Commercial Director

2 weeks ago

Hanoi, Hanoi, Vietnam Abbott Laboratories Full time

ROLES & RESPONSIBILITIES

PURPOSE OF POSITION
This individual will function as a Business Unit Head for North 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 mínimally 95% renewal rate
Enterprise Accounts

  • Be the key point of contact with csuite 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
  • Cascade enterprise csuite 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.

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