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10 months ago
Location: Solihull
Job type: Permanent
Category: Management Jobs
United Kingdom > Solihull : Remote


Exciting new commercial opportunities have arisen within Abbott’s Cardiac Rhythm Management (CRM) team. We are looking to recruit two Business Development Managers to facilitate a more effective and strategic approach to key hospitals and customers nationally (one targeting the Northern half of the UK and the other the South).

The BDM will develop key relationships across the spectrum of personnel within a hospital to identify needs and opportunities that fit to Abbott CRM technologies and capabilities, leading Abbott’s field sales approach with these hospitals by focusing on the value that can be delivered in partnership with our customers. They will facilitate significant CRM sales growth, with a particular focus on contracts that extend more than 2 years, incorporating CRM sales, and potentially other areas of our Abbott portfolio - capital sales (cath lab build / refurbishment) and other Abbott divisions, the introduction of new technology, and creating possibilities for new mechanisms for payment/reimbursement in our market.

Key responsibilities:

Utilise a go-to-market model / account segmentation to drive sales growth.
Work with, and line manage, a BDM Field Technical Engineer to create and optimize CRM sales growth and customer experience.
Deliver sustainable CRM sales growth (increased market share) in allocated accounts in line with agreed targets using existing technologies, new ‘growth drivers’ and our broader portfolio of Abbott Medical products.
Deliver market leading customer experience to allocated accounts.
Providing unrivalled support and service based upon intimate understanding of customer needs at all levels of the hospital.
Create detailed business plans that provide sustainable business growth year on year for the CRM franchise, and present these business plans as requested.
Be accountable for the sales revenue - unit/ASP performance in allocated accounts.
Understand the dynamics of the CRM / cardiology market, the health economic environment and competitor strategies.
During the early stages of this role (1st 12 – 18 months), provide presentation updates to an executive team giving an overview of the BDM roles impact on Abbott business (executed and potential opportunities), and our partnership development with our customers.
Understand customer needs by building strong business relationships with contacts at all levels within an allocated hospital - consultants, clinical directors, senior hospital management, procurement & physiologists.
Work in close collaboration with the DM, RSM, and the commercial team (cross-divisionally where opportunity exists) to develop and execute compelling business solutions / value propositions. This would include our new growth drivers, in addition to our capital portfolio (cath lab capital, cath lab design and project management services) as a broader, longer term partnership proposal.
Develop a detailed strategic business and action plan by allocated account with a focus on creating share wins and achieving defined revenue targets.
Plan, organise and coordinate the key initiatives as defined in the action plan in close cooperation with the local team members as needed and aligned to the Quarterly Business Review process.
Fully leverage available programs and resources working with cross-functional and cross-regional teams to drive successful outcomes and accomplish key objectives.
Understand the health care reimbursement environment, to allow the delivery of value to the customer and develop strategic partnerships over the long term.
Lead and manage contracting processes to achieve market share growth, enhanced profitability and negotiate win/win outcomes in allocated accounts. Build and present unique customer centric solutions to deliver positive business outcomes for Abbott.

Candidates should hold a degree in a relevant life science, with a strong track record of consistent overachievement sales performance within a relevant medical devices company. Candidates must have strong commercial acumen, demonstrable through sales results and cross-divisional collaboration, and must understand the healthcare reimbursement environment.

As you’d expect from an innovative global healthcare company, we offer a competitive range of benefits including excellent salaries, a fantastic defined contribution pension scheme, private healthcare, life assurance and a flexible benefits scheme.

Sales Force

CAHF Cardiac Arrhythmias & Heart Failure

United Kingdom > Solihull : Remote



Yes, 75 % of the Time

Not Applicable

Driving a personal auto or company car or truck, or a powered piece of material handling equipment, Work with or near radiation sources and/or radioactive material

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