Directly and through their Enterprise Account Management/ Commercial Team, to manage and direct the development of high-level business relationships and strategies that will drive share capture (SC) and renewal in the country, with specific focus on Large & Landmark accounts.
Working with General Manager and Area Acquisition Director,
Core Job Responsibilities:
List the primary tasks or activities this job performs
Lead and drive executive customer engagements utilizing Abbott agreed best practices for Abbott’s account strategy development. Drive and participate in executive customer engagement and value creation tools and approaches. With team, engage customers across the health system to uncover needs, solve barriers and align on organizational vision.
Achieve country sales/new business (Current year and Carryover) & contract close targets. Provide forecasts & review business as required.
Lead and be responsible for the following functional areas: Enterprise Account Managers (EAM). Sales Executives (SE) & Total Solution Design specialists (TSD). Partner & collaborate with CE Team, Marketing and other Abbott resources on customer projects.
Establish an acquisition structure that effectively achieves new business growth.
Build market transparency in targeted segment and focus the team to Play The Market.
Build acquisition capability and Abbott best practice adoption and cadence to drive win rate (SC & Renewal), expand value and drive customer loyalty.
Establish and drive the acquisition organization to address requirements of large, complex, highest revenue/profit potential and most important accounts to achieve a competitive advantage and create profitable sustainable growth.
Lead development and participate in and review Share Capture and Renewal account opportunity strategic sales plans (Opportunity Playbooks/Advance 8) to execution and ultimate success. Ensure deal profitability expectations are met.
Provide coaching to acquisition team to facilitate ongoing development.
Help team manage ambiguity in complex selling environment (internally and externally).
Co create value through activities that amplify and protect existing business.
Complete required reporting, forecasting, budgeting, and CRM/pipeline management activities as required.
Lead and drive executive customer engagements utilizing Abbott agreed best practices for Abbott’s account strategy development. Drive and participate in executive customer engagement and value creation tools and approaches. With team, engage customers across the health system to uncover needs, solve barriers and align on organizational vision.
Achieve country sales/new business (Current year and Carryover) & contract close targets. Provide forecasts & review business as required.
Lead and be responsible for the following functional areas: Enterprise Account Managers (EAM). Sales Executives (SE) & Total Solution Design specialists (TSD). Partner & collaborate with CE Team, Marketing and other Abbott resources on customer projects.
Establish an acquisition structure that effectively achieves new business growth.
Build market transparency in targeted segment and focus the team to Play The Market.
Build acquisition capability and Abbott best practice adoption and cadence to drive win rate (SC & Renewal), expand value and drive customer loyalty.
Complete required reporting, forecasting, budgeting, and CRM/pipeline management activities as required.
Minimum Skills Required:
Identify the specific skills needed to perform this job effectively (leadership skills, selling skills, computer literacy)
Knowledge / Education Required:
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Experience Required:
Quality, Safety & Environmental Responsibilities:
The base pay for this position is
In specific locations, the pay range may vary from the range posted.