Country Manager – Abbott Molecular Division (Mississauga)

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.

The Opportunity

This position works out of our Mississauga office in the Molecular Division .

Abbott Molecular is a leader in molecular diagnostics and the analysis of DNA, RNA, and proteins at the molecular level.

As the Country Manager, you’ll be responsible for the generation of new business as well as for the maintenance of existing Abbott Molecular business. Responsible for growing the Abbott Molecular sales in the geographical area. Responsible for reaching the defined business goals.

What You’ll Do

Sales planning and follow up:

• Implements sales strategies. Takes marketing input into consideration.
• Has his direct reports and business update rep[orts monthly. Addresses various factors such as success and failures, critical factors, competitors' activities, sales and customer prospects.
• Discusses the ongoing strategies in all of the prospect accounts and directs team towards strategies most likely to have a successful outcome.
• Establishes yearly territory sales plans in close cooperation with his direct reports (bottom upwards planning). Has them raise their thoughts. Verifies their thoughts against the sales plans of the country. May adjusts the territory sales plans to the country sales plans (top down planning).

Contracting

• Analyze competitive landscape.Visits the customer to update himself on the customers' expectations and wishes.
• Collects information:
• Supports the SS’s in maintaining and expanding the business. Involved in lead role in all significant contracts(high value or KOL).
• Looks carefully at customer surveys to get to know about the customers' dis-/ satisfaction with the company and the salesforce. Develops action plans based on this analysis.
• Works on contracts with new as well as with existing customers.

Implementing Marketing Strategies

• Supports marketing strategies by putting emphasis on these strategies where appropriate
• Is involved in defining price approval levels.
• Supports marketing which gives the global strategy by breaking the strategy into bits and pieces that are achievable.
• Supports Area/Regional management in developing price matrices.

Customer Care

• Visits especially the key customers on a regular basis. Informs them about new developments, evaluates how things are going and has social talks with the customers. May invite the customer for lunch, dinner or to participate in other social events.
• Maintains good customer relationships even when there are no new contracts to be signed.
• Acts as a salestrainer to his direct reports. Provides them with feedback with regard to their customer care (behavior towards the customer and actions). Makes sure that their customer care is according to the customers' wishes.

Sales Plan And Updates

• Looks carefully at the key sales projects. Makes up his mind about how many products can realistically be sold.
• In conjunction with regional management ,implements any budgetary strategy required during the year. Ensures personal budget requirements are met.
• Gives his input for the plan and update process.
• In conjunction with regional /Country management establishes bonus plans for his sales reps. Does this on a quarterly basis, calculates the bonus spent in the last quarter.

Initiation And Execution Of Meetings

• Initiates and runs meetings with the salesforce (Quarterly salesmeetings, MRFs). Presents the sales figures on a regular basis to the employees.
• Initiates exhibitions. Ensures that the company is represented effectively at these meetings.
• Ensures that the salesforce gets trained on new products.
• Initiates in close cooperation with marketing workshops for customers. Has depending on the subject either direct reports to take lead or the marketing people.

Personnel Management

• Manages conflict within the team and between his department and other groups. By doing so he attempts to reach compromise between Abbott's and his staff's interest.
• Defines and communicates performance standards for the department's tasks and develops measurements to monitor it.
• Defines departments objectives (mission), responsibilities of his staff, team and personal goals, and ensures goal achievement (by e.g. giving support).
• Gives honest feedback to his staff regarding their performance versus goals at least annually, and defines development plans based on formal performance reviews (once a year). Sets up a specific enhancement plan for each sales rep .
• Motivates his staff by appropriate reward and recognition of major achievements of the entire team and individuals.
• By appropriate risk assessment he delegates responsibilities as far as possible to his staff.
• Has full responsibility for all sales staff in allocated geographical area.
• Supports his staff by counseling and coaching to ensure success of his people. E.g. in difficult negotiations
• Ensures that required trainings of his staff take place to increase job competence of the people working for him and performance of the group as a team.

Required Qualifications

• Knows and applies AM policies and procedures.
• Knows how to use standard PC software packages with regard to word processing and spreadsheet applications.
• Knows AM systems, products, strategies and in detail Molecular market.
• Completed Bachelor’s degree required.
• Experience in managing people in a sales environment.
• 8+ years of relevant experience with least 5 years sales experience or other relevant commercial experience.

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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