Riyadh - Saudi Arabia

Business Development Manager

Job Details

  • Country: Riyadh - Saudi Arabia
  • Listed: May 16, 2020 1:52 am
  • Expires: This ad has expired

Description

Category: Jobs in Saudi Arabia

DESCRIPTION

The role of BUSINESS DEVELOPMENT is one our most critical appointments – managing relationships with customers, commercially steering the business that is not government funded. These break down into two distinct focus groups:

Private healthcare providers, insurers and outsourced service provision Public hospitals, HC officials, KOLs. Distributor(s)

This role offers great potential for career development for talented sales managers who consistently deliver great results.

The role is

accountable for business development in ARDx leveraging the products portfolio in order to maximize revenues and profitable growth for the business in country of responsibility
Develop the vision for sales in terms of direction, growth and overall targets
Ensure that all standing Regulatory and Quality, and Ethical Procedures are followed as per company policies
The goal within each of these core markets is to ensure Abbott Rapid Diagnostics leads in the move toward POC within both a primary and secondary care setting, achieving the sales targets, business growth, market share gaining, new accounts and projects consistently meeting business objectives. This will require harnessing cross functional capability of the wider ARDx team and could include but not be limited to:

Key Account Managers
Application Specialists or Sales Support Specialists
Tenders and Contracts or Administrative Support functions
Marketing
International Business Development Colleagues
As an entrepreneurial and high calibre self-starter with a proven track record and a consistent high achiever in the Healthcare sales arena, you will contribute to Abbott Rapid Diagnostics growth private healthcare provider settings.

The overall goal of position is to build a great business in their geographic and product remit. A great business will be characterised by:

A personal & business mission that is patient focused and clearly articulates clinical benefits.
The ability to develop and maintain great relationships that drive results.
Out-performing competitors through taking market share.
Exceptional service
Investing wisely
A passion to succeed and a track record of success
Each member viewing the business as their own.
Team spirit that values diversity in people.
Integrity
RESPONSIBILITIES AND DUTIES

The more detailed responsibilities associated with the role fall into a few distinct categories and are described at a high level below.

Performance

Be passionate in their customer focus and service ethic
Maintain an infrastructure that is motivational and integrates with government focussed colleagues, marketing, market access, clinical
Encourage new ideas within a framework of business planning and territory management.
Informal support in the Development of future leaders and talent
Recruit, negotiate and manage distributor relationships as allocated
Sales Management

Build, maintain and expand strong partnerships with target accounts
Foster business development via consultative selling approach to KOLs
Coordinate promotion of new and existing products, with all relevant marketing activities such as product presentations and competitor information, in order to guarantee high competitive standards and maximize ARDx division visibility and image
Achieve target (s) of double digit growth or double market growth rate and a profit margin of >60%
Business Planning
The leader will need to set an example in producing realistic business plans for their remit paying attention to the overall business objectives and constraints and view the business as their own.

This in turn will be complimented by individual territory plans

Sales Process Management
In their personal performance and in managing distributor performance:

Managing the three key elements of our sales process namely: funnel, current and results closely ensuring each member is on track

Work closely across the entire organisation and the distributors to ensure the team are well equipped and supported.

Forecasting and reporting
Provide regular timely forecasts of performance, product demand, expenditure etc. Report as required to ensure the region and team are on track and meet ad-hoc reporting needs that arise.

Strategic engagements and relationships
Manage self in determining which strategic engagements with regulators, purchasing bodies, luminaries and so on, need to be developed and maintained. (see below on collaboration)

Strategic contribution and collaboration

Serve as part of the leadership and management team in helping to determine the strategy, setting targets, budgeting and working collaboratively with other functions when appropriate. The most notable close collaboration will be with marketing and customer care.
lead and initiate projects or work as part of a project team as required, demonstrate excellent business acumen and strive to meet and exceed agreed financial and strategic objectives.
Maintain and communicate on a regular basis a view of the strategic landscape within your Region to Commercial Director and Marketing Teams within Abbott Rdx.
PERSONAL CHARACTERISTICS

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
Responsible-minded with a high persuasive power
Driven by objectives, solutions, meet the deadlines and customer satisfaction
Proactive
Stress resilient

REQUIREMENTS

Exceptional leadership
Proficient in dealing with both primary and secondary customers at all levels
Fluent in building / constructing compelling business cases
Good knowledge of managing numerous stakeholders in sales cycles that exceeds 9 months.
Working knowledge and experience in medical equipment leasing and managed services
Skilled and experienced negotiator
Contracting experience adequate to work with legal counsel in drafting heads of terms and working through contract reviews
Informal coaching and leadership of stakeholders
IT – MS Word, Excel (intermediate), PowerPoint, CRM system(s)
Coordination and delegation
Fluent in English

EXPERIENCE:

At least 5-10 years’ industry experience with ideally 3-5 years of sales leadership experience
Familiarity with diagnostic industry practices and ideally has familiarity with market(s) relevant to product line.
Thorough knowledge of the healthcare industry and private healthcare providers
Consistent track record of achieving profitable growth
Demonstrable track record in building, leading and developing teams
Negotiation success, securing contracts.
Working knowledge of leases and managed services
Ideally experience delivering change initiatives and facilitating change in a customer focused organisation
Ability to think innovatively and not be constrained by current practices
Experience in CRM systems
Advanced Excel and PowerPoint skills
PREFERRED EDUCATIONAL BACKGROUND:

Degree or higher in Business, Biological Science or related field.

OTHER:

Frequent travel (up to 80% of time) is anticipated.

Apply Now

  

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Listing ID: 8065ebf474dae0bc

  

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