National Acquisition Manager

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritional and branded generic medicines. Our 107,000 colleagues serve people in more than 160 countries.

An exciting opportunity exists for an experienced National Acquisition Manager , looking for success-based career progression, to join our Core Diagnostics division in Indonesia. Working with General Manager, Regional and Area Acquisition Director, you will manage and direct the development of high-level business relationships and strategies that will drive share capture (SC) and renewal in the country, with specific focus on Medium, Large & Landmark accounts.

Armed with a strong commercial background in technology, healthcare or business consultation services markets, you will work leverage your extensive management skills uncover opportunities for us to expand our partnerships and grow the Diagnostics business. Your success will be the result of a strong growth mindset, the fostering of high-level customer business relationships, and leading your team’s strategy development and execution of aligned tactics that create measurable value for our customers. Ultimately, your drive to succeed will open doors to a rewarding career at Abbott.

What does a day in this role looks like:

• Achieve financial, growth & customer loyalty targets.
• Align Acquisition Team activity to global approach.
• Partner with Enterprise Account Manager on Enterprise Accounts
• Manage and direct the development of acquisition structure, capability and execution activities.
• Achieve adoption and execution of Abbott best practice executive customer engagement that delivers growth, expands value, and drives customer loyalty.
• Through their team, facilitate the establishment of high-level business engagement and strategies that will drive acquisition growth and business renewal, with focus in large & landmark accounts in the targeted segments.
• Lead and drive executive customer engagements utilizing Abbott agreed best practices for Abbott’s account strategy development. Drive and participate in executive customer engagement and value creation tools and approaches. With team, engage customers across the health system to uncover needs, solve barriers and align on organizational vision.
• Achieve country sales/new business (Current year and Carryover) & contract close targets
• Provide forecasts & review business as required.
• Lead and be responsible for the following functional areas: Sales Executives (SE) & Total Solution Design specialists (TSD). Partner & collaborate with Customer Experience Team, Marketing and other Abbott resources on customer projects.
• Partner with Enterprise Account Manager on Enterprise Accounts, executing plans aligned to account and opportunity plans. Ensure agreed customer engagement tools and activities are executed and supported.
• Establish an acquisition structure that effectively achieves new business growth.
• Build market transparency in targeted segment and focus the team to Play The Market.
• Build acquisition capability and Abbott best practice adoption and cadence to drive win rate (SC & Renewal), expand value and drive customer loyalty.
• Establish and drive the acquisition organization to address requirements of medium, large, complex, highest revenue/profit potential and most important accounts to achieve a competitive advantage and create profitable sustainable growth.
• Lead development and participate in and review Share Capture and Renewal account opportunity strategic sales plans (Opportunity Playbooks/Advance 8) to execution and ultimate success. Ensure deal profitability expectations are met.
• Provide coaching to acquisition team to facilitate ongoing development.
• Help team manage ambiguity in complex selling environment (internally and externally).
• Co create value through activities that amplify and protect existing business.
• Complete required reporting, forecasting, budgeting, and CRM/pipeline management activities as required.

What makes you a successful candidate:

• Extensive experience in managing sales/commercial teams
• Extensive experience managing strategic/enterprise accounts
• Significant experience in consultative engagement with senior level executives
• Prior experience leading a sales/commercial function in the healthcare, technology consultancy or solutions markets.
• Experience, track record and comfort in dealing with Executives and C Suite level.
• Strong understanding of key stakeholders and customer dynamics
• Strong, muti level strategic selling process understanding.
• Executive savvy
• Either Technology, Healthcare, Solution sales, Consultancy markets
• Business Level English language skills
• Strong and proven track record in B2B solution selling and executive relationship building skills
• Extensive leadership and coaching capability of commercial teams.
• Ability to influence team member activities
• Executive customer savvy and proven track record in consultative engagement
• Significant experience in commercial management & leadership
• Extensive proposal presentation and complex negotiation skills