Enterprise Account Manager (Pipeline)

JOB DESCRIPTION:

Job Summary:

• Building long-term partnerships between Abbott and Key strategic account customers, scales from outside Lab or network hospital stakeholder, Lab Department management, consultant, scientific officer down to users level

• Provide envisions solutions possibilities across Abbott Diagnostics’ portfolio and solution that drive Abbott and customer’s growth as well as customer’s healthcare performance improvement.

• ACQ and renewal pipeline management, execute project implementation from business award to project go live

• Accountable for driving market share growth through new business opportunity realization and contract renewals

Job Responsibilities

• Responsible and own HA cluster head hospitals and top commercial lab accounts. Drive sales growth initiative and business acquisition in such accounts to deliver plan sales growth

• Build long term relationship with key public and commercial account to ensure business / contract / tender renewal.

• To identify key acquisition opportunities for responsible key accounts in rolling 5 years long range plan. Build pipeline and tracking of the progress

• Execute country strategies to drive new business win

• Work with local team, China team, TSD (total Solution Design), Service and Application team to conduct activities across sales cycle

• Business Planning and conduct business reviews and monthly forecasting on key accounts to drive and prioritize sales activity.

• Ensure TAM data and account strategy planning is completed and time utilization process in place to optimize sales effectiveness.

• AS project manager for end to end project implementation for each project/deal win from project kick start to system Go Live

• Ensure all company activities are conducted within the framework of the Abbott Code of Business Conduct and applicable laws.

Requirements: Education and Experience

• Bachelor’s Degree in science or related disciplines preferred in IVD, medical device, Molecular, Life Sciences or Healthcare industry

• Minimum 5 years of IVD experience developing and selling customized solutions to senior level in HA and healthcare institutions.

• Proven Sales experience on account management, Sales forecast, and planning, as well as people management skill

• Proven track record of good customer relationship and communication skill

• Able to build strong cross functional relationships and collaboration within organization and is a strong motivator to drive consistent performance for Sales team

• Successful engagement with customers specifically senior management and key stakeholders. Working Healthcare and diagnostics industry knowledge that includes the following: changing market dynamics, key competitors, terminology, challenges, and regulations

• Understand performance metrics in Hospital , tender process or Laboratory settings and recommending solutions accordingly.

• Customer orientated - achieves exceptional levels of customer satisfaction by understanding customers’ needs and overcoming all hurdles and adapting product and service delivery to meet those requirements

• Fluent in Chinese and English, additional languages are advantageous

• Software knowledge (Excel, PowerBI and CRM dashboard review & management)

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Sales Force

DIVISION:

CRLB Core Lab:

LOCATION:

Hong Kong > Hong Kong : 20/F, AIA Tower, 183 Electric Road

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Not specified

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Not Applicable