Business Development Manager

About Abbott
 

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
 

Working at Abbott
 

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

• Career development with an international company where you can grow the career you dream of .

• Amazing health and wellness benefits and perks.

• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.

• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.
   

Our Point of Care diagnostic portfolio spans key heath and therapeutic areas, including infections disease, cardiometabolic, informatics and toxicology.

The Opportunity
 

Primary Job Function

• Play a lead role in the Australian customer launch and new business therapy development for Abbott Point of Care’s New Product Introduction pipeline including High Sensitivity Troponin. The primary focus of this position is on new segment penetration including the metro Emergency Department, outpatient and pre-hospital setting.

Core Job Responsibilities

• Leverage the New Product Introduction pipeline to drive growth and win new business in new metro Emergency Department, outpatient and pre-hospital market segments. These include but are not limited to Ambulance, Primary Care, Urgent Care, Hospital in the Home, Aged Care and Sporting Associations.

• Clearly define Account targeting to focus on high value opportunities only.

• Develop therapy in field and follow-through to Agreement closure including Contract negotiation and key customer management.

• Customer stakeholder mapping and relationship development – both commercial and clinical.

• Provide strong leadership and project management including clearly defined objectives/ priorities, established milestones, working with cross-functional teams to meet and exceed New Product Introduction sales targets. 

• Work with the current sales team to define best practices for successfully executing the New product introduction sales process and tactics to win each opportunity.

• Act as a strategic “think tank” for the ANZ Leadership Team on key business initiatives and issues; understand business dynamics and competitive trends markets and proactively plan for potential impact on Abbott Point of care business in the corresponding NPI categories.

• Build novel strategies for market access, product awareness building, advocacy engagement, KOL engagement, etc that incorporate learnings from other businesses to ensure successful adoption of our breakthrough technology.

• Identify and evaluate business development opportunities

• Having an in-depth knowledge of business products and value proposition

• Writing business proposals

• Negotiating with stakeholders

• Identifying and mapping business strengths and customer needs

• Researching business opportunities and viable income streams

• Following industry trends locally and internationally

• Reporting on successes and areas needing improvement.

• Structuring and supporting an New Product Introduction focused educational program.

• Supporting marketing functions to deliver new products and messages into the Australian market.

• Role model a strong one team mindset.

• 50% travel required including rural, interstate and possibly international travel to fulfil your duties.

• Perform other related functions and responsibilities as directed by Manager.

Supervisory/Management Responsibilities

• Position reports to the National Sales Manager, Australia.

• No direct report responsibility in this position. Significant influence without authority required.

Position Accountability / Scope

• Direct responsibility for driving new business including adoption of New Product Introduction pipeline e.g. High Sensitivity Troponin; plus penetration in new market segments inside and outside the hospital.

• Aligned set of customer targets to be defined in the New Product Introduction planning phase and individual will be measured against these targeted accounts. Incentive plan to mirror this role and goal clarity.

Minimum Education

• B.A., B.S., or M.S. degree preferably in a technical field (e.g., biological or chemical sciences)

Minimum Experience and Skills

• Greater than 10 years of experience in healthcare with background in pharmaceuticals, diagnostics, or devices.

• Demonstrated track record of success in product launches, ideally in IVD or medical devices.

• Prior experience selling into metropolitan Emergency Departments, along with up to date knowledge of key stakeholders across Australian hospitals, would be highly advantageous.

• Previous experience in both high value and senior stakeholder Sales engagements.

• New business development: Experience growing new products and winning new customers. Experience with therapy development and category creation an advantage.

• Working knowledge of commercial excellence principles.

• Strategic Business Focus:  Understands business concepts and business practices; keeps up to date with business trends and developments; works to create new solutions for customers and competitive advantage for Abbott.

• Impact & Influence:  Develops and uses effective strategies to influence others or to gain their support. Focus on influence without authority.

• Analytical Thinking/Problem Solving:  Work systematically and logically to resolve problems, address opportunities, or manage the situation at hand.

The base pay for this position is

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