Key Account Manager

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life‑changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 115,000 colleagues serve people in more than 160 countries.

At Abbott, you can do work that matters, grow and learn, care for yourself and your 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 recognized as one of the best big companies to work for, and a best place to work for diversity, working mothers, female executives and scientists

In Abbott’s Electrophysiology (EP) Division

We are advancing the treatment of cardiac rhythm disorders through innovative technologies and strong clinical partnerships. Our EP business works closely with healthcare professionals to improve patient outcomes through education, evidence‑based solutions and long‑term strategic collaboration across regions.

The Opportunity

The role of Key Account Manager, based in Dubai, manages large accounts/situations as a business partner with a long-term perspective. S/he is responsible for building and maintaining solid relationships with key customers with a sizable revenue per year (to be evaluated for every role in every country separately when the job is evaluated by C&B).

Key Account Manager works for increasing market share and revenue generation within the key accounts/territory for company's full EP product range of disposables, software and capital equipment. Keeps focus on Profitability and Margin, not only on Revenue.

What You'll Do-

• Build partnership and strong relationship with a long-term focus

• Interact with purchasing groups, administration, and key decision makers in centers

• Interact with patient/physician associations, governmental bodies, local political networks (including close collaboration with Market Access)

• Coordinate with Regional Sales Managers to identify sales opportunities and manage sales funnel

• Use data and reports (PowerBI, SalesForce…) to derive insights and drive the business

• Work with the Country Manager and the Financial Controller to identify Margin Improvement Plans and action them

• Has a 360° vision when building offers, including full portfolio deals, services and out of the box thinking

• Work with the sales team to keep deals alive after the closing

• Negotiate with centers, able to influence decisions

• Able to prospect Strategic Customers and Detractors with an entrepreneurial mindset

• Understand future R&D roadmap and anticipates future product entries

• Advanced patient flow knowledge in the hospital and in the country. Understand the referral network of the hospital

General

• Timely reports to RSM and complete all administrative tasks accurately and on time

• Deliver Abbott message as a strong Abbott and EP Ambassador

• Maintain a strong up-to-date technical knowledge of relevant therapies, ABT products, clinical practices, regulatory requirements, quality standards and business policies

• Follow all local, regional and global corporate policies with respect to expense reporting, travel booking, etc.

• Ensure that all Abbott’s Quality Procedures are followed and adhere to technical, clinical and ethical standards and practices applicable and complies with Abbott quality standards, legal and regulatory requirements and the Code of Business Conduct

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Expectations

Commercial Expectations

Technical/Clinical Expectations

• Manages large accounts/situations as a business partner with a long-term perspective

• Understand finance, health economics, legal, etc.

• Has a 360° view of what is done in the account, able to mobilize internal resources

• Advanced patient flow knowledge in the hospital and in the country

• Strong negotiator and able to influence decisions

• Understand future R&D roadmap and anticipates future product entries

• Explore new ways to do business

• Able to prospect Strategic Customers and Detractors with an entrepreneurial mindset

• Broad spectrum of competencies – financial, health economics, legal, etc.

• Understand the referral network of the hospital

• Master Integrity Selling and apply AIDINC methodology on a regular basis. Able to train on the methodology

Required Qualifications

Education:  Preferably Masters’ degree minimum in Sales, Marketing or Finance or strong proven track record in sales

Qualifications, Experience:

• Broad spectrum of competencies – Financial, Health Economics, Legal, etc.

• Compliance knowledge including Bid & Tender competencies as well as compliance’s

• At least 5 years of experience in a similar role, Sales role or Business Analysis role

• Advanced patient flow knowledge in the hospital and in the country

• Fluent in English 

• Very strong negotiation skills with ability to use facts to influence decisions

• Be assertive with advisory skills in order to be seen as a consulting by the key customers

• Good applicative financial skills and business analysis capacities, including knowledge of financial principles, pricing strategies

• Good analytical skills

• Team spirit with the ability to work with several functions (sales, legal, finance, etc.) and to build solid relationships with the Regional Sales Manager

• Advanced negotiation and advisory skills

• Senior presence, and ability to interact with the hospital C-suite

• Excellent personal computer skills including MS Excel, Word, Outlook and Power Point

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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