all levels
Fluent in building / constructing compelling business cases
Good knowledge of managing numerous stakeholders in sales cycles that exceeds 9 months.
Working knowledge and experience in medical equipment leasing and managed services
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
IT - MS Word, Excel (intermediate), PowerPoint, CRM system(s)
Coordination and delegation
Fluent in English
At least 5-10 years' industry experience with ideally 3-5 years of sales leadership experience
Familiarity with diagnostic industry practices and ideally has familiarity with market(s) relevant to product line.
Thorough knowledge of the healthcare industry and private healthcare providers
Consistent track record of achieving profitable growth
Demonstrable track record in building, leading and developing teams
Negotiation success, securing contracts.
Working knowledge of leases and managed services
Ideally experience delivering change initiatives and facilitating change in a customer focused organisation
Ability to think innovatively and not be constrained by current practices
Experience in CRM systems
Advanced Excel and PowerPoint skills
Preferred educational background:
Degree or higher in Business, Biological Science or related field.
Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 109,000 colleagues serve people in more than 160 countries.