District Sales Manager – Diabetes Care Division (Ontario)

Abbott Laboratories · Ontario · CA$120,000–CA$168,000 (stated in the posting)

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About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Working at Abbott

• At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:
• Career development with an international company where you can grow the career you dream of.
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

Status: Regular, Full Time

Territory: Ontario

Position Overview:

• The primary function of this position is to manage a team of sales representatives to achieve the highest possible sales revenue in the assigned geography.  The individual serves as a communication link between the head office staff and the sales force.
• Administratively, this individual ensures that all sales force information requests are completed in a timely and high quality manner (TAM, Territory Business Plans, etc.).
• Territory goals, all other expectations and priorities are clarified, clearly communicated and updated to the representatives.  Actual results versus goals are updated and provided to the reps. Territory and district strategic action plans are updated to reflect actual performance versus goals.
• Contact with key customers, health care professionals, pharmacies and key influencers is maintained to determine if needs are being met by the company, representatives, products and marketing programs.  Recommendations are made to senior management to meet these needs and general market developments in a timely and affordable manner.
• Ensures that representatives learn and respect Abbott policy and procedures.  Controls and helps reps manage their territory expenses, budgets and samples.  Ensures overall district expenses are managed to respect district budget.
• Ensures marketing programs are properly executed.  Created a high achievement climate that inspires, motivates and rewards high achievers. 
• Encourages open exchange of innovative and cost-effective ideas.

Responsibilities:

PERSONNEL

• Staff is developed for optimal performance.
• Provides product training.
• Coaches reps through work-with with them, phone consultations and business reviews.
• Develops a mix of personnel in the district to facilitate succession planning (career representatives, balanced with promotable representatives).
• Motivates the representatives on an ongoing basis.
• Minimize sales force turnover by identifying high-risk individuals and taking specific actions to retain.
• Each representative has a mutually agreed upon career path plan which is supported by an annual personal development program. 
• Promotes team building, open communication and business-building idea sharing.
• Treats employees with dignity and respect.
• Serves as a role model.

COMMUNICATION

• Communicate market developments to Marketing personnel (Canada, WW, USO) and Canada operations staff.
• Ensures business-building ideas are shared within and across districts.
• Maintain open channels of communication with our customers.
• Conduct conference calls and district meetings when need be to achieve specific goals.
• Communicates information and concerns between the sales reps and distributor sales force.
• Organizes training sessions for sales reps.
• Provide written follow-up letters after working with reps that reinforce their strengths, areas for improvement, sales direction and focus.
• Employees must feel they are able to take their concerns “up-the-line”.

FINANCE/ADMINISTRATION

• Provide input to the financial planning process.
• Provide forecasts of key products to assist in inventory management.
• Participate in account collections as required to achieve the financial DSO goal.
• Timely completion of administrative responsibilities with the region (expense reports, TAMs, business plans).
• Play a lead role in the development, implementation and updating of territory plans.
• Assist in the preparation and development of customer proposals and tenders.
• Manage district expenses in line with financial budget.

KEY OPINION LEADER (KOL) AND STAKEHOLDER MANAGEMENT

• Develop and maintain strong relationships with key opinion leaders to ensure effective communication and collaboration. This includes identifying and engaging with influential stakeholders, understanding their needs and perspectives, and fostering long-term partnerships to support organizational goals.

Required Education, Experience and Qualifications

• Bachelor’s degree in business or health sciences.
• Minimum of 8 Years of Experience with a minimum of 2 years supervisory experience.
• Knowledge of labour laws
• Abbott Leadership Certificate: Recruiting, Employee Relations and Performance Excellence. Completion required within 1 year of hire
• Valid Ontario driver's license
• Must be able to travel up to 50%.

Preferred Qualifications

PROBLEM SOLVING

• Able to quickly identify the real issues through effective probing skills and general understanding of the overall business.  Able to provide reps with tools and direction to solve problems on their own and to build their confidence.  On any given day, 15-20 decisions will be required that have a direct financial impact.
• Able to get reps to buy into challenging goals and keep them motivated.
• Good knowledge of competitive services and products.
• Ability to diagnose customer issues and take appropriate action.
• Behave with honesty and integrity at all times.
• Able to balance the interests of all constituents and manages for the short and long-term.

ACCOUNTABILITY

• Division sales plan
• District expense budget
• DSO
• Sales force turnover
• Performance Assessments and Growth Plans
• Manpower development/training

The annual base salary for this position ranges from $120,000.00 to $168,000.00 CAD. The salary range provided applies to Canada only and does not apply to any other locations outside of Canada.

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