Enterprise Solutions Director - Istanbul

JOB DESCRIPTION:

Enterprise Solutions Director - Istanbul

About Abbott

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.

The Opportunity

This position works at Istanbul location in the Core Diagnostics Division that we’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.

Our diagnostic solutions are used in hospitals, laboratories and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.

What You'll Do

PrimaryObjectiveofPosition

• The Regional Enterprise Solutions Director (ESD} is responsible for selling total solutions to enterprise hospital / lab accounts and/or strategic named prospect accounts in a specific region in Europe. The role owns the strategic customer relationship and is focused on retention, penetration and net new customer selling while ensuring economic profitability of operations. The ESD leads the acquisition team and will continuously enhance the team using coaching, feedback and driving a robust management cadence.

MajorAccountabilities

• Ensures that all activities are performed in compliance with quality system requirements.

• Full operational responsibility for a team of acquisition specialists, Enterprise and Key Account Managers.

• Strategic Planning:

  • Align to and drive team to AREA strategic growth plan.

  • Utilize a strategic mindset to coach team and collaborate with cross-functional teams to build and drive enterprise-wide account engagement strategies for Share Capture, Amplify & Protect and Renewal Opportunities.

  • Ensure each EAM/SE assesses and applies marketplace trends to assigned enterprise accounts.

  • Coach for effective territory management, providing constructive feedback on consultation with customers, delivering insights for clinical effectiveness and operational excellence that will directly impact customer objectives.

  • Manage ambiguity in a complex selling environment among team by collaborating with internal and external stakeholders to build a deep understanding of account needs, stakeholders and the competitive situation.

  • Utilize business & financial acumen in leading team through analytics and strategic decisions based on prioritized accounts and targeted account opportunities.

• Value Co-creation

  • Coach individuals and team to align the value Abbott can create through the laboratory to customers' strategic objectives and key performance indicators.

  • Lead by example in partnering with customers' key decision makers to develop solutions that enhance their competitiveness and performanee.

• Drive market share growth through new business opportunity realization, amplifying & protecting existing business and contract renewals that achieve sales and profitability objectives.

• Create a culture of accountability among team in orchestrating sales plays to execute chosen account strategies, leading cross-functional teams.

• Set the pace to achieve expectations through your leadership example in working with multifunctional Abbott teams and resources to amplify/protect business to optimize renewal of enterprise business, early in the process, blocking competition.

• Build solutions and contingency plans with your team to Drive Alinity and AlinlQ solutions.

• Leverage organizational knowledge to coach and provide feedback on negotiating profitable contracts by evaluating all possible deal scenarios.

• Customer Loyalty:

  • Lead team in building 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.

  • Demonstrate what good looks like and coach team in communicating and demonstrating Abbott's differentiated value proposition and solutions to expand Abbott's brand reputation, deliver results and profitability objectives.

  • Coach internal resource effectiveness and lead the optimization the Abbott Transformational System to effectively deliver customized solutions that meet decision makers' expectations.

  • Lead team to conduct effective customer business reviews to standards and plan, assessing loyalty factors, leveraging joint scorecards, and managing follow-ups.

  • Recruit and retain a diverse team that shares best practices in order to drive customer engagement and loyalty.

Required Qualifications:

• University degree, ideally in medical technology.
• Minimum 5 years of experience in diagnostics and at least 10 years of total sales experience within the healthcare industry with an emphasis on establishing and building executive level relationships and leveraging them in driving new profitable sales and protecting base business.
• Working healthcare and diagnostics industry knowledge that includes the following: changing market dynamics, key competitors, terminology, challenges and potential government regulations.
• Successful engagement with customers, specifically C-Level (including CEO)
• Extensive experience managing strategic I enterprise accounts.
• Extensive experience developing relationships with, selling to and negotiating with senior level stakeholder in large, complex enterprise-named accounts is a pre-requisite.
• Proven success at winning contracts at large, complex accounts.
• Ability to influence team member activities (without direct reporting relationship).
• Strong understanding of key stakeholders and customer dynamics.
• Strong solution selling and relationship building skills.
• Strong communication skills.
• Long term, strategic focus on account.
• Portfolio management skills.
• Candidates need to be fluent in local language and English, additional languages are advantageous.
• The position requires the willingness to travel on a frequent basis, i.e. on average three days per week

Apply Now

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The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Sales Force

DIVISION:

CRLB Core Lab

LOCATION:

Türkiye > Istanbul : Saray Mah Dr Adnan Buyukdeniz Cd Umraniye

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 50 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Not Applicable