Key Account Manager

Role Overview

Key Account Manager at Abbott, based in Dubai. The role manages large accounts and key customer relationships within the Electrophysiology (EP) Division, serving as a strategic business partner with a long-term perspective.

Company Overview

Abbott is a global healthcare leader operating in more than 160 countries with 115,000 colleagues. The company's portfolio spans diagnostics, medical devices, nutritionals and branded generic medicines. The Electrophysiology Division advances the 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

Drive market share and revenue generation within key accounts across the full EP product range of disposables, software and capital equipment. Maintain focus on profitability and margin alongside revenue targets. Build and maintain solid, long-term relationships with key customers while serving as a trusted clinical and technical partner to physicians and hospital leadership.

Key Responsibilities

Account & Relationship Management

• Manage large accounts and situations as a business partner with a long-term perspective.
• Build partnership and strong relationships with key customers.
• Interact with purchasing groups, administration and key decision makers in centers.
• Negotiate with centers and influence decisions.
• Prospect strategic customers and detractors with an entrepreneurial mindset.
• Work with the sales team to keep deals alive after closing.

Clinical & Technical Support

• Provide technical and clinical Electrophysiology support to physicians.
• Maintain strong, up-to-date technical knowledge of relevant therapies, Abbott products, clinical practices, regulatory requirements and quality standards.
• Understand future R&D roadmap and anticipate future product entries.
• Master Integrity Selling and apply AIDINC methodology on a regular basis, and train others on the methodology.

Stakeholder Engagement

• 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, and understand the referral network.
• Interact with hospital C-suite leadership.

Sales & Strategy

• Coordinate with Regional Sales Managers to identify sales opportunities and manage sales funnel.
• Explore new ways to do business.
• Build offers with 360° vision, including full portfolio deals, services and out-of-the-box thinking.
• Have 360° view of what is done in the account and mobilize internal resources.

Financial & Reporting

• Use data and reports (PowerBI, SalesForce) to derive insights and drive business.
• Work with the Country Manager and Financial Controller to identify margin improvement plans and action them.
• Apply good financial skills and business analysis capacities, including knowledge of financial principles and pricing strategies.
• Timely report to Regional Sales Manager and complete all administrative tasks accurately and on time.

Compliance & Standards

• Follow all local, regional and global corporate policies with respect to expense reporting, travel booking and other requirements.
• Ensure all Abbott Quality Procedures are followed and adhere to technical, clinical and ethical standards and practices.
• Comply with Abbott quality standards, legal and regulatory requirements and the Code of Business Conduct.
• Deliver Abbott message as a strong Abbott and EP Ambassador.

Qualifications & Experience

• Masters 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 to be seen as a consultant by key customers.
• Senior presence and ability to interact with hospital C-suite.
• Advanced negotiation and advisory skills.
• Broad spectrum of competencies including financial, health economics and legal understanding.
• Good analytical skills.
• Excellent personal computer skills including MS Excel, Word, Outlook and PowerPoint.
• Team spirit with ability to work across multiple functions (sales, legal, finance) and build solid relationships with Regional Sales Manager.
• Understand finance, health economics and legal matters.

Additional Information

• Work Shift: Standard.
• Location: One JLT Jumeirah Lakes Towers, Level 1, Dubai, United Arab Emirates.
• Job Family: Sales Force.
• Division: EP Electrophysiology.