Key Account Manager - Endovascular - Abbott Vascular - (Ontario)

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 is field based for Abbott's Vascular Division (Endovascular Products). We're focused on providing innovative, minimally invasive, and cost-effective products for treatment of vascular disease.

What You'll Do

As technical member of the field team within an assigned geography in Canada, this position is responsible for providing technical clinical expertise to current or potential customers, achieve sales/demand goals according to territory quota established, and generate new leads for the Endovascular franchise business. It is expected to cover all Abbott Vascular's endovascular products, allocating priority to the key products formally defined by the respective Manager.

This position works in different environments within the Hospital such as the Cath Lab, Interventional Radiology Suite and Operating Rooms supporting physicians, fellows and staff to use these technologies live during procedures, as well as, while reviewing recorded procedure cases. Confidence, and clinical acumen is a must.

Main Responsibilities :

• Mapping influence chain from end user to funding, and developing key relationship within this chain to bring innovative solutions that distance Abbott Vascular from the competition.
• Ability to critically discuss finance, cost-analysis, value savings to senior level customers—including hospital CEOs & Provincial Administrators (is this happening at this level, or is it with physicians?), and using these discussions to find and develop solutions that expand Abbott Medical's leadership position within Canada's interventional cardiology marketplace.
• Ability to identify and develop relationships with key / influential end users—physicians. More importantly, ability to leverage these relationships into innovative solutions that meet unmet clinical and economic needs, thereby separating Abbott Vascular from the competition.
• Identifies industry trends and changing market regulations and understands impact on strategic account.
• Maintains a detailed understanding of a consolidated customer decision maker and influencer; builds and preserves customer relationships to leverage new sales and protect AV business.
• Identifies opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott Vascular value proposition resulting in positive action.
• Understands, analyzes and accurately interprets key financial performance indicators for strategic accounts and how Abbott's solutions will impact targeted financial objectives.
• Negotiates contracts resulting in long-term commitments.
• Provides leadership and direction regarding all Abbott interactions with strategic accounts.
• Integrates information from ongoing business analysis and assessment into a multi-year plan and leads through persuasion and personal influence an internal 'selling' team to develop an actionable account strategy with short-term tactics to achieve desired results.
• Acts as an internal advocate for the customer; cultivates Abbott internal relationships and leverages to drive business objectives.
• Operate the CRM (OneForce customer relationship management) system and ensure information is available with the company on a timely and accurate manner - this includes:
• Entering and maintaining contact details, include tasks, events and managing appointments.
• Record customer interactions giving the company the ability to track performance and productivity based on information logged within the system
• Keep accurate market share information and update it on a monthly basis.
• Analyze the territory/market's potential, track sales and status reports
• Works cross-divisionally to develop a "One Abbott" approach to key customers.

Education/Experience/Competencies

• Bachelor's Degree
• Proven sales experience - a minimum of 1 year required
• Business and financial acumen
• Strong team leadership skills and knowledge of all products and services
• Strong negotiation skills
• Critical thinking and problem-solving skills
• Strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.
• Build and maintain good relationships with customers, team and other colleagues/management
• Take action to achieve goals (proactive/shows initiative)
• Constantly seeking out new ways to improve processes (innovative)
• Sense of urgency and ability to meet tight deadlines
• Analytical and problem-solving skills
• Demonstrate a strong personal capacity for learning new aspects of the business and encourage others to do the same
• Think independently and challenge status quo

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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