Enterprise Account Manager(Pipeline)

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)