Key Account Manager

About Abbott

Electrophysiology division and opportunity

Account and commercial responsibilities

• Build long-term customer partnerships and engage purchasing groups, administrators and key decision-makers.
• Identify opportunities with Regional Sales Managers, manage the sales funnel and use Power BI and Salesforce reports to drive business insights.
• Work with the Country Manager and Financial Controller on margin improvement plans.
• Build comprehensive portfolio and service offers, negotiate with centers and help keep deals alive after closing.
• Prospect strategic customers and detractors, anticipate future product entries and understand hospital patient flow and referral networks.

Clinical support and general duties

• Provide technical and clinical electrophysiology support to physicians.
• Engage patient and physician associations, governmental bodies and local networks, collaborating with Market Access.
• Submit timely reports and complete administrative tasks accurately.
• Represent Abbott and EP and maintain current knowledge of therapies, products, clinical practices, regulations, quality standards and business policies.
• Follow Abbott quality procedures, legal and regulatory requirements, ethical standards and the Code of Business Conduct.

Education and experience

• A master’s degree in Sales, Marketing or Finance is preferred, or a strong proven track record in sales.
• At least 3–5 years of experience in an Electrophysiology clinical or sales role is required; Gulf-region experience is preferred.
• Broad competencies in finance, health economics and legal matters, plus knowledge of compliance and bid and tender work.
• Advanced hospital patient flow and referral-network knowledge; fluent English.
• Very strong negotiation, influencing and advisory skills, with the ability to interact with hospital C-suite stakeholders.
• Good financial and business analysis skills, including financial principles and pricing strategies, and strong analytical skills.
• Ability to work across sales, legal and finance functions and build relationships with the Regional Sales Manager.
• Excellent MS Excel, Word, Outlook and PowerPoint skills.

Commercial and technical expectations

• Manage accounts with a 360-degree view and mobilize internal resources.
• Understand the future R&D roadmap and explore new ways to do business.
• Integrity Selling and use of the AIDINC methodology are referenced; the manager should be able to train others in the methodology.

Location

• The opportunity is based in Dubai.