Director Global Accounts ID Abbott Rapid Diagnostics (ARDx)
At Abbott, we're committed to helping people live their best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 130,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.
The Global Accounts Director is responsible for overseeing and managing the implementation of the Global Account Management (GAM) process and is the primary architect of the team selling concept embedded in the GAM process. The incumbent is responsible for ensuring the full setting and execution of selling strategies across all product lines consistent with the GAM process. This role is required to ensure the right resources allocation for negotiating, developing and implementing highly profitable ARDx multi-product contracts with global funders, NGOs and stakeholders, as well as, Independent Delivery Networks (IDN), Independent Hospital Networks (IHN), and multi-hospital health systems, at global level. Within the scope of these duties, the incumbent must work to ensure that his/her team delivers above market growth rates in terms of product market share, manage average selling price (ASP) to ensure meets its plan, and provide incremental revenue to assist the organization in meeting its stated revenue and growth objectives.
Essential Duties and Responsibilities (Key Activities)
Job duties include but are not limited to the following:
- Plans and manages the Global Accounts strategic contracting effort within the U.S. market and overseas.
- Analyse market trends in relation to sales objectives and competitive activities in strategic accounts and key customers. Regularly provides competitive intelligence relative to contracting approaches.
- Establish and maintain relationships with key decision-makers and influencers within strategic accounts globally.
- Leverage key relationships to the benefit of ARDx, in terms of meeting sales, market share and revenue objectives.
- Leads the cross functional selling team in the negotiation, development, and implementation multi-product contracts with global stakeholders, funders, NgOs, WHO.
- Develop and implement business plans for targeted accounts.
- Work with global sales organization staff to ensure that ARDx strategic and operational plans are fully implemented and met for the targeted accounts.
- Oversee the preparation and delivery of proposals and branding/positioning presentations to key customers and decision-makers.
- Assist DVP, Commercial Operations EMEA & Head of Global Accounts, IDEM Regional Business Leaders and Regional Sales Managers in the development, implementation, and management of strategic initiatives within targeted accounts and geography.
- Work closely with contract management and legal staff to ensure that all contracts meet internal management and legal requirements.
- Regularly purvey the market in an effort to understand the dynamics affecting global businesses and to anticipate trends in the development of future strategies and tactics.
- Utilize travel and entertainment budget within confines of allowable maximum budget as well as ensuring the same for direct reports.
- Implement and/or participate in cross-departmental meetings and conference calls for the purpose of providing input and guidance regarding market dynamics and issues needing focus, attention, and action.
- Act as the primary liaison for internal customers with respect to contracts and global accounts falling under the incumbent’s scope of responsibility
- Hires and retains a diverse, highly qualified staff and provides ongoing performance feedback. Sets goals which align to department plans and manages the execution of goals through coaching and mentoring. Maintains a safe and professional work environment.
- Support all Company initiatives as identified by management and in support of Quality Management Systems (QMS), Environmental Management Systems (EMS), and other regulatory requirements.
- Complies with U.S. Food and Drug Administration (FDA) regulations, other regulatory requirements, Company policies, operating procedures, processes, and task assignments.
- Maintains positive and cooperative communications and collaboration with all levels of employees, customers, contractors, and vendors.
- Performs other related duties and responsibilities, on occasion, as assigned.
Dimensions – Education / Experience / Skills
- Must hold a Bachelor’s degree in business or possess equivalent experience. Advanced degrees, training and second line managerial experience are preferred.
- A minimum of seven to ten years of successful work experience in the medical device or related field is necessary with specific experience related to having managed a staff of direct reports with sales responsibility and accountability.
- Must have a successful work history with particular focus on negotiation skills, ASP management, and revenue and market share enhancement.
- The Global Accounts Director must have the ability to work with, and direct others, as well as be able to prepare and present effective oral and written communications, both internally and externally.
- The incumbent must have a documented record of achievement while also demonstrating the ability to prioritize tasks, analyze problems, develop solution alternatives, and implement tactics needed to secure positive outcomes for ARDx ID EM.
- Should have a history of seeking and undertaking self-development and self-improvement projects and opportunities.
- Experience working in a broader enterprise/cross division business unit model preferred.
- Ability to work in a highly matrixed and geographically diverse business environment.
- Strong leadership skills, including the ability to set goals and provide positive and constructive feedback respectfully to build positive relationships and improve business results.
- Ability to work effectively within a team in a fast-paced changing environment.
- Strong verbal and written communications with ability to effectively communicate at multiple levels in the organization.
- Multi-tasks, prioritizes and meets deadlines in timely manner.
- Strong organizational, planning, and follow-up skills and ability to hold others accountable.
- Ability to travel approximately 50%, including internationally.
- Ability to maintain regular and predictable attendance.
The base pay for this position is
N/AIn specific locations, the pay range may vary from the range posted.
