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Status:             Permanent Full Time

Territory:         Windsor to Hamilton

Responsibilities:

• Mapping influence chain from end user (physician) to funding and developing key relationships within this chain to bring innovative products and solutions that distance Abbott Medical’s Endovascular portfolio from the competition.
• Ability to critically discuss finance, cost-analysis, value savings to senior level customers—including Physicians, Hospital Administrators, and buying groups, and using these discussions to find and develop solutions that expand Abbott Medical’s leadership position within Canada’s endovascular (Vascular Surgery; Interventional Radiology; Interventional Cardiology and Electrophysiology) marketplace.
• Ability to identify and develop relationships with key / influential end users—physicians. More importantly, ability to leverage these relationships into innovative solutions that meet unmet clinical and economic needs, thereby separating Abbott Medical from the competition.
• Comfortable effectively navigating hospital processes, procedures, protocols, and understand how to get things done in this environment
• Support product use in the operating rooms (ORs), angio suites and cardiac catheterization and EP labs, and able to deeply understand and position from a clinical data and practical, hands-on perspective.  Must be able to explain complex, multi-step clinical procedures in real time to physicians with patients on the table.
• Ability to identify how and when to present commercial proposals for consumable products used in the hospital
• Identifies industry trends and changing market regulations and understands impact on strategic account.
• Ability to train and sell a wide product offering including: a leading vessel closure product (ProGlide); tools for treating peripheral arterial disease (guidewires; balloons; stents), occlusion devices (vascular plugs), and other products
• Ability to help establish clinical / administrative partnerships with hospitals to build market understanding of how to use Abbott’s endovascular products
• Maintains a detailed understanding of a consolidated customer decision maker and influencer; builds and preserves customer relationships to leverage new sales and protect AV business.
• Identifies opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott Medical value proposition resulting in positive action.
• Understands, analyzes and accurately interprets key financial performance indicators for strategic accounts and how Abbott’s solutions will impact targeted financial objectives.
• Negotiates contracts resulting in long-term commitments.
• Provides leadership and direction regarding all Abbott interactions with strategic accounts.
• Integrates information from ongoing business analysis and assessment into a multi-year plan and leads through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results.
• Acts as an internal advocate for the customer; cultivates Abbott internal relationships and leverages to drive business objectives.
• Operate the CRM (OneForce customer relationship management) system and ensure information is available with the company on a timely and accurate manner – this includes:

• Entering and maintaining contact details, include tasks, events and managing appointments.
• Record customer interactions giving the company the ability to track performance and productivity based on information logged within the system
• Keep accurate market share information and update it on a monthly basis.
• Analyze the territory/market’s potential, track sales and status reports
• Works cross-divisionally to develop a “One Abbott” approach to key customers.

Education and Required Experience:

• Bachelor’s Degree in Science
• Proven sales experience at executive level selling broad and complex product lines for a minimum of 3 years required
• Proven ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large complex organization’s strategic long-term plan and short-term tactics and translate into a winning solution
• Proven success as a resource in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer.
• Preference for people with experience supporting and selling products into angio/ OR/ cath labs and proven ability to navigate and sell in hospital environment
• Executive level business and financial acumen
• Strong team leadership skills and knowledge of all products and services
• Strong negotiation skills
• Critical thinking and problem-solving skills
• Strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.
• Build and maintain good relationships with customers, team and other colleagues/management
• Take action to achieve goals (proactive/shows initiative)
• Constantly seeking out new ways to improve processes (innovative)
• Sense of urgency and ability to meet tight deadlines
• Analytical and problem-solving skills
• Demonstrate a strong personal capacity for learning new aspects of the business and encourage others to do the same
• Think independently and challenge status quo

Abbott Canada is committed to the hiring, advancement and fair treatment of individuals without discrimination based on factors such as race, sex, colour, ethnic or national origin, religion, disability, age, citizenship, family or marital status, political beliefs, sexual preference or other factors included in human rights legislation.

Our diversity goals for recruitment, hiring, and retention are embedded in our corporate goals, and our diversity initiatives are supported by the highest level of the organization.

We strongly believe that a diverse workforce fosters more creative and innovative thinking throughout the organization. Creating an inclusive environment, where everyone is respected and valued, enables us to leverage our diversity as a business driver and strengthens our position as a global leader.

Abbott strives to promote and maintain an inclusive, high-performing culture that allows all employees to reach their full potential and contribute to Abbott’s success.

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