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 targetsacquisition of new accountscustomer experience and renewalsprofitability of existing accountsmarketing 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 ManagerIn collaboration with the Commercial Operations manager, work with distributors to secure and maximise tender awards from government accountsDrive end to end solutions selling, delivering balance performance across all available product groupsDevelop 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 stickinessImprove capability of sales team to be able to engage customers with our strategic selling toolsDevelop and entrench CRDx position as a solutions provider, not just a product supplierDrive a clear roadmap to deploy digital solutions to overcome customer operational challengesDrive achievement of NPS score thru good customer service and engagementAchieve minimally 95% renewal rate

Enterprise Accounts

Be the key point of contact with c-suite of all enterprise customers within defined territoryBe the champion of strategic selling with enterprise customersDrive strong collaboration from Abbott support functions to support business objectives of our enterprise accountsStrong awareness of business objectives/decisions of enterprise accounts, position CRDx to support and influence decisions to our benefitWhere applicable – involve our Abbot divisions in our enterprise relationships

Acquisition

Drive acquisitions of accounts in defined territoryAchieve acquisition target as defined by General ManagerDeploy strategic selling tools to engage with new accounts and maximise win rateDrive balanced performance across sales team on acquisitionDrive 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 tiersDevelop and implement customer segmentation and relevant rules of engagement for each tierHave accountability of channel sales target in defined territoryReview customers from lower tiers and graduate them into higher tiers, adjusting go to market strategy as customers/market growsDrive 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 territoryAccountable for all marketing investments in defined territoryMake decisions on where/how our marketing investments will be utilisedAccountable for ROI on all marketing investmentsProduct manager will report to this individual

Medical Affairs

Align with medical liaison from 3rd party contractor on key priorities and engagements requiredDirect and oversee deployment of medical liaison resource to maximise ROI

TSD

Manage TSD resource, oversee deployment of resource to most critical projectsHave 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 hardwareWith 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 roleIdentify next district manager candidate out of team of senior account executivesCascade enterprise c-suite engagement and relationships to senior account executivesIdentify strong distributor sales reps that can be future CRDx account executivesDrive balanced performance across the teamEnsure 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 pressurePreferably with sales experience in the diagnostics or health care industry.Impacting sales personalityArticulate and able to express self

MINIMUM EDUCATION REQUIRED

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