Informacje o stanowisku

Sales and Business Development Manager EE countries, Abbott Rapid Diagnostics Division

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 is located in Warsaw, Poland and works for the Abbott Rapid Diagnostics Division, (ARDx).

Primary Objective of Position

As a Sales and Business Development Manager , you will play a key role in achieving the revenue objectives of the region, with full responsibility for the regions PNL.

You will manage relationships with customers, commercially steering the business, and develop new markets across EE countries. These break down into distinct focus groups: Private healthcare providers, insurers, outsourced service provision, Public hospitals, MOH, HC officials, KOLs, Distributor(s), pharmacies, pharmacy wholesalers, FUNDERS offices & NGOs.

This position will be accountable for sales management & business development in Abbott Rapid Diagnostics Division, Infectious Diseases Emerging Markets (ARDx IDEM), leveraging the products portfolio in order to maximize revenues and profitable growth for the business in countries of responsibility, which include Poland, Czechia, Ukraine, Bulgaria, Lithuania, Latvia, Estonia, Hungary, and Cyprus.

• Develop the vision for sales in terms of direction, growth, and overall targets.
• Ensure that all standing Regulatory, Quality, and Ethical Procedures are followed as per company policies.
• Ensure achievement of PNL revenue and margins by the end of every year in alignment with the annual targets.

Major Accountabilities

Performance and Sales Management

• Develop the region for a business of 10 million within 2 years from start.
• Pave the way for new launches like self-tests and other professional testing, via securing the proper launch preparedness with Key customers and distributors, funders, and governmental affairs.
• Encourage new ideas within a framework of business planning and territory management.
• Recruit, negotiate, and manage distributor relationships as allocated.
• Manage HGOs or funders within your countries of responsibilities, including C-Suite decision makers.
• Manage the partnership with different pharma companies for expanding the test and treat projects where applicable.
• Lead the cross-functional team within the country including medical, market access, and marketing to identify a clear roadmap for project priorities and achievement of the needed outcome.
• Lead and develop your team toward achieving the numbers and penetration required in the different markets.
• Build, maintain, and expand strong partnerships with target accounts.
• Foster business development via consultative selling approach to KOLs.
• Coordinate promotion of new and existing products with all relevant marketing activities.

Team Management

• Manage a team of initially 4 sales specialists/key account managers across the region.
• Develop their skills and capabilities via continuous coaching, feedback, and performance assessment.

Strategic Engagements & Relationships

• Manage self in determining which strategic engagements with regulators, purchasing bodies, luminaries, etc., need to be developed and maintained.
• Lead cross-functional country planning and execution.
• Serve as part of the leadership and management team in helping to determine the strategy, setting targets, budgeting, and working collaboratively with other functions when appropriate. The most notable close collaboration will be with marketing and customer care.
• Maintain and communicate on a regular basis a view of the strategic landscape to the Regional General Manager EEMENA and Marketing Team.

Required Skills and Qualifications

• Min. Bachelor’s degree (preferably from Healthcare science faculty).
• MBA or business diploma is an advantage.
• At least 10 years of healthcare industry experience within the EE region with strong experience in both Polish and Czech markets in the arena of laboratory diagnostics (POC experience is an advantage).
• Minimum 5 years in a sales management position with direct reports.
• Familiarity with diagnostic industry practices and ideally has familiarity with market(s) relevant to the product line.
• Fluent in building/constructing compelling business cases.
• Good knowledge of managing numerous stakeholders in sales cycles that exceed 9 months.
• Working knowledge and experience in medical equipment leasing and managed services.
• Skilled and experienced negotiator.
• Native Polish, Fluent English.
• Driving License.

Apply Now

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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