National Sales Manager Anz (Rapid Diagnostics)

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.

Our Rapid Diagnostics solutions are helping address some of the world's greatest healthcare challenges.

This National Sales Manager (Australia and New Zealand - ANZ) position in our Abbott Rapid Diagnostics (ARDx) business is responsible for the business development, relationship management, planning of overall sales activities and strategic execution to ensure commercial success by increasing sales, profits and market share for the Abbott Rapid Diagnostic product portfolio into the Australian & New Zealand markets.

Overview:

• This role is primarily responsible for providing the National Sales teams with the leadership, direction and resources to ensure sales targets are achieved and to liaise with marketing personnel to ensure short and long term sales strategies are applied by the team.
• They will manage and develop Regional Sales Managers, Area Sales Managers and Regional/Commercial Account Managers located in Australia & New Zealand who report directly into this role.
• This position can be based in these locations: East Brisbane / Sydney / Melbourne.

Responsibilities:

Technical / Operational

• Formulate, develop and implement short/medium/long term strategic business plans and sales strategies for successful achievement of sales & profitability targets, strategic imperatives and accelerate growth in the ANZ markets for Abbott Rapid Diagnostic products.
• Identify business opportunities in traditional and new markets; develop strategies to address those opportunities; and co-ordinate the implementation of those strategies within the Abbott organization.
• Ensure effective selling of Abbott Rapid Diagnostic products and solutions to existing and potential customers.
• Build innovative market segments to expand ARDx product reach into new areas of profitable growth.
• Conduct regular business review meetings to monitor progress across the ANZ region.
• Collaborate with Commercial, Marketing & Operational Leaders to regularly share, shape, execute and deliver on solutions.
• Lead and participate in key strategic project initiatives.
• Tactical management and preparation of tenders and sales proposals.
• Contribute to & role model companywide initiatives as part of the ANZPI Leadership Team.
• Regularly provide customer, product and competitive market feedback to marketing, senior leadership and other Abbott functions.
• Professionally represent ARDx at local/regional sales and professional society meetings, congresses and trade shows.

Internal Systems and Processes

• Comply with ARDx's Quality Management System policies, procedures, work instructions and forms.
• Report regularly on the performance of the ANZ business in the required format and to senior leadership.
• Co-ordinate and communicate regularly with Marketing and Customer Care colleagues to ensure highest level of service delivery to customers.
• Maintain SalesForce.com opportunities and activities as per nominated requirements locally and from Abbott Commercial Excellence.
• Comply with Abbott Corporate policies and procedures.

Customers

• Work closely and collaboratively with the ANZ Commercial, Marketing Team and Customer Care/Operations Team to identify and develop Abbott Rapid Diagnostic prospects and ensure smooth implementation and delivery of Abbott products to existing and new customers.
• Develop profitable relationships with senior business management.
• Monitor and implement sales team activities critical to business needs.
• Maintain routine contact with key account stakeholders as defined by a) decision making ability b) value of business opportunity c) key opinion leaders d) relationship value.

Financial

• Achieve defined Revenue targets for ANZ.
• Achieve defined Growth targets across ANZ.
• Achieve Gross Profit targets for ANZ business.
• Establish and maintain department OPEX budget.
• Operate within the annual Sales expense budget.
• Seek approval for expenses in line with department specific authorisation levels.

People Management and Development

• Provide direction and support to Regional & Area Sales Managers (RSM, ASM) and Commercial Account Managers (CAM) within the Management region, ensuring achievement of commercial revenue goals and strategic imperatives.
• Develop, motivate and challenge team members to achieve higher levels of performance through frequent conversations and coaching.
• Utilise Abbott Leading with Impact Principles to foster Abbott Performance & Development Practices.
• Undertake training and development to continually advance own skillset, including internal Abbott Line Manager requirements.
• Act on feedback improving engagement & performance of the team.
• Conduct performance evaluations and takes corrective action when deemed appropriate to do so.

Conduct

• Ensure all activities carried out by self are in accordance with legislative employment policies, health & safety requirements and Corporate Policy.
• Promote a standard of excellence for quality and customer focus at Abbott.
• Uphold Abbott's Code of Business Conduct.
• Live our Abbott Values - Pioneering, Achieving, Caring, Enduring.

Reporting to: General Manager - Australia, New Zealand & Pacific Islands

Qualifications and Experience:

• Tertiary Qualifications in a science, business or management discipline or equivalent.
• Minimum 10 years direct sales/management experience within Australia and New Zealand market within healthcare (diagnostics/laboratory/pharmaceuticals/medical devices) industry
• Proven people management experience leading a diverse team with consistent success in delivering strong sales revenue results.
• Demonstrated history of high-level management/sales performance & channel development success across a National or Regional role (ANZ).
• Working history of developing business opportunities at senior levels of customer organizations, including B2B space.
• Experienced in managing business in a complex healthcare environment with specialized products required.
• Coaching, Selling & Negotiation mastery.

Competencies and Attributes:

Technical / Operational

• Ability to develop specific commercial strategies across diverse internal and external teams/customer departments/hierarchies & implement those strategies to achieve results.
• Demonstrated success leading and managing a highly successful sales team/organization.
• Facilitate contract development, negotiation and implementation at a senior executive level across a broad range of business types.
• Perform in a fast paced, creative and innovative environment - be prepared to step out of your comfort zone and alter market direction if required.
• Initiate performance improvements where and when necessary, including strategy and business reviews or coaching and development.
• Ability to comprehend and be conversant in medical/scientific terminologies and processes.
• Possess highly developed computer skills in Microsoft Office package, esp. Excel and PowerPoint, data analytics and CRM reporting.
• Strong, confident interpersonal communication & presentation skills.
• Capacity to maintain the highest levels of integrity & confidentiality internally and externally.
• Motivated, results-oriented and organized leader who executes strategy.
• Experienced in senior business management, contract negotiation & budgeting process.

Due to the inherent requirements of the role, the preferred candidate must provide evidence of full COVID-19 vaccination before the commencement date and maintain a fully vaccinated status for the period of employment.

Abbott provides some fantastic benefits for our employees, these include:

• Free onsite parking, onsite gym and barista at our Sydney office
• Leading Learning and Development opportunities
• Wellness programs
• Discounted share options
• Being part of an organisation reputed to be a World's Top Employer recognised for our workplace culture that values healthy living, diversity and equal opportunity

Abbott is committed to building a diverse workforce that values diversity across gender, age, culture, disability and lifestyle.

In order to be eligible to work for Abbott in Australia or New Zealand, you must hold current working rights with no restrictions for the respective country applicable.

We ask that recruiters respect our internal recruitment process and PSA panel by refraining from contacting us or forwarding unsolicited profiles.