1.

Primary Objective of Position

Managing relationships with customers, commercially steering the business These break down into two distinct focus groups: Private healthcare providers, insurers and outsourced service provision , Public hospitals, MOH, HC officials, KOLs. Distributor(s) & FUNDERS offices.

This position will be accountable for business development in ARDx IDEM leveraging the products portfolio in order to maximize revenues and profitable growth for the business in country of responsibility:

• Develop the vision for sales in terms of direction, growth and overall targets.
• Ensure that all standing Regulatory and Quality, and Ethical Procedures are followed as per company policies.

The goal within each of these core markets is to ensure Abbott Rapid Diagnostics leads in the move toward POC & rapid diagnostics within both a primary and secondary care setting, and ensure Abbott has proper share within the funded market , achieving the sales targets, business growth, market share gaining, new accounts and projects consistently meeting business objectives. This will require harnessing cross functional capability of the wider ARDx team and could include but not be limited to:

• RA
• Global accounts
• Tenders and Contracts or Administrative Support functions
• Marketing
• International Business Development Colleagues
• Customer service
• Supply chain
• Market access
• Medical colleagues
• Governmental affairs

2.

Major Accountabilities

The more detailed responsibilities associated with the role fall into a few distinct categories and are described at a high level below:

Performance:

• Develop the region for a business of Millions with in 2-4 years from start.
• Pave the way for new launches like self tests, and other professional testing, via securing the proper launch preparedness with Key customers and distributors, funders, governmental affairs.
• Encourage new ideas within a framework of business planning and territory management.
• Recruit, negotiate and manage distributor relationships as allocated.

Sales Management:

• Build, maintain and expand strong partnerships with target accounts.
• Foster business development via consultative selling approach to KOLs
• Coordinate promotion of new and existing products, with all relevant marketing activities such as product presentations and competitor information, in order to guarantee highly competitive standards and maximize ARDx division visibility and image.
• Achieve target(s) of double-digit growth or double market growth rate and a profit margin of >60%

Business Planning:

• Producing the business plans for their remit paying attention to the overall business objectives and individual territory plans.

Sales Process Management:

• Managing the three key elements of our sales process namely: funnel, current and results closely ensuring each member is on track.
• Work closely across the organization and the distributors to ensure the team are well equipped and supported.

Forecasting and Reporting:

• Provide regular timely forecasts of performance, product demand, expenditure etc. Report as required to ensure the region and team are on track and meet ad-hoc reporting needs that arise.

Strategic Engagements & Relationships

• Manage self in determining which strategic engagements with regulators, purchasing bodies, luminaries and so on, need to be developed and maintained.
• Lead cross functional country planning and execution.
• Serve as part of the leadership and management team in helping to determine the strategy, setting targets, budgeting, and working collaboratively with other functions when appropriate. The most notable close collaboration will be with marketing and customer care.
• Maintain and communicate on a regular basis a view of the strategic landscape to Regional General Manager EEMENA and Marketing Team.

3.

Education

• Bachelor’s degree in health care graduate (Pharmacist- Biomedical engineer – clinical – medical background)
• MBA or business diploma is preferred not a must.

4.

Background

• At least 10 years healthcare industry experience within French speaking Africa region.
• Familiarity with diagnostic industry practices and ideally has familiarity with market(s) relevant to product line.
• Morocco extensive experience in management level
• Fluent in building / constructing compelling business cases.
• Good knowledge of managing numerous stakeholders in sales cycles that exceeds 9 months.
• Working knowledge and experience in medical equipment leasing and managed services.
• Skilled and experienced negotiator.
• Contracting experience adequate to work with legal counsel in drafting heads of terms and working through contract reviews.
• Informal coaching and leadership of stakeholders
• IT – MS Word, Excel (intermediate), PowerPoint, CRM system(s)
• Fluent in French & English, Arabic is a plus.

6.

Approvals

Management

Name & Signature:

Marwa Soliman

Marwa

Date:13 Dec 2024

Human Resources

Name & Signature:

Date:

Note:

• This Job Description is effective at the date of the latest signature applied.

7.

Change history

new Job Description

refill the current sales manager job

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