Enterprise Account Manager(Pipeline)

Abbott Laboratories · Hong Kong

Job Summary

Building long-term partnerships between Abbott and Key strategic account customers, scales from outside Lab or network hospital stakeholder, Lab Department management, consultant, scientific officer down to users level
Provide envisions solutions possibilities across Abbott Diagnostics’ portfolio and solution that drive Abbott and customer’s growth as well as customer’s healthcare performance improvement.
Accountable for driving market share growth through new business opportunity realization and contract renewals

Job Responsibilities

To own the HK top 10 market TAM accounts (hospital or commercial lab) sales growth initiative, drive acquisition sales in such accounts to deliver plan sales growth
Build long term relationship with inside and outside lab key stake holder, networking build up across hospitals.
To identify key acquisition opportunity for top 10 accounts in rolling 5 years long range plan. Build pipeline and tracking of the progress
Execute country, regional and area strategies to drive new business win Work with Area and regional team, TSD (total Solution Design) to conduct activities across sales cycle
Business Planning and conduct business reviews and monthly forecasting on key accounts to drive and prioritize sales activity.
Ensure TAM data and account strategy planning is completed and time utilization process in place to optimize sales effectiveness.
Build customer relations/company image by maintaining strategic contact with key customers and associations.
Ensure all company activities are conducted within the framework of the Abbott Code of Business Conduct and applicable laws.

Requirements - Education and Experience

Bachelor’s Degree in science or related disciplines preferred in medical technology, IVD, Life Sciences or Healthcare industry
Minimum 5 years of experience developing and selling customized solutions to senior level in healthcare institutions.
Proven Sales experience on account management, Sales forecast, and planning, as well as people management skill
Proven track record of good customer relationship and communication skill
Able to build strong cross functional relationships and collaboration within organization and is a strong motivator to drive consistent performance for Sales team
Successful engagement with customers specifically senior management and key stakeholders. Working Healthcare and diagnostics industry knowledge that includes the following: changing market dynamics, key competitors, terminology, challenges, and regulations
Understand performance metrics in Hospital or Laboratory settings and recommending solutions accordingly.
Customer orientated - achieves exceptional levels of customer satisfaction by understanding customers’ needs and overcoming all hurdles and adapting product and service delivery to meet those requirements
Fluent in Chinese and English, additional languages are advantageous
Software knowledge (Excel, PowerBI and CRM dashboard review & management)