Abbott - Sales Leader - B2B - Device & Diagnostic Business - IIM/MDI/ISB

- Abbott is looking for - Aspiring Leaders- like you for sales role for Device and Diagnostic span - Pan India

Primary Function :

- The person will be responsible for planning, directing and coordinating sales activities and strategies within a given geographical area while increasing sales, profits and market share on a long term basis. Establish a close relationship with the Key Opinion Leaders (KOLs) of the country

- Establish concepts for new customers including detailed information and calculations on different strategies e.g. RAP, leasing etc. Point out costs and benefits of the alternatives

- Evaluate the potential within own district prior to the launch of a new product

- Present at Cycle/Sales meetings how the business in own territory has developed within the last month, anticipate a realistic development for the business within the next month

- Identify, show and implement appropriate strategies to face the development

- Monitor the development within own district closely and take action whenever required

- Identify business that is at risk and anticipate business that will be at risk

- Collect information on competitors' sales, prices, benefits and products. Use their customers as well as exhibitions, competitors' "official" product information as sources to get this information

- Collect information on the specific customer's situation, e.g. work flow within the lab as well as used systems/instruments/device and technologies

- Update him or herself on relevant issues and developments such as e.g. reimbursement situation, new legal requirements, etc.

- Prepare proposals for customer contracts

Accountability / Scope:

Summary of Position:

- Sales quota, revenue and product placements

- Drives standardization of the sales process and assigns responsibilities

- Profitability - EP

- Customer satisfaction score (NPS)

- Conduct a detailed customer gap analysis that includes procurement and stakeholders

Knowledge, Skills and Abilities:

- Strong communication skills

- Excellent functional expertise

- Collaborative enterprise thinking

- Practical interfacing with customers

- Trouble shooting/problem solving skills

- Shows ability to prioritize without help

- Thought leadership

- Negotiation skills

- Strong sales skills

- Strong work ethic

- Service-minded

- Customer orientation

- Basic application know-how

- Excellent interpersonal and influencing skills

- Managerial courage

- Fluent in local language and English

- Commercial Sales Experience (min 2 years) with demonstrated success

- Ability to sell across complex organizations

- Willing to adapt to and drive organizational change

- Ability to develop and maintain strong customer relationships

- Willingness to work in cross-functional teams

- Ability to develop and champion new ideas and approaches to increase profitability

Job Specification :

- Premier B-School MBA + Bachelors in (Biochemistry/B.Tech/Science) with 2-3 yrs experience in Tier 1 and Tier 2 Campuses dealing with CXOs in B2B sales only.

- 2 to 7 yrs experience with high value selling B2B across industries (preferred device & diagnostics).