JOB SUMMARY

• An exciting opportunity exists for an experienced Senior Commercial Professional, looking for success-based career progression, to join our Core Diagnostics division in Vietnam for an Enterprise Account Manager.
• Reporting to the Regional Director, you will be responsible for forging deep and trusted relationships with our largest customers at the most senior levels. By leading a targeted team, you will gain an understanding of our customers’ key business and network needs and challenges and then create & provide solutions to enhance their operations to ultimately deliver measurably better performance. Through your customer and team interactions, you will demonstrate your brand as a trusted advisor, who develops insights and creates value.
• Armed with a strong commercial background in technology, healthcare or business consultation services markets, you will work in a consultative style to uncover opportunities for us to expand our partnerships and grow the Diagnostics business . Your success will be the result high-level business relationships, strategy development and execution of aligned tactics that create measurable value for our customers.
• Ultimately, your drive to succeed will open doors to a rewarding career at Abbott.

MAIN RESPONSIBILITIES

This is a high paced role where you will be empowered and rewarded to drive and create value for our key customers. In this pivotal role your key responsibilities would include but not be limited to:

• Establishing and building key stakeholder relationships inside and outside the customers’ laboratory, their wider health system, and leverage them to drive growth.
• Providing end to end diagnostics solutions to large, complex enterprise accounts with a focus on retention, penetration and growth to generate profitable and sustainable activity that exceeds customers’ expectations.
• Leading an internal cross-functional team to execute a strategic account plan for each enterprise customer; coordinating activities across entire customer & healthcare network to maximise growth and customer outcomes.
• Responsible for overall strategic account management planning, including uncovering a large complex organisation’s long-term strategic plan and converting this to a winning solution for the customer; oversee detailed account planning and sales forecasting; negotiate contracts and all pricing resulting in long-term commitments.
• Providing organisational leadership, commercial development of teams and individuals through coaching and mentoring.

MINIMUM BACKGROUND/ EXPERIENCE REQUIRED

What makes you a successful candidate:

• A powerful customer communicator at senior levels, able to develop customer business cases and value propositions.
• Significant experience in consultative engagement with senior level executives
• Proven track record in delivering revenue targets in a complex, solution selling environment, preferably with major accounts.
• Experience in setting budgets and forecasting is essential.
• Experience in negotiating directly with all levels of customer management including CEO, CFO, Procurement & Department Managers.
• A successful record of operating at a senior level in a commercial organisation & strong team approach.
• Established knowledge of healthcare, technology, communications, or management consultation markets is preferred.
• A degree in business studies is preferred while a post-graduate MBA or equivalent will be highly regarded.
• Business level English Language skills.