Sales Manager

1. Deliver Sales Growth on both new business gain and base account utilization improvement.

2. Execute country, regional and area sales strategies to drive new business and protect base business

3. Business Planning. Conduct business reviews and monthly forecasting to drive and prioritize sales activity. Ensure account TAM accuracy and account strategy planning is complete and time utilization process in place to optimize sales effectiveness.

4. Full operational, functional and Sales responsibility for Account Executive and Ambassadors in the district.

5. Sales Coaching. Join call with sales team and provide field travel based feedback. Set expectations, conduct performance evaluations and provide feedback on performance gaps. Ensure proper sales knowledge (market, customer, competitive and product/technical) and selling skills (CSS, negotiations, relationship development, presentation) to maximize sales growth.

6. Responsible to execute the acquisition business win at 2x of market organic growth to gain market share. Business development and value expansion plan, proper setup of country sales plan to achieve revenue targets, improve account and product margin. High retention rates and satisfaction for existing customer base.

7. Coach Account Executive to identify new business opportunity pipeline, sales cycle management, End to End solution and strategic selling tools (ATS, 2x2, AD8, TVO, LBP, etc) to improve win rate.

8. Coach Ambassadors to grow the business, adding assays, ensuring contract compliance and renewal, conducting business reviews with emphasis on pricing/profitability policies

9. Act as a trusted partner for all customers and develop and maintain relationships with all key accounts in the district.

10. Responsible for managing and delivery of first line service support and escalations through to resolution

11. Responsible for Abbott adherence to customers contractual obligations and customer adherence to their contractual commitments

12. Implementation of the Abbott customer experience standardized trainings, process, procedures and reporting in the district

13. Success in this role and in the district is measured by base account Sales and VE achievement, business retention (contract renewal rate), Account EP, Service sales achievement, customer satisfaction and loyalty NPS scores.

14. Ensure all company activities are conducted within the framework of the Abbott Code of Business Conduct and applicable laws.

Requirements: Education and Experience

1. Bachelor’s Degree in science or related disciplines preferred in medical technology, Life Sciences or Business

2. At least 5 years of sales management experience

3. Proven Sales experience on account management, Sales forecast, and planning, as well as people management skill

4. Proven track record of good customer relationship and communication skill

5. Able to build strong cross functional relationships and collaboration within organization and is a strong motivator to drive consistent performance for Sales team

6. Successful engagement with customers specifically senior management and key stakeholders. Working Healthcare and diagnostics industry knowledge that includes the following: changing market dynamics, key competitors, terminology, challenges, and regulations

7. Ability to identify and drive resolution of issues

8. Customer oriented - achieves exceptional levels of customer satisfaction by understanding customers’ needs and overcoming all hurdles and adapting product and service delivery to meet those requirements

9. Fluent in Chinese and English, additional languages are advantageous

10. Software knowledge (Excel, PowerBI and CRM dashboard review & management)