Key Account Manager at Abbott

Hong Kong

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Pharmaceuticals, HealthcareIndustries

Requirements

5-10 years of commercial/sales experience working closely with customers in the private market, preferably HMOs and Private Hospitals, to deliver results
Consultative selling skills
Negotiation skills
Strong analytical skills (i.e., ROI calculation, forecasting and planning)
Capacity to manage P&L
Hybrid profile Sales/Marketing background preferred
Strong collaboration with Marketing
Must be able to work cross-functionally with Field Sales Teams
Experience in HK private insurance and/or market access environment will be beneficial

Responsibilities

Build enduring relationships with HMOs
Understand accurately HMO’s needs and expectations, opportunities and threats for Abbott, competition’s practices, document and share this insight internally across divisions
Play an active part within Commercial team, define priority HMOs, contribute to the commercial strategy and policy
Develop strategy and engagement plans with the HMOs with projects that will create value for both parties. Formalize this within an HMO Account Plan
Sell Value to the HMO, negotiate long term agreements ensuring a profitable growth
Identify additional opportunities (especially at product portfolio level), monitor environment to find new accounts, assess and capture the most relevant
Develop solutions to solve claims or specific issues raised by the HMOs
Lead private market project management and activity execution, coordinating Sales and Marketing efforts towards HMOs and Private Hospitals
Collaborate with Sales managers and Commercial Excellence to develop optimized account targeting and coverage plans
Manage contacts, ensure strategic alliance between Abbott functional teams (Sales, Marketing, Supply, Finance), coordinate and lead internal Abbott interactions, thereby building a strong internal network and provide business rationale, reach consensus, resolve conflicts, escalate issues
Execute the engagement plan and facilitate interactions with all in-field functions interacting with Sales Reps and ensure consistency

Skills

Key technologies and capabilities for this role

Account ManagementHMO PartnershipsCommercial StrategyNegotiationRelationship BuildingProject ManagementSales CoordinationMarket AnalysisStrategic PlanningPharmaceutical Sales

Questions & Answers

Common questions about this position

What is the base pay or salary range for this Key Account Manager position?

The base pay for this position is listed as N/A. In specific locations, the pay range may vary from the range posted.

Is this Key Account Manager role remote or office-based?

This information is not specified in the job description.

What experience and skills are required for this role?

Candidates need 5-10 years of commercial/sales experience working closely with customers in the private market, preferably HMOs and Private Hospitals. Key skills include consultative selling, negotiation, strong analytical skills (ROI calculation, forecasting, planning), P&L management, and cross-functional collaboration with sales and marketing teams.

What is the work environment or team structure like at Abbott for this role?

The role involves playing an active part within the Commercial team, collaborating with Sales managers, Commercial Excellence, Marketing, Supply, Finance, and Field Sales Teams to define strategies and execute plans.

What makes a strong candidate for this Key Account Manager position?

A strong candidate has 5-10 years of experience in HK private market sales with HMOs or Private Hospitals, consultative selling and negotiation skills, analytical abilities for ROI and P&L management, and a hybrid sales/marketing background with cross-functional collaboration experience.

Abbott

Healthcare solutions in diagnostics and devices

About Abbott

Abbott Laboratories focuses on improving health through various medical technologies and health solutions. The company operates in areas such as cardiovascular health, diabetes management, diagnostic testing, nutrition, and neuromodulation for chronic pain and movement disorders. Abbott's products include advanced medical devices and diagnostic tests that help healthcare professionals and patients manage health conditions effectively. For example, their cardiovascular technologies assist in heart health management, while diabetes care products enable accurate glucose monitoring without painful fingersticks. Unlike many competitors, Abbott emphasizes accessibility and affordability in its offerings, aiming to make life-changing technologies available to a broader audience. The company's goal is to positively impact global health and well-being, supported by a commitment to sustainability and a 2030 Sustainability Plan.

Lake Bluff, IllinoisHeadquarters

1888Year Founded

IPOCompany Stage

HealthcareIndustries

10,001+Employees

Risks

Departure of key leader Dr. Adamson may affect Abbott's Heart Failure division.

Integration challenges with Medtronic could impact glucose monitor-insulin pump rollout.

Thermo Fisher's microfluidics expansion may increase competition for Abbott.

Differentiation

Abbott integrates continuous glucose monitoring with automated insulin delivery systems.

Abbott's microfluidic devices streamline diagnostic processes efficiently.

Abbott's neuromodulation products target specific nervous system areas for chronic pain relief.

Upsides

Microfluidic technology offers cost-effective solutions in diagnostics.

Strategic partnerships like Abbott-Medtronic enhance product offerings and market reach.

Significant investments indicate strong market confidence in Abbott's healthcare solutions.

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