District Sales Manager

Abbott  •  MA and 5 other locations

5 - 7 years experience  •  Biotech/Pharma

Salary depends on experience
Posted on 09/22/17
5 - 7 years experience
Biotech/Pharma
Salary depends on experience
Posted on 09/22/17

30052921

JOB DESCRIPTION:

Primary Job Function:

The District Sales Manager key responsibilities are to drive value creation by sales and to deliver outstanding day-to-day service to existing customers in a district thereby – increasing economic profitability; customer satisfaction and retention.

Core Job Responsibilities:

Responsible for implementing and maintaining the effectiveness of the quality system.

  • Own and manage existing customer relationship
  • Create and drive long term strategy and short term tactics to achieve business goals in a timely manner
  • Deliver outstanding customer experience to existing customers in a district – ensure economic profitability and customer satisfaction and retention
  • Establish and drive strategic account plans for achieving goals including value expansion and margin
  • Identify new business opportunities by initiating; developing or delivering unique solutions that result in improved outcomes for customer and company
  • Drive both customer orientation and business achievement positively impacting the team culture
  • Establish and build deep understanding of account needs; stakeholders and competitive situation of accounts
  • Ensure business reviews are conducted according to standards and plan; manage follow ups
  • Build team of ADD resources to best execute renewal process; involve acquisition organization if required
  • Negotiate long term contracts; assist Ambassadors and Value Expansion Representative with contract negotiations; particularly withpricing/profitability policies
  • Responsible for first line service and escalation through to resolution
  • Responsible for adherence to customer contractual obligations
  • Oversee cross-functional implementation team (post-sale)
  • Identify new business opportunities to expand current ADD share
  • Coaching and mentoring to drive continuous improvement
  • Co-ordinate and manage a group of Abbott Ambassadors and Value Expansion Representative
  • Service Cost Profile Ownership – joint with Technical Service group
  • Own forecast of expected revenue for current customer base
  • Own & manage existing Customer relationship
  • Manages 5 team members

Travel:  50% up to 75%

Position Accountability / Scope:

Interface with relevant Executives Customers Accounts; Regional Managing Directors; Enterprise Accounts staff. Key linkages:  Service team staff; Specialists; Sales Support Functions (HEM; Transfusion; Lab Solutions Design); Contracts & Pricing team; Marketing; Finance.  Accountability for $25-40MM revenue

Key Performance Metrics:

-Sales & Margin

-Renewal rate of base

-Contract compliance

-Customer Retention Rate

-Net Promoter Score

-Economic profitability

-First line Service KPI; Customer Contract

Minimum Education:

Bachelor's degree.

Minimum Experience / Training Required:

5 years’ experience with track record in Customer interface (Sales or Service) roles

•Mastery level experience managing customer accounts

•Ability to influence team member activities

•Strong understanding of key stakeholders and customer dynamics

•Strong solution selling and relationship building skills

•Superior communication skills

•Ability to identify and drive resolution of issues

Long-term, strategic focus on account

•Portfolio management skills

•Excellent product and industry knowledge

•Proven success at winning contracts

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