Strategic Enterprise Account Executive

1 week ago

Hong Kong, Central and Western District, Hong Kong SAR China Abbott Full time

Job Overview

Develop and maintain enduring partnerships between Abbott and pivotal strategic account clients, ranging from external laboratory or network hospital stakeholders to laboratory department leaders, consultants, and scientific officers, down to end-users. Present innovative solution possibilities across Abbott Diagnostics' offerings that foster growth for both Abbott and its clients, while enhancing healthcare performance. Responsible for driving market share expansion through the realization of new business opportunities and the renewal of contracts.

Key Responsibilities

Lead the sales growth initiatives for the top 10 market accounts (hospitals or commercial laboratories) in Hong Kong, focusing on acquisition sales to achieve planned growth targets. Cultivate long-term relationships with key stakeholders both within and outside laboratories, enhancing networking across hospitals. Identify significant acquisition opportunities for the top 10 accounts within a rolling five-year strategic plan, building a pipeline and tracking progress. Implement country, regional, and area strategies to secure new business wins, collaborating with area and regional teams and Total Solution Design (TSD) to conduct activities throughout the sales cycle. Engage in business planning, conduct reviews, and perform monthly forecasting on key accounts to prioritize sales activities effectively. Ensure timely completion of Total Account Management (TAM) data and account strategy planning, optimizing sales effectiveness through efficient time utilization processes. Enhance customer relations and the company's image by maintaining strategic contact with key clients and industry associations. Ensure compliance with the Abbott Code of Business Conduct and relevant legal regulations in all company activities.

Qualifications - Education and Experience

Bachelor's Degree in a scientific field or related disciplines, preferably in medical technology, in vitro diagnostics (IVD), life sciences, or the healthcare sector. At least 5 years of experience in developing and selling tailored solutions to senior-level personnel in healthcare institutions. Demonstrated sales experience in account management, sales forecasting, and planning, along with strong people management skills. Proven track record of effective customer relationship management and communication skills. Ability to foster strong cross-functional relationships and collaboration within the organization, motivating the sales team to achieve consistent performance. Successful engagement with clients, particularly senior management and key stakeholders, with knowledge of the healthcare and diagnostics industry, including market dynamics, competitors, terminology, challenges, and regulations. Understanding of performance metrics in hospital or laboratory environments, with the ability to recommend appropriate solutions. Customer-focused, achieving high levels of satisfaction by understanding client needs and overcoming challenges, adapting product and service delivery accordingly. Proficient in both Chinese and English; knowledge of additional languages is a plus. Familiarity with software tools such as Excel, PowerBI, and CRM dashboard management.

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