Managing Director, Enterprise Solutions

2 months ago

Shanghai, Shanghai, China Abbott Laboratories Full time

Primary function:

  • The position is responsible to deliver the acquisition dollar impact (ACQ) for plan performance across China including Hong Kong, all Corporate Client (Commercial Lab) P&L and drive key business development initiatives to address VBP impact.
  • The position is accountable to determine execution, establishing and driving the Enterprise and key accounts organization to address requirements of large, complex, highest revenue organizations along with targeted key account opportunities in own Region. The position reports to VP, CRDx China & Hong Kong.

Major responsibilities:

  • The role has accountability for China level Account relationships and to liaise with Abbott functions (Service, I&I, Govt, Finance) to ensure delivery of win rates/market share expectation and revenue realization.
  • The position will functionally lead the acquisition team in 4 regions (while acquisition remain solid line into RMD) and will continuously enhance the team using coaching, feedback and driving a robust management cadence.
  • Full responsible for sales quota with a volume defined by each region, including forecasting and target performance achievement.
  • Functionally shoulders the operational responsibility for a team of acquisition specialists, Enterprise, and Key Account Managers.
  • Drive profitable growth and close opportunities in the largest, complex enterprise - named accounts and targeted, non-enterprise accounts by initiating, developing and/or delivering unique solutions that result improved customer outcomes and benefits Abbott; ensure all commitments are met.
  • Responsible to define, execute and realize go to market strategy, business development plan and sales plan to achieve revenue target, higher market share and execution of corporate strategy under China VBP background.
  • Accountable for lead generation, pipeline coverage, opportunity management, contract negotiation, revenue, and profitability.
  • Responsible for managing solution portfolio and resource allocation with close collaboration with 4 Regional Managing Director.
  • Establish and build deep understanding of account needs, stakeholders, and competitive situation. Analyze impact of market trends and factors on customers.
  • Responsible of China Corporate Client (Commercial Lab) business.
  • Responsible for new business development with close collaboration with cross function team and external key business partners.
  • Success in this role is measured by sales quota achievement, economic profitability, contract renewal rate, win rate of new customer and performance management of team.

Requirements

  • University degree, ideally in medical technology. At minimum, a degree in Business, or Sales Management, or comparable is required.
  • 15+ years working experience in commercial functions in multinational company.
  • Proven experience as a total P&L owner to show the leadership and coaching skills.
  • Ability to manage and work through matrix organization.
  • Strong interpersonal skills, good communication skills and be a strategic thinker.
  • Good initiation and teamwork.
  • Good English in speaking and writing

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