Candidate to be based in any African Country and must be able to speak French fluently.
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, nutritional and branded generic medicines. Our 109,000 colleagues serve people in more than 160 countries.
In this role, The Hematology Sales Manager (HSM) will drive the sales effort for Abbott Diagnostics Hematology solutions and related professional services across assigned country/territory for the Africa region ( outside South Africa )
The HSM goal will be generating new and maintaining existing business by driving and supporting the sales process with specific hematology and sales know-how and intelligence with preserving and improving the hematology line of business margin in their country/territory along with leading and managing the entire Sales and HAS teams.
The customer approach will focus on a “concept sell” , Creating the customer need and helping them to define their decision criteria (rather than a lower level “brand sell”; which focuses more on detailing features and benefits)
HSM will utilize the customer assessment to develop strategies and solutions for hematology products to differentiate and create value for the overall Abbott Solution. The HSM will need to be able to develop customer benefit metrics and articulate the value of the Abbott Hematology solution to multiple levels of Abbott’s customer’s organizations.
The HSM will work with all levels of the sales organization to plan and build strategies for positioning optimum hematology solutions to the core laboratories. The HSM will be accountable for meeting a sales goal and expense budget of him/herself and the entire team in the country / territory, The HSM will actively participate in the development and execution of the following commercial activities
Territory and Account Planning
Pipeline Management
Strategic Account Management (SAM) Process
Solution Assessment, Design and Positioning
Core Job Responsibilities
Full responsibility for sales in key accounts, including forecasting and target performance achievement within region/country
Work closely with ADD regional/local sales team to protect and maintain and grow the Hematology business
Build sustainable customer relationship and leverage them to drive profitable new business
Identify new business opportunities by initiating or delivering hematology solutions that result in improved outcomes for customer and Abbott
Analyze impact of market trends and factors on customers
Support the implementation and development of the Strategic Account Management (SAM) Process:
The HSM is required to actively participate in each of the activity components of the SAM Process.
Comprehend customer needs / requirements to best position Abbott’s Hematology solutions.
Manage and execute all aspects of the sales cycle and effectively communicate the technical / process advantages of our hematology solutions throughout opportunity pipeline stages.
Actively present hematology solutions value propositions to customers through presentations, on-site and off-site system demonstrations / evaluations.
HSS will develop engaging discussions with the customer to gain insights and become a trustable consulting partner
Support and participate in contract negotiations for large/complex national and regional opportunities.
Execute Solution Design: The HSM will be responsible for supporting and working as a team with the sales team and the LSS (Laboratory Solutions Specialists) in designing the appropriate complete solution, by defining the key deficiencies on Hematology at each account level, and the needs for improvement.
Position Complete Solutions: The HSS will be accountable for supplying a customized solution which provides an effective positioning to serve the needs of the ecosystem, following the Strategic Selling principle of “Them-Us-Fit-Proof”. Should drive the value proposition around the criteria identified as critical to meet the customer’s needs. The proposed solutions could include additional partnerships with third party suppliers to support services which complete the solution portfolio.
Drive Customer Loyalty: The HSM should build a “trusted partner” long term relationship with the customers, by supporting the Account Manager on providing direction towards the resolution of key criteria defined, getting the customer to agree on the relevance of this criteria, and position an effective solution to become the chosen partner. Once the business is gained, the HSM should continue to reinforce the trust by following up with the account on the proposed plans and continuously asking for insight to confirm that the solution implemented is meeting the customer’s needs.
Support Commercial Training: As the subject matter expert on laboratory hematology solutions, the HSM will be responsible for
Support regular post-training assessments to ensure the sales force is properly trained on the use of Abbott hematology solutions.
Complete all administrative responsibilities in an accurate and timely fashion. Update own customer files in aForce as necessary.
Work with and Manage distributors for the Hematology business.
Job Requirements
Minimum 5-8 years sales experience.
Minimum 3 years proven commercial hematology sales experience is required supported by management and customer references. In-depth knowledge of diagnostics industry
Strong commercial experience, commercially driven
Must have Strong Hematology Background
Strong solution selling and relationship building skills
Ability to sell across complex organizations
Willing to adapt to and drive organizational change
Willingness to work in cross-functional teams
Ability to develop and champion new ideas and approaches to increase profitability. Excellent verbal and written communication skills.
English and French fluency is required.
Education
Bachelor’s Degree or equivalent in business ideally in one of the following fields: Hematology, Medical technology is required.
Must have Strong Hematology Background
Apply via :
www.jobs.abbott
