Sales Executive

Muscat, Oman

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Job Description

Primary Objective of Position The Abbott Sales Executive is a business advisor and business developer who drives customer loyalty through strategic planning that leads to value co-creation supporting customer and Abbott. Major Accountabilities Strategic Planning:

Assess and apply marketplace trends to assigned enterprise accounts.
Consult with customers, delivering insights for clinical effectiveness and operational excellence that will directly impact customer objectives.
Establish and build deep understanding of account needs, stakeholders and competitive situation.
Understand customer careabouts and link Abbott solutions to them.
Envision solutions across Abbott’s portfolio that deliver measurably better healthcare for customers.
Set enterprise-wide account engagement strategy for ZBA and renewal opportunities.
Establish and drive strategic account and opportunity plans for achieving goals.
Maintain complete and accurate customer data in aforce.

Value Co-Creation

Align the value Abbott can create through the laboratory to customers’ strategic objectives and key performance indicators.
Partner with customers’ key decision makers to develop solutions that enhance their competitiveness and performance.
Ensure Abbott solutions are delivering the intended value.
Drive market share growth through new business opportunity realization, amplifying & protecting existing business and contract renewals that achieve sales and profitability objectives.
Orchestrate sales plays to execute chosen account strategies, leading cross-functional teams.
Lead multifunctional team of Abbott resources to amplify/protect. business to optimize renewal of enterprise business, early in the process, blocking competition.
Drive Alinity and AlinIQ solutions at every account
Negotiate profitable contracts by evaluating all possible deal scenarios
Anticipate sales shortfalls and implement contingency plans to close the gap.

Customer Loyalty

Build long-term, collaborative partnerships that are deep and broad between Abbott and current and potential customers, scaling from laboratory leadership into the C-suite and establishing Abbott as the premier performance partner for strategic, purchasing, and technical decision makers.
Communicate and demonstrate Abbott’s differentiated value proposition and solutions to expand Abbott’s brand reputation.
Follow customer experience maps and implement the Abbott Transformation System to optimize customer experience throughout the contract lifecycle.
Coordinate internal resources to effectively deliver customized solutions that meet decision makers’ expectations.
Conduct customer business reviews to standards and plan, assessing loyalty factors, leveraging joint scorecards, and managing follow.

Background

The candidate needs to be based in Oman.
Minimum of 3-5 years track record in the diagnostic industry with an emphasis on selling total Core Diagnostics solutions to targeted, non-enterprise accounts.
Proven track record in a similar position supported by management and customer references.
Excellent product and industry knowledge.
Working healthcare and diagnostics industry knowledge that includes the following: changing market dynamics, key competitors, terminology, challenges and potential government regulations.
Extensive experience developing relationships with, selling to and negotiating with senior level stakeholder in targeted, non-enterprise accounts is a pre- requisite.
Long-term, strategic focus on account.
Strong understanding of key stakeholders and customer dynamics.
Strong solution selling and relationship building skills.
Ability to influence team member activities (without direct reporting relationship).
Strong communication skills.
Portfolio Management skills.
Ability to identify and drive resolution of issues.
Candidates need to be fluent in English.
The position requires the willingness to travel on a frequent basis, i.e. on average three days per week.