Abbott Sales Manager Diagnostics (Caribbean Territory) 75% Travel in Miami, Florida

Abbott is a global healthcare company devoted to improving life through the development of products and technologies that span the breadth of healthcare. With a portfolio of leading, science-based offerings in diagnostics, medical devices, nutritionals and branded generic pharmaceuticals, Abbott serves people in more than 150 countries and employs approximately 73,000 people. Please note that candidates need to be eligible to work in the U.S. without Abbott sponsorship.


Primary Job Function:

The Caribbean Sales Manager is responsible for delivering sales and margin goals for the entire Caribbean sub-region. (Puerto Rico; Dominican Republic; Jamaica; Bahamas; Trinidad & Tobago; Cayman Islands; St. Lucia; St. Vincent; Curacao; and surrounding islands). The Caribbean Sales Manager is responsible for both direct sales as well as distributor sales. This supervision ensures that all direct sales and distributor strategy and processes are executed on a daily basis. Responsible for delivering 20% growth year over year in the Caribbean sub-region. Incumbents in this position will work with other functions including; GM; Distribution; Abbott Ambassadors; Marketing; Informatics; Lab Solution Design; Finance; HR; Contract Managers; All Functional Areas of Distributors; Export Operations. Executes on strategy for distributors and value expansion for distributors within the Caribbean Sub-Region. Contract alignment with distributors.

Core Job Responsibilities:

Responsible for implementing and maintaining the effectiveness of the quality system.

Perform weekly field travel with Abbott and distributor sales force to ensure development; execution of strategy/processes; and goal achievement. Responsible for the MBR for all countries in region each month. Manage pipeline of customers for value expansion; acquisition; renewal; and platform upgrades on a weekly basis. Anticipate challenges and opportunities in the market to ensure financial and commercial goal achievement. Negotiate long term contracts with customers and distributors. Coach distributors in sales; marketing; and business processes to ensure distributors exceed monthly and quarterly financial and commercial goals. Manage distributors without authority. Provide leadership to the Abbott sales team and distributor partners. Reviews; coaches direct reports; and ensures implementation of Territory and Account specific strategies. Act as trusted advisor to customers and distributors. Lead across several functions without authority to ensure all goals and customer/distributor requirements are met at a high level of service. Ensure entire team complies with all Corporate and Divisional policies and procedures. Develop and attract talent to accelerate regional growth and goal accomplishment. Ensure all sales activities to include pre-call planning; sales calls; pipelines; and other activities are logged in aForce CRM. Conduct weekly performance 1:1s with team; ensuring that agreements; development activities; and follow-up items are documented weekly. Manages team and distributors to achieve KPIs.

• Achieve sales and EP plan for the distributor business in the Caribbean sub-region

• Classifies distributors and determines KPI‘s for the different distributor models.

• Monitoring of distributor KPI‘s

• Ensures continuous improvement of KPI‘s and distributor processes

• Analyze; develop and achieve value expansion goals through creation of account-specific plans

• Responsible for contract compliance (volume; pricing; utilization; efficiency; Free of Charge)

• Responsible for distributor / customer business reviews

• Ensures successful sales process for renewals

• Manage distributor agreement renewals and contracts

• Provide strategic pricing support

• Assure orders; shipment; and export/import processes

• Analyze and optimize instrument utilization

• Manage lifecycle of instruments and assays

• Coach Distributor Value expansion Representatives and other matrix functions

Expected outcomes:

• Economic Profitability improvement

• Customer Net Promoter Score growth

• Customer Loyalty and Retention

• Entrenchment

• Strategic Partnerships with Customers

Key Performance Metrics:

• Established KPI’s for distributors

• Sales; margin; and plan for area of responsibility

• 100% renewal rate of profitable business with distributors

• Positive Economic Profitability momentum

• Growth rate

• Free of Charge consumption

• Customer Net Promoter Score growth

Position Accountability / Scope:

Contract alignment with distributors. Determines and drives the distributor strategy for the entire region in alignment with area and country distributor strategy

Manage a business in excess of $20MM

Delivery of 20% growth year over year in the Caribbean sub-region.

Key Decision Rights: Executes on strategy for distributors and value expansion for distributors within the Caribbean Sub-Region. Contract alignment with distributors.

Minimum Education:

BS/BA degree required; MBA desirable.

Travel : 70% required

Bilingual: English & Spanish required

Minimum Experience / Training Required:

Proven front line sales experience selling a broad and complex product line (5 years). Proven distributor management skills to include distributor training, incentives/rebates, and strategic collaboration (2 years). The candidate should have a proven ability to build long term strategic senior level relationships. Must have executive level business and financial acumen, strong team leadership skills, and ability to adapt rapidly to a changing environment. Must be an expert in 'getting things done' and possess critical thinking and problem solving skills. The candidate must possess strong process driven sales and territory management skills, with a demonstrated history of goal accomplishment. The ideal candidate embraces change, thrives on implementing processes, and inspecting them to ensure goal achievement

JOB FAMILY: Sales-Regional Grp Sales Management
DIVISION: ADD Diagnostics
LOCATION: United States - Florida - Miami
WORK SHIFT: Standard
TRAVEL: Yes, 75 % of the Time
SIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.

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Abbott is about the power of health. For more than 125 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 150 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health.

The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges.

We invite you to explore opportunities at Abbott , to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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