Hematology Sales Manager - Africa at Abbott

Core Job Responsibilities

• Full responsibility for sales in key accounts, including forecasting and target performance achievement within region/country
• Work closely with ADD regional/local sales team to protect and maintain and grow the Hematology business
• Build sustainable customer relationship and leverage them to drive profitable new business
• Identify new business opportunities by initiating or delivering hematology solutions that result in improved outcomes for customer and Abbott
• Analyze impact of market trends and factors on customers
• Support the implementation and development of the Strategic Account Management (SAM) Process:
• The HSM is required to actively participate in each of the activity components of the SAM Process.
• Comprehend customer needs / requirements to best position Abbott’s Hematology solutions.
• Manage and execute all aspects of the sales cycle and effectively communicate the technical / process advantages of our hematology solutions throughout opportunity pipeline stages.
• Actively present hematology solutions value propositions to customers through presentations, on-site and off-site system demonstrations / evaluations.
• HSS will develop engaging discussions with the customer to gain insights and become a trustable consulting partner
• Support and participate in contract negotiations for large/complex national and regional opportunities.
• Execute Solution Design: The HSM will be responsible for supporting and working as a team with the sales team and the LSS (Laboratory Solutions Specialists) in designing the appropriate complete solution, by defining the key deficiencies on Hematology at each account level, and the needs for improvement.
• Position Complete Solutions: The HSS will be accountable for supplying a customized solution which provides an effective positioning to serve the needs of the ecosystem, following the Strategic Selling principle of “Them-Us-Fit-Proof”. Should drive the value proposition around the criteria identified as critical to meet the customer’s needs. The proposed solutions could include additional partnerships with third party suppliers to support services which complete the solution portfolio.
• Drive Customer Loyalty: The HSM should build a “trusted partner” long term relationship with the customers, by supporting the Account Manager on providing direction towards the resolution of key criteria defined, getting the customer to agree on the relevance of this criteria, and position an effective solution to become the chosen partner. Once the business is gained, the HSM should continue to reinforce the trust by following up with the account on the proposed plans and continuously asking for insight to confirm that the solution implemented is meeting the customer’s needs.
• Support Commercial Training: As the subject matter expert on laboratory hematology solutions, the HSM will be responsible for
• Support regular post-training assessments to ensure the sales force is properly trained on the use of Abbott hematology solutions.
• Complete all administrative responsibilities in an accurate and timely fashion. Update own customer files in aForce as necessary.
• Work with and Manage distributors for the Hematology business.

Job Requirements

• Minimum 5-8 years sales experience.
• Minimum 3 years proven commercial hematology sales experience is required supported by management and customer references. In-depth knowledge of diagnostics industry
• Strong commercial experience, commercially driven
• Must have Strong Hematology Background
• Strong solution selling and relationship building skills
• Ability to sell across complex organizations
• Willing to adapt to and drive organizational change
• Willingness to work in cross-functional teams
• Ability to develop and champion new ideas and approaches to increase profitability. Excellent verbal and written communication skills.
• English and French fluency is required.

Education

• Bachelor's Degree or equivalent in business ideally in one of the following fields: Hematology, Medical technology is required.
• Must have Strong Hematology Background