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Key Account Manager, Coronary – Abbott Vascular (ontario)

February 24 2021
Categories Pharmaceutical, Healthcare, Medical, Sales, Business Development, Sales, Business development, Sales management
Toronto, ON

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 109,000 colleagues serve people in more than 160 countries.

Status: Regular, Full Time

Territory: Ontario

Responsibilities:

  • Mapping influence chain from end user to funding, and developing key relationship within this chain to bring innovative solutions that distance Abbott Medical from the competition.
  • Ability to critically discuss finance, cost-analysis, value savings to senior level customers—including hospital CEOs & Provincial Administrators, and using these discussions to find and develop solutions that expand Abbott Medical’s leadership position within Canada’s interventional cardiology market place.
  • Ability to identify and develop relationships with key / influential end users—physicians. More importantly, ability to leverage these relationships into innovative solutions that meet unmet clinical and economic needs, thereby separating Abbott Medical from the competition.
  • Identifies industry trends and changing market regulations and understands impact on strategic account.
  • Maintains a detailed understanding of a consolidated customer decision maker and influencer; builds and preserves customer relationships to leverage new sales and protect AV business.
  • Identifies opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott Medical value proposition resulting in positive action.
  • 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.
  • Provides leadership and direction regarding all Abbott interactions with strategic accounts.
  • Integrates information from ongoing business analysis and assessment into a multi-year plan and leads through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results.
  • Acts as an internal advocate for the customer; cultivates Abbott internal relationships and leverages to drive business objectives.
  • Works cross-divisionally to develop a “One Abbott” approach to key customers.
  • Operate the CRM (OneForce customer relationship management) system and ensure information is available with the company on a timely and accurate manner – this includes:
  • Entering and maintaining contact details, include tasks, events and managing appointments.
  • Record customer interactions giving the company the ability to track performance and productivity based on information logged within the system.
  • Keep accurate market share information and update it on a monthly basis.
  • Analyze the territory/market’s potential, track sales and status reports.

Required Education and Experience:

  • Completed Bachelor’s degree is required.
  • Proven sales experience at executive level selling broad and complex product lines for a minimum of 3 years required.
  • 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.
  • Proven success as a resource in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer.
  • Executive level business and financial acumen.
  • Strong team leadership skills and knowledge of all products and services.
  • Strong negotiation skills.
  • Critical thinking and problem-solving skills.
  • Strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.

Required Skills and Abilities:

  • Build and maintain good relationships with customers, team and other colleagues/management.
  • Take action to achieve goals (proactive/shows initiative).
  • Constantly seeking out new ways to improve processes (innovative).
  • Sense of urgency and ability to meet tight deadlines.
  • Analytical and problem solving skills.
  • Demonstrate a strong personal capacity for learning new aspects of the business and encourage others to do the same.
  • Think independently and challenge status quo.
  • 15% travel within Canada.

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