Commercial Director Southern Area - Abbott Core Diagnostics

ROLES & RESPONSIBILITIES
PURPOSE OF POSITION
This individual will function as a Commercial Director for South provinces. They will be accountable for all business objectives in the business unit, including:
achievement of sales and growth targets
acquisition of new accounts
customer experience and renewals
profitability of existing accounts
marketing activities and medical liaison management.
Engaging with all Enterprise Accounts at the C-Suite level.
KEY ACCOUNTABILITIES
Sales achievement
Accurate and reliable forecasting and delivery of sales and growth targets as defined by the General Manager
In collaboration with the Commercial Operations manager, work with distributors to secure and maximise tender awards from government accounts
Drive end to end solutions selling, delivering balance performance across all available product groups
Develop and implement contingency plans to mitigate sales risk arising out of seasonality, market conditions and seasonability
Customer Experience
Drive cadence of team around customer management, focusing on implementation of tools available that will develop customer business plans and increase stickiness
Improve capability of sales team to be able to engage customers with our strategic selling tools
Develop and entrench CRDx position as a solutions provider, not just a product supplier
Drive a clear roadmap to deploy digital solutions to overcome customer operational challenges
Drive achievement of NPS score thru good customer service and engagement
Achieve minimally 95% renewal rate
Enterprise Accounts
Be the key point of contact with c-suite of all enterprise customers within defined territory
Be the champion of strategic selling with enterprise customers
Drive strong collaboration from Abbott support functions to support business objectives of our enterprise accounts
Strong awareness of business objectives/decisions of enterprise accounts, position CRDx to support and influence decisions to our benefit
Where applicable - involve our Abbot divisions in our enterprise relationships
Acquisition
Drive acquisitions of accounts in defined territory
Achieve acquisition target as defined by General Manager
Deploy strategic selling tools to engage with new accounts and maximise win rate
Drive balanced performance across sales team on acquisition
Drive end to end solution selling across full suite of products
Distributor and Channel Sales Management- in collaboration with Commercial and Distributor Excellence Manager
Define clear go to market strategy across the different customer tiers
Develop and implement customer segmentation and relevant rules of engagement for each tier
Have accountability of channel sales target in defined territory
Review customers from lower tiers and graduate them into higher tiers, adjusting go to market strategy as customers/market grows
Drive distributor KPI improvement on customer service, such as order fill rate and NPS
Marketing
With the support of the assigned product manager, oversee all customer focused demand generation activities in defined territory
Accountable for all marketing investments in defined territory
Make decisions on where/how our marketing investments will be utilised
Accountable for ROI on all marketing investments
Product manager will report to this individual
Medical Affairs
Align with medical liaison from 3rd party contractor on key priorities and engagements required
Direct and oversee deployment of medical liaison resource to maximise ROI
TSD
Manage TSD resource, oversee deployment of resource to most critical projects
Have final accountability of all technical proposals to customers, ensuring relevance to customer needs, while complying to CRDx profitability requirements. Solutions need to maximise utilisation and ROI on proposed hardware
With support of TSD, ensure sales team has sufficient competitor technical knowledge to handle technical objections
Team management
Develop and coach district manager as ready future successor to this role
Identify next district manager candidate out of team of senior account executives
Cascade enterprise c-suite engagement and relationships to senior account executives
Identify strong distributor sales reps that can be future CRDx account executives
Drive balanced performance across the team
Ensure that each team member has a individual development plan that aligns to their career objectives