Account Rep.

Job Description

Employment Type: Full time

Role Definition

Business developer for small to medium clients who maintain base biz while expand & capture new biz opportunities. Responsible for achieving sales performance for assigned clients, including but not limited to winning new business opportunities, contract renewals, and continuously increasing Abbott's market share in hospitals.

Key Deliverables

• Achieve annual contract value, value expansion goals & sales plan of assigned clients.
• Value co-creation with clients to maintain base biz.
• Capture VE and new deal opportunities.
• Market intelligence collection, sharing and reporting.
• Complete sales targets for assigned clients.
• Jointly create value with clients to maintain existing business.
• Seize value creation opportunities and new business opportunities.
• Collect, share, and report market intelligence for responsible clients.

Expected Sales Behaviors

• Performance Achievement: Achieve installation and other various targets.
• Regularly review client inventory, make reasonable performance forecasts, and track order completion.

Key Account Management

• Clarify key accounts and sales targets within the region, including existing and target clients. Collect and update data for existing and target clients promptly, ensuring completeness and accuracy. This includes, but is not limited to, information on key client decision-makers, trends in product usage and potential needs, and potential needs and changes in academic and hospital management.
• Manage existing key accounts, including but not limited to satisfaction management, risk management, and opportunity management:
  • Through regular reviews with clients on instrument and reagent product usage and client market activities, address key client needs, strengthen client loyalty, and ensure client satisfaction with Abbott products and services.
  • Establish in-depth and broad cooperation with existing clients, from laboratories to clinical departments and management levels, to identify evolving client needs and recognize opportunities and further action plans.
  • Monitor client dissatisfaction leads, identify business loss risks, and develop contingency plans.
• Understand the instrument, reagent, and billing department situation of key target clients' laboratories. Collect competitor information and channel distributor information. Identify client needs, understand client pain points, and develop mid-to-long-term client development plans.
• Follow sales process requirements, develop and execute effective client visit plans.

Hospital Client/Business Planning

• Analyze the market and internal situation of the assigned region to develop and implement reasonable business plans for individual hospitals and the region that align with regional development and performance achievement.
• Reasonably forecast and manage VBP reporting.

Market Insight

• Collect industry policy changes, monitor market dynamics, and competitor activities in the assigned region.

Cross-Departmental Collaboration

As the primary responsible person for problem-solving, integrate internal company resources:

• Coordinate client complaints, after-sales service, and installation processes.
• Support market project execution, build academic circles, maintain relationships with clinicians, and participate in departmental meetings.
• Coordinate product inventory expiry dates, PCR application processes, and other procedures to enhance customer satisfaction.

Key Success Factors

• Possess a clear business plan with defined goals and achieve performance targets.
• Implement a clear key account management plan.
• Demonstrate strong execution skills and problem-solving abilities.

Job Family

Sales Force

Division

CRLB Core Lab

Location

China : Remote

Additional Locations

N/A

Work Shift

Standard

Travel

Not specified

Medical Surveillance

Not Applicable

Significant Work Activities

Not Applicable