Key Account Manager - Vascular (Ontario)

ABOUT ABBOTT
Abbott is a global healthcare leader, creating breakthrough science to improve people's health. We're always looking towards the future, anticipating changes in medical science and technology.

WORKING AT ABBOTT
At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:
• Career development with an international company where you can grow the career you dream of.
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

THE OPPORTUNITY
This position is field based in Ontario in the Vascular division. Abbott Vascular provides innovative, minimally invasive, and cost-effective products for treatment of vascular disease.

WHAT YOU'LL DO
• Map influence chain from end user to funding, and develop key relationship within this chain to bring innovative solutions that distance Abbott Medical from the competition;
• Critically discuss finance, cost-analysis, value savings to senior level customers—including hospital CEOs & Provincial Administrators and use these discussions to find and develop solutions that expand Abbott Medical's leadership position within Canada's interventional cardiology marketplace;
• Identify and develop relationships with key / influential end users—physicians. More importantly, leverage these relationships into innovative solutions that meet unmet clinical and economic needs, thereby separating Abbott Medical from the competition;
• Identify industry trends and changing market regulations and understands impact on strategic account;
• Maintain a detailed understanding of a consolidated customer decision maker and influencer;
• Build and preserve customer relationships to leverage new sales and protect AV business;
• Identify opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott Medical value proposition resulting in positive action;
• Understand, analyze and accurately interpret key financial performance indicators for strategic accounts and how Abbott's solutions will impact targeted financial objectives;
• Negotiate contracts resulting in long-term commitments;
• Provide leadership and direction regarding all Abbott interactions with strategic accounts;
• Integrate information from ongoing business analysis and assessment into a multi-year plan and lead through persuasion and personal influence an internal 'selling' team to develop an actionable account strategy with short-term tactics to achieve desired results;
• Act as an internal advocate for the customer, cultivate Abbott internal relationships and leverage to drive business objectives;
• Operate the CRM (OneForce customer relationship management) system and ensure information is available with the company on a timely and accurate manner - this includes:
• Entering and maintaining contact details, include tasks, events and managing appointments.
• Recording customer interactions giving the company the ability to track performance and productivity based on information logged within the system.
• Keeping accurate market share information and update it on a monthly basis.
• Analyzing the territory/market's potential, track sales and status reports
• Working cross-divisionally to develop a "One Abbott" approach to key customers.

REQUIRED QUALIFICATIONS
• Bachelor's degree;
• Proven sales experience at executive level selling broad and complex product lines for a minimum of 3 years required;
• Proven ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large complex organization's strategic long-term plan and short-term tactics and translate into a winning solution;
• Proven success as a resource in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer;
• Executive level business and financial acumen;
• Strong team leadership skills and knowledge of all products and services;
• Strong negotiation skills;
• Critical thinking, analytical and problem-solving skills;
• Strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships;
• Build and maintain good relationships with customers, team and other colleagues/management;
• Take action to achieve goals (proactive/shows initiative);
• Constantly seeking out new ways to improve processes (innovative);
• Sense of urgency and ability to meet tight deadlines;
• Demonstrate a strong personal capacity for learning new aspects of the business and encourage others to do the same;
• Think independently and challenge status quo.

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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