Abbott Territory Manager, Coronary (Ontario) in Ontario, Canada

JOB DESCRIPTION:

Summary:

Developing long standing, vertical relationships within a quickly consolidating and evolving marketplace that will drive new sales and protect existing revenue / market share for Abbott Vascular’s Coronary Portfolio. This includes managing relationships from end-users (physicians) all the way up to hospital and provincial administrators.

Key to this role will be the ability to move from a clinical to an administrative message, managing and

influencing both through innovative, value and economic programs that separate Abbott Vascular from the

competition. Innovation and ability to deliver to the customer what they want, is the key to success.

Responsibilities:

  • Mapping influence chain from end user to funding, and developing key relationship within this chain to bring innovative solutions that distance Abbott Vascular from the competition.

  • Ability to critically discuss finance, cost-analysis, value savings to senior level customers—including hospital CEOs & Provincial Administrators, and using these discussions to find and develop solutions that expand Abbott Vascular’s leadership position within Canada’s interventional cardiology market place.

  • Ability to identify and develop relationships with key / influential end users—physicians. More importantly, ability to leverage these relationships into innovative solutions that meet unmet clinical and economic needs, thereby separating Abbott Vascular from the competition.

  • Identifies industry trends and changing market regulations and understands impact on strategic account.

  • Maintains a detailed understanding of a consolidated customer decision maker and influencer; builds and preserves customer relationships to leverage new sales and protect AV business.

  • Identifies opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott Vascular value proposition resulting in positive action.

  • Understands, analyzes and accurately interprets key financial performance indicators for strategic accounts and how Abbott’s solutions will impact targeted financial objectives.

  • Negotiates contracts resulting in long-term commitments.

  • Provides leadership and direction regarding all Abbott interactions with strategic accounts.

  • Integrates information from ongoing business analysis and assessment into a multi-year plan and leads through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results.

  • Acts as an internal advocate for the customer; cultivates Abbott internal relationships and leverages to drive business objectives.

  • Operate the CRM (OneForce customer relationship management) system and ensure information is available with the company on a timely and accurate manner – this includes:

  • Entering and maintaining contact details, include tasks, events and managing appointments.

  • Record customer interactions giving the company the ability to track performance and productivity based on information logged within the system

  • Keep accurate market share information and update it on a monthly basis.

  • Analyze the territory/market’s potential, track sales and status reports

  • Works cross-divisionally to develop a “OneAbbott” approach to key customers.

Education Required :

  • Bachelor’s degree required

Experience Required :

  • Proven sales experience at executive level selling broad and complex product lines for a minimum of 5 years required

  • Proven ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large complex organization’s strategic long term plan and short term tactics and translate into a winning solution

  • Proven success as an expert in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer.

  • Executive level business and financial acumen

  • Strong team leadership skills and knowledge of all products and services

  • Strong negotiation skills

  • Critical thinking and problem solving skills

  • Strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.

Knowledge / Core competencies :

  • Build and maintain good relationships with customers, team and other colleagues/management

  • Take action to achieve goals (proactive/shows initiative)

  • Constantly seeking out new ways to improve processes (innovative)

  • Sense of urgency and ability to meet tight deadlines

  • Analytical and problem solving skills

  • Demonstrate a strong personal capacity for learning new aspects of the business and encourage others to do the same

  • Think independently and challenge status quo

Travel :

  • 25%, domestic with some international.

JOB FAMILY:

Sales Force

DIVISION:

AVD Vascular

LOCATION:

Canada > Ontario : Remote

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 25 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Not Applicable

Abbott is about the power of health. For more than 125 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 150 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health.

The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges.

We invite you to explore opportunities at Abbott , to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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