OverviewMAIN PURPOSE OF JOB: Responsible for the management, development and growth of regional key distributor and NHS Cardiometabolic accounts as defined in the country strategic plans. Also to generate new business via local market access initiatives in both the public and private sectors. Working closely with the National Sales Manager this role will work with local government, policy, and decision makers to develop new patient pathways and funding sources, realising national MA initiatives on a local basis. This role will also identify new revenue channels in direct sales to the NHS and private sectors in line with country strategy and ensure the business retains all existing high value prioritised accounts through commercial excellence and strong account management.
Responsibilities

Key Account Management of priority segmented accounts to retain profitable business and deliver agreed sales and profitability targets
Work effectively with target accounts to identify opportunities and win new business in high/medium potential areas
Work through full sales cycle moving customer through sales funnel in a timely manner
Identify key decision makers & stakeholders across regional procurement areas, patient groups and various corporate channels
Network effectively to provide business cases and value propositions to ensure positive tender and quote outcomes
Develop advocates and KOLs for our service and products that are effectively utilised locally and nationally to support business development and growth
Work cohesively with the National Sales Manager, Marketing, Market Access Manager, to proactively develop offerings & value proposition to be competitive differentiators
Support implementation and pull through in large project wins to ensure timely and proficient uptake of testing and good future utilisation
Be responsible for the tendering process for all prioritised accounts on territory
Organise own time effectively to maximise time in priority accounts, achieve target activity levels and funnel KPI’s in both existing and new business target accounts
Work effectively with internal teams; Customer Services, CS Support, tech Support and training to maximise and improve the customer experience at every touchpoint
Conduct account business reviews as required and as per contracted agreement
Carry out administrative work accurately and on time – including call reporting and sales funnel opportunity logging and updating on SalesForce, METRO & LERN training, expenses and forecasting

General Accountabilities
To comply with the company’s policies and procedures to meet statutory, quality and business requirements within the overall strategy and objectives of Abbott Rapid Diagnostics. Responsible for health, safety and environmental performance of themselves and others through compliance within EHS programs, OEC, regulations and standards.
Background/Education
QualificationsPreferred educational background: Degree or higher in Business, Biological Science or related field
Knowledge And Experience

Min 5 years in POC or medical devices, (preferably diagnostics)
Good knowledge of managing numerous stakeholders in sales cycles that exceed 9 months
Business to business sales and distributor experience, and knowledge of the variable buying chains in large organisations
Market Access on a localised level; understanding various funding routes and patient pathways

Skills

Competent and established sales person with strong track record of success
Good networking and relationship building skills
Excellent negotiation skills
Fluent in building / constructing compelling business cases including return on investment analysis, tender writing and business proposals
Understanding of the Italian healthcare system, relevant funding routes and patient pathways. Proficient in dealing with both primary and secondary customers at all levels
Fluent English speaking

Personal Qualities

Core team player with competitive nature to exceed expectations in performance and outcomes
Genuine concern for bigger picture success of the team and business
Honest and professional at all times
Ability to juggle business priorities to achieve timelines and required output
Passion and resolute to improve patient outcomes through early detection of chronic disease

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Hospitals and Health Care


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