Commercial Director Southern Area - Abbott Core Diagnostics

ROLES & RESPONSIBILITIES

PURPOSE OF POSITION

This individual will function as a Commercial Director for South provinces. They will be accountable for all business objectives in the business unit, including:

achievement of sales and growth targets

acquisition of new accounts

customer experience and renewals

profitability of existing accounts

marketing activities and medical liaison management.

Engaging with all Enterprise Accounts at the C-Suite level.

KEY ACCOUNTABILITIES

Sales achievement

Accurate and reliable forecasting and delivery of sales and growth targets as defined by the General Manager

In collaboration with the Commercial Operations manager, work with distributors to secure and maximise tender awards from government accounts

Drive end to end solutions selling, delivering balance performance across all available product groups

Develop and implement contingency plans to mitigate sales risk arising out of seasonality, market conditions and seasonability

Customer Experience

Drive cadence of team around customer management, focusing on implementation of tools available that will develop customer business plans and increase stickiness

Improve capability of sales team to be able to engage customers with our strategic selling tools

Develop and entrench CRDx position as a solutions provider, not just a product supplier

Drive a clear roadmap to deploy digital solutions to overcome customer operational challenges

Drive achievement of NPS score thru good customer service and engagement

Achieve minimally 95% renewal rate

Enterprise Accounts

Be the key point of contact with c-suite of all enterprise customers within defined territory

Be the champion of strategic selling with enterprise customers

Drive strong collaboration from Abbott support functions to support business objectives of our enterprise accounts

Strong awareness of business objectives/decisions of enterprise accounts, position CRDx to support and influence decisions to our benefit

Where applicable – involve our Abbot divisions in our enterprise relationships

Acquisition

Drive acquisitions of accounts in defined territory

Achieve acquisition target as defined by General Manager

Deploy strategic selling tools to engage with new accounts and maximise win rate

Drive balanced performance across sales team on acquisition

Drive end to end solution selling across full suite of products

Distributor and Channel Sales Management— in collaboration with Commercial and Distributor Excellence Manager

Define clear go to market strategy across the different customer tiers

Develop and implement customer segmentation and relevant rules of engagement for each tier

Have accountability of channel sales target in defined territory

Review customers from lower tiers and graduate them into higher tiers, adjusting go to market strategy as customers/market grows

Drive distributor KPI improvement on customer service, such as order fill rate and NPS

Marketing

With the support of the assigned product manager, oversee all customer focused demand generation activities in defined territory

Accountable for all marketing investments in defined territory

Make decisions on where/how our marketing investments will be utilised

Accountable for ROI on all marketing investments

Product manager will report to this individual

Medical Affairs

Align with medical liaison from 3rd party contractor on key priorities and engagements required

Direct and oversee deployment of medical liaison resource to maximise ROI

TSD

Manage TSD resource, oversee deployment of resource to most critical projects

Have final accountability of all technical proposals to customers, ensuring relevance to customer needs, while complying to CRDx profitability requirements. Solutions need to maximise utilisation and ROI on proposed hardware

With support of TSD, ensure sales team has sufficient competitor technical knowledge to handle technical objections

Team management

Develop and coach district manager as ready future successor to this role

Identify next district manager candidate out of team of senior account executives

Cascade enterprise c-suite engagement and relationships to senior account executives

Identify strong distributor sales reps that can be future CRDx account executives

Drive balanced performance across the team

Ensure that each team member has a individual development plan that aligns to their career objectives

MINIMUM BACKGROUND/ EXPERIENCE REQUIRED

Knowledge & Experience:

Willingness to travel and work under high pressure

Preferably with sales experience in the diagnostics or health care industry.

Impacting sales personality

Articulate and able to express self

MINIMUM EDUCATION REQUIRED

University Degree or preferably advanced degree ideally in medical technology, Life Sciences or Business.