Commercial Account Manager

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Working at Abbott
 

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

• Career development with an international company where you can grow the career you dream of .

• Amazing health and wellness benefits and perks.

• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.

• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.
   

The Opportunity
 

We are looking for a Commercial Account Manager responsible for VIC, SA, TAS, WA. The Commercial Account Manager – Cardiometabolic is responsible for business development, relationship management and commercial success of their nominated specific customers within their region and/or territory.
 

Responsibilities
 

Technical / Operational

• Identify business opportunities, develop strategies to address those opportunities, and co-ordinate the implementation of those strategies within the Cardiometabolic business unit of ARDx.

• Regularly monitor sales performance of your territory against assigned budgets and take corrective actions as required to meet company business plans.

• Professionally represent the Cardiometabolic product portfolio and Abbott at local/regional sales and professional society meetings, congresses and trade shows.

• Provide end to end support for the Customer journey including installation and training on Cardiometabolic products, as well as regular follow up to enhance the overall customer experience.

• Internal Systems and Processes

• Comply with ARDx’s Quality Management System policies, procedures, work instructions and forms.

• Report regularly on the performance of your allocated customer accounts in the required format and implement strategic plans to achieve revenue targets.

• Maintain SalesForce.com opportunities and activities as per nominated requirements from the Business Manager – Cardiometabolic.

• Co-ordinate and communicate regularly with Customer Service, Technical Support and direct Manager to ensure highest level of service delivery to customers.

• Comply with Abbott Corporate policies and procedures.
   

Customers

• Develop profitable relationships with senior business management.

• Maintain routine contact with key account stakeholders

• Co-ordinate and complete any necessary training/support/evaluations for your Customer Accounts
   

Financial

• Achieve Revenue targets.

• Achieve Growth targets.

• Operate within the annual expense plan
   

Conduct

• Ensure all activities carried out by self are in accordance with legislative employment policies, safety requirements and corporate policy.

• Promote a standard of excellence for quality and customer focus at Abbott.

• Uphold the company’s Code of Conduct.

• Live our Abbott Values – Pioneering, Achieving, Caring, Enduring.
   

QUALIFICATIONS

• Relevant Medical/Science degree qualification or similar with related background/knowledge of healthcare landscape
   

Desirable

• Post Graduate Business qualifications (Highly Preferred).

• Completion of Negotiation Skills/Sales courses
   

EXPERIENCE

Essential

• 5-10 years working in a sales/business development/marketing role within a commercial healthcare organization

• Demonstrated history of high-level sales performance

• Working history of developing business opportunities at senior levels of customer organizations

• Exposure/interaction with clinical/medical healthcare workers.

• High level attention to detail
   

Desirable

• Demonstrated understanding of in vitro diagnostic medical devices
   

LICENCE/REGULATIONS
 

Essential

• Current driver’s license

• Current passport
   

Competencies and Attributes

• Ability to comprehend and be conversant in medical/scientific terminologies and processes

• Ability to develop customer specific commercial strategies across diverse customer departments/hierarchies and implement those strategies to success

• Ability to provide product training to end-user customers ensuring high level competency to use the equipment/tests according to the IFU

• Demonstrated ability to analyse sales data to determine trends and relevant metrics necessary for territory planning
   

Internal Systems and Processes

• Proficiency in business software e.g. MS Office, MRP systems, CRM systems

• Ability to plan and prioritise work according to business needs and maintain flexibility to change focus when required

• Contribute to business operational improvements when required

• Regularly document sales activities and opportunities on company CRM (SalesForce)

• Customers and external stakeholders

• Ability to develop and maintain commercial relationships at senior levels of the customer organization

• Ability to communicate effectively at all levels of customer organisations
   

Financial

• Ability to visualize, develop and implement commercial product/service offerings which may encompass multiple customer locations/cost centres

• Ability to rationalize commercial opportunities to concentrate on the greatest return for resources expended

• Ability to plan sales strategies and activities to achieve territory financial goals
   

INTERPERSONAL AND JOB-RELEVANT QUALITIES
 

Interpersonal skills

• 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/self-motivated individual who 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

This role will work within a team of very capable and passionate individuals committed to getting the best outcomes for the patients and the customers that we serve

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.