Key Account Manager - Abbott Rapid Diagnostics

MAIN PURPOSE OF THE ROLE

Our Sales department is in search of a Key Account Manager to be a part of our team. You should be able to handle multiple customer accounts and provide excellent customer service. Besides, you should also be to gather customer details and understand their requirements. Moreover, you should also be able to build and maintain long-term customer relations.

This role is a critical in conventional channel (public and private hospitals, clinics) and non-conventional channel (Small clinics, retailers & pharmacies; NGOs, CBOs, Govt/MOH channel specific projects, . . .) This is a strong driving role to the commercial team to expand the market for sustainable business growth, for both pre- and post-launched rapid diagnostics products. Implementation and for aligning our activities with public health channel to support disproportionate business growth in Vietnam.

As a Key Account Manager, you should be able to understand customer queries and resolve them in a timely manner. Furthermore, you should also be able to assist in planning and implementing effective business strategies. You should also be able to conduct in-depth market research and identify potential leads.

To be able to perform in this job role, you should have excellent communication and presentation skills. In addition to this, your strong negotiation skills will be a plus point. You should also be detail-oriented and have the ability to handle stressful situations.

MAIN RESPONSIBILITIES

Strategic/Technical/Operational:

1. Conventional channel management:

• Establish, develop and maintain relationships with customers in ETC after assessing their needs, purchasing method, and frequency of contact preferences

• Develop and execute plans to meet established sales goals and objectives while maintaining territory budget

• Complete planned customer visits to make product presentations to existing and prospective customers

• Provides industry and product knowledge to customers on segment specific value propositions and helps customize the existing product portfolio to their needs

• Assist marketing in the development and implementation of new strategies, tactics and tools for new market opportunities

• Monitor performance against objectives and performs analysis on territory opportunities to develop customer and product forecasts

• Monitor market, customer and competitor trends and advise management on methods to improve company competitiveness

• Support distribution partners including training, technical expertise of the ARDx product portfolio

• Understand tender policy/process and high ability of consulting to customers assigned.

2. Non-conventional channel management:

• Supporting the development and implementation of guidelines for the use of new products in GPs, small clinics, retailers & pharmacies... to reach a wider range of end customers.

• Aligning our activities with national and global initiatives, such as those targeting HIV, Tuberculosis, and Hepatitis.

• Deploy self-test products in non-conventional channel.

• Scanning and researching potential opportunities NGO, MOH, local and provinces across Southern, Vietnam to drive growth disproportionately.

• Working closely with key stakeholders to understand demand of rapid diagnostic kits for the year and mapping forecast plan for full year. This would include overseeing the implementation and monitoring of existing NGO's, CBO's projects

Internal Systems and Process:

• Comply with Abbott Corporate Policies and Procedures.

• Ensure all business activities are conducted professionally, aligned with regulatory and industry guidelines and are conducted in a manner consistent with Abbott’s Code of Conduct guidelines, and Abbott’s Anti-Corruption Policy

Customers:

• Responsible for exhibiting professional behavior with both internal/external business associates that reflects positively on the company and is consistent with the company’s policies and procedures.

• Maintain key NGO account and key opinion leaders in responsible market

Conduct:

• Ensure all activities carried out by self are in accordance with legislative employment policies and safety requirements and corporate policy

• Promote a standard of excellence for quality and customer focus at Abbott.

• Comply with ARDx’s policies and procedures

• Abide by ARDx Culture & Performance policies.

• Strong leadership, financial acumen, communication skills, and a passion for social impact are essential for this role.

• Minimum of 8+ years of healthcare industry experience (diagnostics, medical devices, pharmaceutical), with high customer interaction.

• Rich experience of healthcare, public health, pharmacy chain & NGOs operations, the internal and external policies and environment.

• Experienced professional individual contributor that can work under minimal supervision.

• Strong commercial acumen with ability to capture new opportunities and risk mitigate.

• Excellent communication skills and ability to build and maintain relationships at all levels in the organization and with external customers.

• Excellent organization skills with attention to detail and the ability to multi-task.

• Track-record of timely and high-quality project delivery.

• Proven excellence in both written and oral communication in Vietnamese Language and English.

• University degree in Biology, Pharmacy, or Medicine preferred.