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Abbott Key Account Manager in Stockport, United Kingdom

About Abbott

At Abbott, we're committed to helping people live their best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 99,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

Territory

East Riding of Yorkshire, North Yorkshire, Lancashire, County Durham, Cumbria, Northumberland and Tyne and Wear

Description

The role of the Key Account Manager within each of these core markets is to ensure Abbott Rdx leads in the move toward POC within both a primary and secondary care setting. This will require managing and influencing a wide variety of stakeholders and pathways.

An entrepreneurial and high calibre self-starter with a proven track record and a consistent high achiever in the Healthcare sales arena. You will contribute to Abbott Rapid Diagnostics growth and development. Working across all levels within the NHS, Public Health and Local Authority settings. This role involves researching, identifying, assimilating and prioritising key opportunities within a region.

The role focusses on developing key accounts for Abbott’s products and services in partnership with other business functions. You will implement national strategies for new and existing products and services, including mapping out and building stakeholder relationships. This requires the ability to ‘sell’ all of the company’s products and services across Primary & Secondary Care sectors.

The KAM is expected to 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.

The role is regional but may have national elements. Depending on your areas of expertise you may be asked to assist colleagues in other parts of the UK & Ireland.

Responsibilities and Duties

  • Development of markets andcustomers, achieving sales targets, providing general customer service in thevarious areas of responsibility

  • Responsibility for the development and execution ofthe full Abbott Rdx product portfolio within the area within given businessunit

  • The KAM is expected to lead and initiate projects or workas part of a project team as required, demonstrate excellent business acumenand strive to meet and exceed agreed financial and strategic objectives

  • Building up a strong relationship with all stakeholdersin key accounts

  • Participating in all sales andmarketing meetings as well as all important congresses

  • Understanding their salesstrategies and transferring the UK marketing campaigns to a regional level

  • Ability to articulate issues andbusiness opportunities with relevant customers to secure long term strategicbusiness opportunities

Grow Abbott Rdx business in both primary and secondary care setting in line with company expectations, delivering a margin >60% and sustaining a growth rate that is double market growth. 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.

Personal Characteristics

  • Effectivecommunicator, excellent interpersonal skills with the ability to achieveresults through influencing others. Demonstrated ability to maintain positivepeople relationships and build strong links with all departments

  • Self-starter, possesses flexibility andability to work under pressure in a fast-changing environment and ambiguoussituations

  • Positive attitude, teamplayer with a high level of initiative, energy and enthusiasm

  • Excellent organisation,facilitator and presentation skills

  • Responsible-minded with ahigh persuasive power

  • Driven by objectives,solutions, meet the deadlines and customer satisfaction

Requirements

  • Exceptional selling skills

  • 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

  • NHS and environmental knowledge

Experience:

  • At least 5-10 years industry experience with ideally 3-5 years of experience in sales

  • Familiarity with diagnostic industry practices and ideally has familiarity with [market(s) relevant to product line].

  • Thorough knowledge of UK healthcare industry, NHS and private healthcare providers

  • Consistent track record of achieving profitable growth

  • Demonstrable track record in 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.

Other:

  • Frequent UK travel (up to 80% of time) is anticipated.

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

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