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Engaged Employer

Abbott

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4.1

based on 3k Reviews

Proud winner of ABECA 2024 - AmbitionBox Employee Choice Awards

Top Rated Pharma Company - 2024

224 Abbott Jobs

Enterprise Solutions Director - CRLB

Abbott Healthcare Pvt. Ltd

4.1

based on 3k Reviews

5-9 years

Mumbai

1 vacancy

Enterprise Solutions Director - CRLB

Abbott

posted 3hr ago

Job Role Insights

Flexible timing

Key skills for the job

Healthcare Legal Advisory CRM Key Account Management Budgeting Forecasting

+ 3 more

Job Description

Directly and through their Enterprise Account Management/ Commercial Team, to manage and direct the development of high-level business relationships and strategies that will drive share capture (SC) and renewal in the country, with specific focus on Large & Landmark accounts.

Working with General Manager and Area Acquisition Director,

Achieve financial, growth & customer loyalty targets.
Align Enterprise and Acquisition Team activity to global approach.
Manage and direct the development of acquisition structure, capability and execution activities.
Achieve adoption and execution of Abbott best practice executive customer engagement that delivers growth, expands value, and drives customer loyalty.
Through their team, facilitate the establishment of high-level business engagement and strategies that will drive acquisition growth and business renewal, with focus in large & landmark accounts in the targeted segments.

Core Job Responsibilities:

List the primary tasks or activities this job performs

Lead and drive executive customer engagements utilizing Abbott agreed best practices for Abbott s account strategy development. Drive and participate in executive customer engagement and value creation tools and approaches. With team, engage customers across the health system to uncover needs, solve barriers and align on organizational vision.

Achieve country sales/new business (Current year and Carryover) & contract close targets. Provide forecasts & review business as required.

Lead and be responsible for the following functional areas: Enterprise Account Managers (EAM). Sales Executives (SE) & Total Solution Design specialists (TSD). Partner & collaborate with CE Team, Marketing and other Abbott resources on customer projects.

Establish an acquisition structure that effectively achieves new business growth.

Build market transparency in targeted segment and focus the team to Play The Market.

Build acquisition capability and Abbott best practice adoption and cadence to drive win rate (SC & Renewal), expand value and drive customer loyalty.

Establish and drive the acquisition organization to address requirements of large, complex, highest revenue/profit potential and most important accounts to achieve a competitive advantage and create profitable sustainable growth.

Lead development and participate in and review Share Capture and Renewal account opportunity strategic sales plans (Opportunity Playbooks/Advance 8) to execution and ultimate success. Ensure deal profitability expectations are met.

Provide coaching to acquisition team to facilitate ongoing development.

Help team manage ambiguity in complex selling environment (internally and externally).

Co create value through activities that amplify and protect existing business.

Complete required reporting, forecasting, budgeting, and CRM/pipeline management activities as required.

Achieve country sales/new business (Current year and Carryover) & contract close targets. Provide forecasts & review business as required.

Establish an acquisition structure that effectively achieves new business growth.

Build market transparency in targeted segment and focus the team to Play The Market.

Build acquisition capability and Abbott best practice adoption and cadence to drive win rate (SC & Renewal), expand value and drive customer loyalty.

Establish and drive the acquisition organization to address requirements of large, complex, highest revenue/profit potential and most important accounts to achieve a competitive advantage and create profitable sustainable growth.
Lead development and participate in and review Share Capture and Renewal account opportunity strategic sales plans (Opportunity Playbooks/Advance 8) to execution and ultimate success. Ensure deal profitability expectations are met.
Provide coaching to acquisition team to facilitate ongoing development.
Help team manage ambiguity in complex selling environment (internally and externally).
Co create value through activities that amplify and protect existing business.

Complete required reporting, forecasting, budgeting, and CRM/pipeline management activities as required.

Minimum Skills Required:

Identify the specific skills needed to perform this job effectively (leadership skills, selling skills, computer literacy)

Business Level English language skills
Strong and proven track record in B2B solution selling and executive relationship building skills
Extensive leadership and coaching capability of commercial teams.
Ability to influence team member activities
Executive customer savvy and proven track record in consultative engagement
Significant experience in commercial management & leadership
Extensive proposal presentation and complex negotiation skills

Knowledge / Education Required:

Identify the knowledge, expertise, educational level required to perform this job successfully (product/industry knowledge, technical/business acumen, degree, professional certification etc)

Business, Management, or other similar achievement
A post-graduate MBA or similar will be highly regarded.
Strong understanding of key stakeholders and customer dynamics
Strong, muti level strategic selling process understanding.
Executive savvy
Either Technology, Healthcare, Solution sales, Consultancy markets

Experience Required:

Extensive experience managing strategic/enterprise accounts
Extensive experience in managing commercial teams
Significant experience in consultative engagement with senior level executives
Prior experience leading a sales/commercial function in the healthcare, technology consultancy or solutions markets.
Experience, track record and comfort in dealing with Executives and C Suite level.

Quality, Safety & Environmental Responsibilities:

Attend regular departmental meetings with manager/supervisor to build in continuous feedback mechanisms.
Meet the requirements of ISO and Class A by complying with all relevant Quality policies and procedures to ensure the Quality objectives of the business are met.
Comply with all relevant company Occupational Health, Safety and Environmental policies, procedures and work practices with the intent of preventing or minimizing accidental exposures to self, colleagues and/or the environment.