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Enterprise Solutions Director
3 months ago
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 114,000 colleagues serve people in more than 160 countries.
MAIN PURPOSE OF ROLE
An exciting opportunity exists for an experienced Senior Commercial Manager, looking for success-based career progression, to join our Core Diagnostics division in Thailand as an Enterprise Solutions Director. Reporting to the General Manager for Thailand, you will be responsible for leading a highly skilled Enterprise Sales team that is focused on forging deep and trusted relationships with our largest customers at the most senior levels. You will drive our ability to gain an understanding of our customersâ key business and network needs and challenges and then create & provide solutions to enhance their operations to ultimately deliver measurably better performance. Through your leadership, your direct customer and team interactions, you will demonstrate your brand as a trusted leader and advisor, who develops insights and creates value.
Armed with a strong commercial background in technology, healthcare or business consultation services markets, you will work leverage your extensive management skills uncover opportunities for us to expand our partnerships and grow the Diagnostics business. Your success will be the result of a strong growth mindset, the fostering of high-level customer business relationships, and leading your teamâs strategy development and execution of aligned tactics that create measurable value for our customers. Ultimately, your drive to succeed will open doors to a rewarding career at Abbott.
MAIN RESPONSIBILITIES
This is a dynamic role where you will be empowered and rewarded to lead and drive your team to create value for our key customers. In this pivotal role your key responsibilities would include but not be limited to:
- Lead and drive executive customer engagements with your team, engage customers across the health system to uncover needs, solve barriers and align on organizational vision.
- Achieve country sales, margin & contract close targets. Provide forecasts & review business as required.
- Lead and be responsible for a selling team of Enterprise Account Managers, Sales Executives & Total Solution Design.
- Build market transparency in targeted segment and focus the team to penetrate the market.
- Build enterprise growth capability and best practice adoption and cadence to drive win rate, expand business and drive customer loyalty.
- Establish and drive the Enterprise team 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 development and participate in and review of account opportunity strategic sales plans to execution and ultimate success.
- Provide coaching to the enterprise team to facilitate ongoing development.
- Complete required reporting, forecasting, budgeting, and CRM/pipeline management activities as required.
What makes you a successful candidate:
- Extensive experience in leading, managing & coaching commercial teams.
- A powerful customer communicator at senior levels, able to develop customer business cases and value propositions.
- Significant experience in consultative engagement with senior level executives
- Proven track record in delivering revenue targets in a complex, solution selling environment, preferably with major accounts.
- Experience in setting budgets and forecasting is essential.
- Experience in negotiating directly with all levels of customer management including CEO, CFO, Procurement & Department Managers. Executive savvy.
- A successful record of operating at a senior level in a commercial organisation & strong team approach.
- Established knowledge of healthcare, or technology or management consultation markets is preferred.
- A degree in business studies is preferred while a post-graduate MBA or equivalent will be highly regarded.
- Business level English Language skills.
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