JOB DESCRIPTION:
MAIN 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, realizing 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 prioritized accounts through commercial excellence and strong account management.
RESPONSIBILITIES:
1. Key Account Management of priority segmented accounts to retain profitable business and deliver sales and profitability targets.
2. Work effectively with target accounts to identify opportunities and win new business in high/medium potential areas.
3. Manage the full sales cycle, moving customers through the sales funnel in a timely manner.
4. Identify key decision makers & stakeholders across regional procurement areas, patient groups, and corporate channels.
5. Network effectively to provide business cases and value propositions to ensure positive tender and quote outcomes.
6. Develop advocates and KOLs for our service and products to support business development and growth.
7. Collaborate with the National Sales Manager, Marketing, and Market Access Manager to develop offerings and value propositions.
8. Support implementation and pull-through in large project wins to ensure timely uptake and future utilization.
9. Manage the tendering process for all prioritized accounts in the territory.
10. Organize own time to maximize engagement with priority accounts, achieve activity levels, and meet KPIs.
11. Work effectively with internal teams to maximize customer experience.
12. Conduct account reviews as required and as per agreements.
13. Complete administrative tasks accurately and on time, including reporting and opportunity logging.
MAIN ACCOUNTABILITIES:
* Achieve regional sales, growth, and margin targets.
* Instrument placements in target new business accounts.
* Provide training and support for new business implementation.
* Improve utilization in high potential growth accounts.
* Manage tenders and contracts from submission to retention.
* Achieve market access and funding success in regional NHS bodies.
* Expand the corporate portfolio in identified channels.
* Take accountability for personal development and success.
* Maintain professional conduct and serve as a role model for junior team members.
GENERAL ACCOUNTABILITIES:
Comply with company policies and procedures to meet statutory, quality, and business requirements aligned with Abbott Rapid Diagnostics' strategy and objectives.
Ensure health, safety, and environmental performance for oneself and others through compliance with EHS programs, OEC, regulations, and standards.
BACKGROUND/EDUCATION
QUALIFICATIONS:
Preferred: Degree or higher in Business, Biological Science, or related field.
KNOWLEDGE AND EXPERIENCE:
Minimum 5 years in POC or medical devices, preferably diagnostics.
Experience managing stakeholders in long sales cycles (>9 months).
Business-to-business sales and distributor experience, with knowledge of complex buying chains in large organizations.
Knowledge of local Market Access, funding routes, and patient pathways.
SKILLS:
Proven sales success with strong networking and relationship-building skills.
Excellent negotiation skills.
Ability to develop compelling business cases, including ROI analysis, tender writing, and proposals.
Understanding of the Italian healthcare system, funding routes, and patient pathways. Fluent in dealing with primary and secondary customers at all levels.
Fluent in English.
PERSONAL QUALITIES:
Team player with a competitive drive to exceed expectations.
Concerned with the overall success of the team and business.
Honest, professional, and able to manage multiple priorities to meet deadlines.
Passionate about improving patient outcomes through early disease detection.
Additional Information:
The base pay for this position is N/A. In specific locations, the pay range may vary from the posted range.
Job Details:
* Job Family: Sales Force
* Division: CMI ARDx Cardiometabolic and Informatics
* Location: Italy > Milan : Viale Edison 110, Edison Park Centre
* Work Shift: Standard
* Travel: Yes, 75% of the Time
* Medical Surveillance: Not Applicable
* Significant Work Activities: Not Applicable
#J-18808-Ljbffr