وصف الوظيفة
Role Overview
Key Account Manager at Abbott, based in Dubai. This role manages large accounts as a business partner with a long-term perspective, responsible for building and maintaining solid relationships with key customers and driving revenue and market share within the Electrophysiology (EP) division's full product range.
Company Overview
Abbott is a global healthcare leader serving people in more than 160 countries. The company's portfolio spans diagnostics, medical devices, nutritionals and branded generic medicines. Abbott is recognized as a great place to work, one of the most admired companies globally by Fortune, and a best place to work for diversity, working mothers, female executives and scientists.
The Electrophysiology (EP) Division advances treatment of cardiac rhythm disorders through innovative technologies and strong clinical partnerships, working closely with healthcare professionals to improve patient outcomes through education, evidence-based solutions and long-term strategic collaboration across regions.
Role Purpose
The Key Account Manager drives business growth and profitability within key accounts and territories by managing large, complex customer relationships as a strategic partner. The role balances revenue generation with margin improvement, leveraging technical clinical expertise and business acumen to build lasting partnerships and execute full-portfolio solutions across Abbott's EP disposables, software and capital equipment offerings.
Key Responsibilities
Clinical & Technical Support
- Provide technical and clinical electrophysiology support to physicians
- Maintain strong up-to-date technical knowledge of relevant therapies, ABT products, clinical practices, regulatory requirements and quality standards
- Understand future R&D roadmap and anticipate future product entries
Account Management & Partnership
- Build partnership and strong relationships with long-term focus
- Manage large accounts and situations as a business partner with long-term perspective
- Interact with purchasing groups, administration and key decision makers in centers
- Develop 360° vision when building offers, including full portfolio deals, services and out-of-the-box thinking
- Work with sales team to keep deals alive after closing
- Explore new ways to do business
Market & Network Intelligence
- Interact with patient and physician associations, governmental bodies and local political networks, including close collaboration with Market Access
- Develop advanced patient flow knowledge in the hospital and country
- Understand the referral network of the hospital
- Prospect strategic customers and detractors with entrepreneurial mindset
Sales & Commercial Execution
- Coordinate with Regional Sales Managers to identify sales opportunities and manage sales funnel
- Negotiate with centers, able to influence decisions
- Master Integrity Selling and apply AIDINC methodology on regular basis; able to train on the methodology
- Use data and reports including PowerBI and Salesforce to derive insights and drive business
Financial & Operational Management
- Work with Country Manager and Financial Controller to identify margin improvement plans and action them
- Keep focus on profitability and margin, not only revenue
- Complete all administrative tasks accurately and on time
- Report timely to Regional Sales Manager
- Follow all local, regional and global corporate policies with respect to expense reporting, travel booking, etc.
- Ensure all Abbott quality procedures are followed and adhere to technical, clinical and ethical standards
- Comply with Abbott quality standards, legal and regulatory requirements and Code of Business Conduct
- Deliver Abbott message as strong Abbott and EP Ambassador
Qualifications & Experience
- Master's degree minimum preferably in Sales, Marketing or Finance, or strong proven track record in sales
- At least 3-5 years of experience in Electrophysiology (EP) clinical or sales role, preferably in Gulf region
- Compliance knowledge including Bid & Tender competencies
- Advanced patient flow knowledge in the hospital and country
Skills & Competencies
- Fluent in English
- Very strong negotiation skills with ability to use facts to influence decisions
- Assertive with advisory skills in order to be seen as consulting partner by key customers
- Good applicative financial skills and business analysis capacities, including knowledge of financial principles and pricing strategies
- Good analytical skills
- Team spirit with ability to work with several functions (sales, legal, finance) and build solid relationships with Regional Sales Manager
- Advanced negotiation and advisory skills
- Senior presence and ability to interact with hospital C-suite
- Excellent personal computer skills including MS Excel, Word, Outlook and Power Point
- Understand finance, health economics and legal matters
- Broad spectrum of competencies – financial, health economics, legal, etc.
Additional Information
- Work Shift: Standard
- Location: One JLT Jumeirah Lakes Towers, Level 1, Dubai, United Arab Emirates
- Job Family: Sales Force
- Division: EP Electrophysiology
- Abbott is an Equal Opportunity Employer committed to employee diversity