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Description

The role of Sales Manager within the Infectious Market Business Unit is to ensure Abbott Rapid Diagnostics (ARDx) leads in large scale moves toward point-of-care within the public, private and strategic partners in the primary and secondary care sector. This will require managing and influencing a wide variety of stakeholders. This role will lead the Abbott Rapid Diagnostics Sales Team in Austria and Switzerland (ACH).

The Sales Manager will drive the strategy of the ARDx ID Business Unit in these sectors, while being exemplary in living the Abbott values in collaborating with their colleagues in other Abbott divisions in generating solutions for customers. The role of the Sales Manager ACH, Infectious Disease is the most senior ARDx Infectious Disease position in Austria & Switzerland and in close collaboration with the Regional Director DACH & Netherlands provides management and leadership to:

• Austria and Switzerland commercial organisation, Third Party Distributors and relevant external agencies in the execution of the sales and business development strategy ensure accurate and efficient co-ordination and administration of all business
• ensure accurate and efficient co-ordination and administration of all business operations in a manner that is compliant with Abbott guidelines and Abbott Ethical policies
• develop a high-performance team with strength-in-depth ensuring succession planning where appropriate for all key positions/skill sets
• Definition of sales strategy in collaboration with the Commercial Manager DACH to achieve and reflect company goals
• identify potential targets for strategic partnerships/alliances

Responsibilities and Duties

• Deliver short- & long-term volume, sales, profit & market share goals by developing and delivering Organisational Excellence within our Austria and Switzerland organization
• Manage the portfolio and sell and train products in various market segments, to various types of customers (public, private) and environments (emergency services, laboratories, economic departments), both through sales reps and in own accounts

• Remain attentive to customer needs and problems and take the necessary steps to respond to or solve them.
• Prepare monthly, quarterly and annual sales forecasts

• Develop well trusted and in-depth relationships with public and commercial payor stakeholders, interfacing with Key Opinion Leaders, developing strategies to address market access barriers and supporting the sales force
• Understand, describe, prioritize and liaise with most relevant (influential, accessible) market access stakeholders (payers, governmental bodies, industry associations, professional associations and other stakeholders) for local ARDx organization/business
• Collaborate with other functions (especially Marketing, Market Access, Finance, Global Business Services)
• Represent ARDx Infectious Disease within Abbott Austria and Switzerland
• Ensure the Commercial operation is compliant with all relevant legal, regulatory, tax & ethical boundaries
• Employee Recruiting and participation at job interviews

Qualification:

• P ost graduate diploma or University degree
• At least 5 years’ sales experience and detailed understanding of the IVD-market
• Effective communicator, excellent interpersonal skills with the ability to achieve results through influencing others. Demonstrated ability to maintain positive people relationships and build strong links with all departments
• Self-starter, possesses flexibility and ability to work under pressure in a fast-changing environment and ambiguous situations
• Positive attitude, team player with a high level of initiative, energy and enthusiasm
• Excellent organisation, facilitator and presentation skills
• Exceptional selling skills
• People management skills
• Proficient in dealing with both primary and secondary customers at all levels
• Fluent in building / constructing compelling business cases
• Working knowledge and experience in diagnostic segment
• Contracting experience adequate to work with legal counsel in drafting heads of terms and working through contract reviews/tenders
• Informal coaching and leadership of stakeholders
• fluent in German and in English