Key Account Manager

6 months ago

Mississauga, Canada Abbott Laboratories Full time

**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.
- 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**

This position works out of our Ottawa, Ontario location in the Point of Care, Diagnostics division. We’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.

Our Point of Care diagnostic portfolio spans key health and therapeutic areas, including infectious disease, cardiometabolic, informatics and toxicology. In this role you will report to the Country Manager and will help build the Abbott Point of Care, Canada, business with large key targeted accounts.

**What You’ll Do**
- Primary responsibilities include:
Develop and execute complex sales strategies in hospitals, and select outpatient facilities which address your customers’ pain-points and maximize long-term partnerships with APOC.
- Lead and coordinate the sales process (from Discovery to Close) at assigned healthcare facilities to drive adoption of the test, including involvement with Health Technology Assessments to drive process change within the healthcare facilities.
- Establishing and building senior level and or health authority relationships and leveraging them in driving new profitable sales for these products while protecting base business
- Understanding and assessing customers’ business objectives, strategies and therefore, requirements; Ability to utilize stakeholder mapping and strategic account mapping tools and manage through a CRM.
- Lead cross functional teams to educate Key Customer Stakeholders and define key initiatives with internal colleagues to ensure your customers successfully adopt TBI test protocols to enhance patient care.
- Synthesize customer and competitor insights, market, and industry challenges, and the TBI product solutions to position the TBI assay and the APOC portfolio services for long-term customer success.
- Responsible for driving profitable revenue and closing opportunities for new products, TBI and TnI, within strategic named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott; ensures all commitments are met.
- Understands, analyzes, and accurately interprets key financial performance indicators for strategic accounts and how Abbott’s solutions will impact targeted financial objectives.
- Negotiates contracts resulting in long-term commitments.

**Required Qualifications**
- Undergraduate degree in science and MBA preferred.
- Proven sales experience at executive level selling broad and complex product line, as well as Diagnostics/Medical devices and or any combination of relevant leadership or technical experience for a minimum of 5 years required.
- Demonstrated track record of success in launching new technology - ideally in IVD or medical devices.
- Demonstrated ability to lead and inspire teams though influence and without direct authority by aligning the team on a common vision.
- Entrepreneurial spirit underpinned with a strong learning agility and a desire to continuously innovate based upon market and customer feedback.
- Fast learner with a track record of being an SME in the market(products/customers) and has the demonstrated ability to identify and share best practices with internal stakeholders (sales, marketing, Medial affairs, etc.)
- Proven Success in Strategic Sales: Recognized Top Performer
- Track record of KOL / product launch champion development
- Proven ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large complex organization’s strategic long-term plan and short-term tactics and translate into a winning solution. Strong networking skills.
- Strong analytical, critical thinking and problem-solving skills. Understanding of Point of Care industry preferred.
- Effective communication: ability to speak confidently in public and present material to Executive level external and internal stakeholders. Ability to convey communications clearly, concisely and accurately.
- English is mandatory French is pref

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