Abbott are recruiting for a Key Account Manager to join the Abbott Rapid Diagnostics Division (ARDX). The Territory is North East- County Durham & Darlington, Northumbria, Newcastle upon Tyne, Cumbria, North Tees, Blackpool, Lancashire, Middlesbrough and Sunderland.
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 and customers, achieving sales targets, providing general customer service in the various areas of responsibility - Responsibility for the development and execution of the full Abbott Rdx product portfolio within the area within given business unit - 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 - Building up a strong relationship with all stakeholders in key accounts - Participating in all sales and marketing meetings as well as all important congresses - Understanding their sales strategies and transferring the UK marketing campaigns to a regional level - Ability to articulate issues and business opportunities with relevant customers to secure long term strategic business 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 - 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
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: - Strong industry experience with good 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
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.