The Opportunity
The role of Key Account Manager, based in Dubai, manages large accounts/situations as a business partner with a long-term perspective. S/he is responsible for building and maintaining solid relationships with key customers with a sizable revenue per year (to be evaluated for every role in every country separately when the job is evaluated by C&B).
Key Account Manager works for increasing market share and revenue generation within the key accounts/territory for company's full EP product range of disposables, software and capital equipment. Keeps focus on Profitability and Margin, not only on Revenue.
What You'll Do-
Build partnership and strong relationship with a long-term focus
Interact with purchasing groups, administration, and key decision makers in centers
Interact with patient/physician associations, governmental bodies, local political networks (including close collaboration with Market Access)
Coordinate with Regional Sales Managers to identify sales opportunities and manage sales funnel
Use data and reports (PowerBI, SalesForce…) to derive insights and drive the business
Work with the Country Manager and the Financial Controller to identify Margin Improvement Plans and action them
Has a 360° vision when building offers, including full portfolio deals, services and out of the box thinking
Work with the sales team to keep deals alive after the closing
Negotiate with centers, able to influence decisions
Able to prospect Strategic Customers and Detractors with an entrepreneurial mindset
Understand future R&D roadmap and anticipates future product entries
Advanced patient flow knowledge in the hospital and in the country. Understand the referral network of the hospital
General
Timely reports to RSM and complete all administrative tasks accurately and on time
Deliver Abbott message as a strong Abbott and EP Ambassador
Maintain a strong up-to-date technical knowledge of relevant therapies, ABT products, clinical practices, regulatory requirements, quality standards and business policies
Follow all local, regional and global corporate policies with respect to expense reporting, travel booking, etc.
Ensure that all Abbott’s Quality Procedures are followed and adhere to technical, clinical and ethical standards and practices applicable and complies with Abbott quality standards, legal and regulatory requirements and the Code of Business Conduct
Expectations
Commercial Expectations
Technical/Clinical Expectations
Manages large accounts/situations as a business partner with a long-term perspective
Understand finance, health economics, legal, etc.
Has a 360° view of what is done in the account, able to mobilize internal resources
Advanced patient flow knowledge in the hospital and in the country
Strong negotiator and able to influence decisions
Understand future R&D roadmap and anticipates future product entries
Explore new ways to do business
Able to prospect Strategic Customers and Detractors with an entrepreneurial mindset
Broad spectrum of competencies – financial, health economics, legal, etc.
Understand the referral network of the hospital
Master Integrity Selling and apply AIDINC methodology on a regular basis. Able to train on the methodology
Required Qualifications
Education: Preferably Masters’ degree minimum in Sales, Marketing or Finance or strong proven track record in sales
Qualifications, Experience:
Broad spectrum of competencies – Financial, Health Economics, Legal, etc.
Compliance knowledge including Bid & Tender competencies as well as compliance’s
At least 5 years of experience in a similar role, Sales role or Business Analysis role
Advanced patient flow knowledge in the hospital and in the country
Fluent in English
Very strong negotiation skills with ability to use facts to influence decisions
Be assertive with advisory skills in order to be seen as a consulting by the key customers
Good applicative financial skills and business analysis capacities, including knowledge of financial principles, pricing strategies
Good analytical skills
Team spirit with the ability to work with several functions (sales, legal, finance, etc.) and to build solid relationships with the Regional Sales Manager
Advanced negotiation and advisory skills
Senior presence, and ability to interact with the hospital C-suite
Excellent personal computer skills including MS Excel, Word, Outlook and Power Point
DETAILS TO REGISTER FOR THIS JOB:
https://www.jobs.abbott/us/en/job/ABLAUS31150220ENUSEXTERNAL/Key-Account-Manager?utm_source=linkedin&utm_medium=phenom-feeds
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