Country Manager

2 weeks 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 Mississauga office in the Molecular Division.

Abbott Molecular is a leader in molecular diagnostics and the analysis of DNA, RNA, and proteins at the molecular level.

As the Country Manager, you’ll be responsible for the generation of new business as well as for the maintenance of existing Abbott Molecular business. Responsible for growing the Abbott Molecular sales in the geographical area. Responsible for reaching the defined business goals.

**What You’ll Do**

**Sales planning and follow up**:

- Establishes yearly territory sales plans in close cooperation with his direct reports (bottom upwards planning). Has them raise their thoughts. Verifies their thoughts against the sales plans of the country. May adjusts the territory sales plans to the country sales plans (top down planning).
- Has his direct reports and business update rep[orts monthly. Addresses various factors such as success and failures, critical factors, competitors' activities, sales and customer prospects.
- Discusses the ongoing strategies in all of the prospect accounts and directs team towards strategies most likely to have a successful outcome.
- Implements sales strategies. Takes marketing input into consideration.

**Contracting**:

- Supports the SS’s in maintaining and expanding the business. Involved in lead role in all significant contracts(high value or KOL).
- Works on contracts with new as well as with existing customers.
- Collects information:

- Analyze competitive landscape.Visits the customer to update himself on the customers' expectations and wishes.
- Looks carefully at customer surveys to get to know about the customers' dis-/ satisfaction with the company and the salesforce. Develops action plans based on this analysis.

**Implementing marketing strategies**:

- Supports marketing strategies by putting emphasis on these strategies where appropriate
- Supports Area/Regional management in developing price matrices.
- Is involved in defining price approval levels.
- Supports marketing which gives the global strategy by breaking the strategy into bits and pieces that are achievable.

**Customer care**:

- Maintains good customer relationships even when there are no new contracts to be signed.
- Visits especially the key customers on a regular basis. Informs them about new developments, evaluates how things are going and has social talks with the customers. May invite the customer for lunch, dinner or to participate in other social events.
- Acts as a salestrainer to his direct reports. Provides them with feedback with regard to their customer care (behavior towards the customer and actions). Makes sure that their customer care is according to the customers' wishes.

**Sales plan and updates**:

- In conjunction with regional /Country management establishes bonus plans for his sales reps. Does this on a quarterly basis, calculates the bonus spent in the last quarter.
- Looks carefully at the key sales projects. Makes up his mind about how many products can realistically be sold.
- In conjunction with regional management ,implements any budgetary strategy required during the year. Ensures personal budget requirements are met.
- Gives his input for the plan and update process.

**Initiation and execution of meetings**:

- Initiates and runs meetings with the salesforce (Quarterly salesmeetings, MRFs). Presents the sales figures on a regular basis to the employees.
- Ensures that the salesforce gets trained on new products.
- Initiates exhibitions. Ensures that the company is represented effectively at these meetings.

**Personnel management**:

- Has full responsibility for all sales staff in allocated geographical area.
- Defines departments objectives (mission), responsibilities of his staff, team and personal goals, and ensures goal achievement (by e.g. giving support).
- Defines and communicates performance standards for the department's tasks and develops measurements to monitor it.
- Ensures that required trainings of his staff take place to increase job competence of the people working for him and performance of the group as a team.
- By appropriate

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