Abbott believes in the power of health. With better health, people and communities can live better and achieve more.
We create new solutions - in diagnostics, medical devices, nutrition and branded generic pharmaceuticals - that help people around the world, in all stages of life, live their best lives through better health. Founded 125 years ago by Chicago physician Dr. Wallace C. Abbott, Abbott has emerged as one of the largest diversified global health care companies. Our approximately 74,000 colleagues around the globe are devoted to making a lasting impact on human health in the more than 150 countries we serve. We believe that good health is not just about treating an illness or managing a medical condition. It's about supporting people's health as if it were our own, so they can enjoy all life has to offer. We've been focused on helping the people of Vietnam live their best, fullest lives for more than 20 years.
ROLES & RESPONSIBILITIES
1. Primary Job Function:
- To manage and direct the development of high-level business relationships and strategies that will drive share capture (SC) and renewal in the country, with specific focus on Landmark and Large accounts.
- Working with General Manager and Area Acquisition Director,
Align acquisition activity to global approach
Manage and direct the development of acquisition structure, capability and execution activities.
Achieve adoption and execution of Abbott best practice acquisition engagement that delivers share capture growth, expands value, and drives customer loyalty.
Facilitate the establishment of high-level business engagement and strategies that will drive acquisition growth and business renewal, with focus in landmark & large accounts in the targeted segments.
2. Main purpose of roles:
Establish an acquisition structure that effectively achieves new business growth.
Build market transparency in targeted segment and focus the team to Play The Market.
Build acquisition capability and Abbott best practice adoption and cadence to drive win rate (SC & Renewal), expand value and drive customer loyalty.
Establish and drive the acquisition organization to address requirements of large, complex, highest revenue/profit potential and most important accounts to achieve a competitive advantage and create profitable sustainable growth.
Lead and be responsible for the following functional areas: Enterprise Account Managers (EAM). Sales Executives (SE), Total Solution Design specialists (TSD), Hematology Sales Specialists (HSS), and Informatics Sales Specialists (ISS).
Participate in and review SC and Renewal account opportunity strategic sales plans (Opportunity Playbooks) to drive their development, execution and ultimate success.
Provide coaching to acquisition team to facilitate ongoing development.
Help team manage ambiguity in complex selling environment (internally and externally).
Co create value through activities that amplify and protect existing business.
Complete required reporting, forecasting, budgeting, and CRM/pipeline management activities as required.
Prior experience leading a service/sales/support function in the healthcare arena diagnostics well regarded, but not essential.
Experience in dealing with high level sales at C Suite level.
Leading selling teams.
Minimum Skills Required:
Business Level English language skills.
Clear planning and organizational skills.
Strong B2B solution selling and relationship building skills.
Ability to influence team member activities (without direct reporting relationship).
Knowledge/ Education Required:
Strong understanding of national healthcare system.
Strong understanding of key stakeholders and customer dynamics.
Long-term, strategic focus on account.
Strong strategic selling process capability.
Quality, Safety & Environmental Responsibilities:
Attend regular departmental meetings with manager/supervisor to build in continuous feedback mechanisms.
Meet the requirements of ISO and Class A by complying with all relevant Quality policies and procedures to ensure the Quality objectives of the business are met.
Comply with all relevant company Occupational Health, Safety and Environmental policies, procedures and work practices with the intent of preventing or minimizing accidental exposures to self, colleagues and/or the environment.
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.