Regional General Manager Southern Europe – Abbott Point of Care

JOB DESCRIPTION:

The General Manager is responsible for the overall management, strategy and leadership for all activities of Abbott Diagnostic across the Region of responsibility including sales, P&L and people management. He/She supports the affiliates commercial and distributor organizations in effectively meeting the needs of their customer bases and enables growing of the business. He/She is involved in marketing and strategic business development to identify new product and market opportunities within Abbott existing businesses in a certain geographic area. Skills for planning of 2 major launches over the next 2 years

Hands-on management skills, mindset of growing and expanding the business and good balance between operational skills and people management required.

Countries in scope are France, Italy, Spain and Portugal.

Areas of Impact:

• Definition and advancement of the strategy for the entire region in alignment with area and global organization.
• Experience leading sales teams in direct markets (France, Italy) as well as managing distributors in indirect markets (Spain, Portugal)
• Experience managing a business to double-digit growth while owning and managing the P&L Financial and demand forecasting skills.
• Operationally leading a sales team, coaching and sharing best practices
• Management and growth of the relationships between Abbott Point of Care and its current and emerging customers and leading from the frontline.
• Assess, identify and prioritise market growth opportunities
• Prepare for and execute 2 major product launches planned over the next 2 years
• Experience in interacting with KOLs
• Ensure achievement and continuous improvement of KPIs including Sales productivity, Service quality, and Operational efficiency.
• Responsible for contract compliance (volume, pricing, utilization, efficiency) 
• Build and maintain a strong positive profile among the company’s key stakeholders such as health and regulatory agencies and diagnostic associations, with the aim of proactively shaping and influencing relevant legislative developments / regulatory frameworks. 
• Anticipate market trends and environmental forces and implement the necessary changes to meet distributor and customer needs.
• Acquire, inspire and retain top talent to achieve a high level of competence, motivation and efficiency in order to secure sustainable profitability
• Develop a high-performance organisation, driving best practice, and create a culture of innovation, pro-activity and accountability.
• Operate in a legal and ethical manner and ensure that products and services are marketed in accordance with compliance requirements.
• Create a culture of innovation, calculated risk and high accountability.

Critical Success Factors:

• Experienced Sales, Country or Franchise Manager of a $5-10MM+ healthcare business, with hands-on experience managing and coaching a sales organization and P&L responsibility.
• Operational, hands-on working style with drive to further expand business, explore growth opportunities and deliver double-digit growth
• Sales excellence and leadership skills, with capability to establish a high performing team, by recruiting, coaching, developing, motivating and retaining an optimal number of top performing commercial professionals.
• Demonstrated ability to complement business growth through the appointment and management of strategic distributor partnerships, serving market segments not covered by the direct organization.
• Outstanding strategic planning skills, with proven ability to analyze markets, identify and size target market segments, then subsequently formulate, communicate and execute a successful business strategy, to deliver sustained above market (sales, margin and market share) growth and plan achievement.
• Excellent interpersonal skills with ability to network and establish strategic relationships with: National Healthcare bodies, key opinion leaders and clinical specialists, to influence national healthcare policy and clinical guidelines.
• Strong presence to act as country business representative, in a complex international matrix organization, with ability to take ownership of problems, exercise sound judgment, whilst at all times ensuring regulatory and legal compliance.
• Skilled change agent with experience aligning a geographically-diverse team around a vision and strategy and creating a sense of urgency to execute the strategy and deliver on commitments.

Position Requirements:

• Bachelor’s degree in Business Life Sciences, or related technical discipline
• A minimum of 10+ years of relevant sales experience with products from the point of care diagnostics, diagnostics, pharmaceutical and/or health sector- e.g. Medical technology.
• 2-3 years sales experience selling to executive level decision-makers.
• At least 5 years people management experience.
• Must be willing to travel up to 50% within their assigned territory.
• Extensive Contracting Experience
• Fluency in English + one other of the following languages: French (preferred), Spanish or Italian.

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:

Sales Support & Administration

DIVISION:

APOC Point of Care

LOCATION:

France > Rungis : Miami Building

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 50 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Not Applicable

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