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Key Account Manager Primary Care

4 maanden geleden

Hoofddorp, Nederland Abbott Voltijd

About Abbott

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 113,000 colleagues serve people in more than 160 countries.

About Abbott Rapid Diagnostics

Abbott Rapid Diagnostics’ goal is to lead in market development and adoption of point of care diagnostics (POC) in our core market Infectious Diseases. The move from laboratory-based tests and the associated material and information flows to diagnostics delivered at the point of care requires deep change for many customers.

Abbott believes that when diagnosing and monitoring health conditions, Making Every Minute Count is important. Abbott delivers on this vision by providing reliable and actionable information through rapid diagnostic tests, enhancing clinical and economic health outcomes globally. Abbott focuses on rapid diagnostics for infectious disease, cardio-metabolic disease and toxicology.

Description

The role of the Primary care sales representative is one our most critical appointments – is to ensure Abbott RDx ID leads in large scale moves toward POC within the private and strategic partners sectors. This will require managing and influencing a wide variety of stakeholders include c-suite level.

As an entrepreneurial and high caliber self-starter with a proven track record and a consistent high achievement in the Healthcare sales arena, you will contribute to ARDX growth in the primary care settings.

The Primary care sales representative actively contributes to both strategy and execution within the business unit. Execution includes working with Market Access, Marketing and the sales teams in implementing deals agreed centrally. The ability to think, plan and work strategically and commercially are critical to ensure success in this role. 

You will focus on the areas below, but the right individual will also develop this role into other areas:

GP’s, Pediatricians Private insurances companies Long term care centers Private healthcare providers Distributor(s)

The goal within each of these core markets is to ensure Abbott Rapid Diagnostics (ARDX) leads in the move towards POC within a primary care setting, consistently meeting business objectives and delivering growth in core product focus areas. This will require harnessing cross functional capability of the wider ARDx team and could include but not be limited to:

Commercial Director

Government Affairs

Market Access

Medical Affairs

Marketing

European Colleagues

The overall goal of the Primary care Sales representative is to build sustainable growth across ID core focus areas year on year. A great business will be characterized by:

A strategic thinker who can work with short, medium and long term plans

The ability to develop and maintain great relationships that drive results

Out-performing competitors through taking market share

Ability to prioritise and focus on what needs to be done

A passion to succeed and a track record of success

Team spirit that values diversity in people

Integrity

Responsibilities and Duties

Performance

Delivery of sales vs target

Achieve target (s) of double digit growth or double market growth rate and a profit margin of > 60%

Encourage new ideas within a framework of business planning and territory management

Sales Management

Strategic Business Planning

Producing realistic business plans, paying attention to the overall business objectives and strategies and constraints and view the business as their own

Sales Process Management

Managing with CRM the three key elements of our sales process namely: funnel, current and results closely ensuring each member is on track

Forecasting and reporting

Provide regular timely forecasts of performance, product demand, expenditure etc. Report as required to ensure the region and team are on track and meet ad-hoc reporting needs that arise.

Market Access strategy

Work closely as dotted line with market access department in order to develop and implement a market access strategy that serves performance achievement.

Segment the market & select the right accounts to roll out the sales strategy.

Strategic contribution and collaboration

Serve as part of the Dutch Sales team in helping to determine strategy, setting targets, budgeting and working collaboratively with other functions when appropriate.

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.

Maintain and communicate on a regular basis a view of the strategic landscape within your Commercial Director, Market Access and Marketing Teams within ARDX

Requirements

Fluency in Dutch and English language

Previous experience in a Sales role, ideally in a comparable environment

At least 5 years’ experience working in Medical Devices or similar environment

Detailed understanding of the industry

Ideally experience delivering change initiatives and facilitating change in a customer focused organization.

Experience in CRM systems

Advanced Excel and PowerPoint skills