Regional Sales Director - Southeastern US, Abbott Diabetes Care

Key Responsibilities

• Increase sales and profits of the region; consistently deliver financial and business strategy aligned to business goals; proven ability to outmaneuver competitors and help the business grow faster than the market
• Leverage business analytics, customer and competitive insights to conduct on-going analysis of growth potential throughout the region and create an omnichannel engagement strategy to establish Abbott as the brand of choices throughout the region
• Build strategic relationships with senior healthcare stakeholders across healthcare settings, channels and platforms to expand Abbott influence throughout the region, including leveraging these relationships to gain access to and build relationships with new stakeholders.
• Act as a trusted advisor to regional stakeholders by partnering / collaborating to create innovative solutions/programs that evolve their views/use of the FSL ecosystem to drive value (as they define it).
• Innovate the use of omnichannel tools and platforms to deliver different types of value to a variety of customers (HCPs, accounts, policy decision-makers, etc.).
• Lead complex negotiations and influence scenarios with a variety of regional stakeholders / decision makers, gaining buy-in to win-win solutions that deliver long-term value to customers and ADC.
• Partner with leadership on significant customer opportunities and set salesforce priorities, balancing long and short-term benefits relative to plan.
• Manages regional P&L, building financial considerations into strategy and driving execution against budget. Identifies and proactively manages financial risks to ensure regional financial stability.
• Develop a high performing sales team, balancing individual and team strengths, and development needs to maximize all opportunity channels to drive business by conducting regular reviews with direct reports
• Leverage Marketing and Customer analytics, CRM data and other measures (as required) to track and hold the team accountable for regional progress against KPIs.
• Develop managers as coaches and leaders to foster ongoing team development and drive results.
• Work cross-functionally to build and automate reliable, advanced and predictive analytics to inform customer/stakeholder strategies and account management.
• Manage and support team through change.
• Facilitate regional best practices sharing to enhance strategic and customer outcomes.
• Role-model ethical, customer-centric behavior by demonstrating integrity and transparency.
• Act in alignment with compliance and regulatory expectations

Critical Experiences

• Build and leverage relationships with regional decision-makers and influencers.
• Successfully develop and implement regional strategies.
• Lead and facilitate cross-functional collaboration to drive a consistent customer experience and innovate new ways to deliver value.
• Leverage omnichannel insights to inform strategy, prioritize resource allocation and adapt activities according to emerging/real-time data and new information.
• Monitor, anticipate and adapt to competitive changes in the healthcare and diabetes management landscapes, and implement regional interventions to protect and grow market share
• Build and develop a team of managers / people leaders.

Key Competencies

• Customer-centric selling
• Decisive insights
• Strategic planning & agility
• Omnichannel acumen
• Stakeholder access & influence
• Cross-functional collaboration & communication
• Executional excellence
• Develop self & others

Qualifications

• Four-year university degree. MBA preferred but not required.
• Experience managing a sales team; preferably managing managers and large teams; has demonstrated coaching, leadership and planning skills.
• Min. 10-15 years of progressive sales management or related industry experience including a variety of cross-functional experience (e.g. Key Account Management, Marketing, Sales Operations, Strategy etc.); demonstrating broad business acumen and knowledge of how things get done and why.
• Operating with context of knowing what drives the decisions behind the business strategy.
• Exceptional communication skills and has demonstrated the ability to translate insights into meaningful actions and compelling stories to meet the needs of the audience.
• Is confident in presenting to all audiences and can sell ideas particularly in challenging situations.
• Demonstrated leadership ability to proactively watch for changes and trends that affect strategies; able to adapt and solve problems creatively and work in space of ambiguity, while helping others to overcome resistance to change.