PRIMARY OBJECTIVE:
The Regional Sales Excellence Manager is responsible for driving sales operations and value creation activities within a region.
The Distributor Manager is responsible for managing a Myanmar distributor and Thai Dealer of Abbott Laboratory on sales of products and solutions within the responsible area by managing customer relationship, life cycle and experience.
EDUCATION/QUALIFICATIONS/EXPERIENCE:
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Bachelor's degree or equivalent experience required.Bachelor’s degree in business, management and business administration.
Mastery level experience managing strategic key accounts
Experience working with senior level stakeholders
Ability to influence team member activities (without direct reporting relationship)
Strong understanding of key stakeholders and customer dynamics
Strong solution selling and relationship building skills
Superior communication skills
Fluent in local language and English
CORE JOB RESPONSIBILITIES
Responsible for selling ADD total solutions to targeted, non-enterprise accounts, (high-risk / upselling renewals, new business)
Establish and build deep understanding of account needs, stakeholders and competitive situation at the highest levels
Build and lead internal cross functional selling team to execute account strategies
Analyse impact of market trends and factors on clients
Develop strategic account plans for achieving goals including sales and margin
Identify new business opportunities by initiating, developing or delivering unique solutions that result in improved outcomes for customer and company
Build team of ADD resources to best execute complex sales strategy
Negotiate long term contracts
Check on progress of cross-functional implementation team (post-sale)
Identify new business opportunities to expand current ADD share
Manage team of Sales Executives
Demonstrates accountability and responsibility for EHS performance and compliance through active participation and support of Abbott EHS program.
Full Revenue Responsibility for $ 1.0 Million per year for Myanmar distributor and $ 0.8 Millions for Thai dealer including planning, forecasting and target performance achievement.
Responsible to execute the business development plan, value expansion plan and sales plan to achieve revenue targets, higher profitability. Higher retention rates and higher share of wallet for existing customer base.
Assist the Myanmar distributor and Thai dealer with growing the business, adding assays, ensuring contract
compliance, and conducting business reviews with emphasis on pricing/profitability policies.
Act as a trusted partner for all customers and develop and maintain relationships with all key account in the district.
Responsible for managing and delivery of first line service support and escalations through to resolution.
Responsible for Abbott adherence to customers contractual obligations and customer adherence to their contractual commitments.
Implementation of the Abbott customer experience standardized trainings, processes, procedures and reporting in the District.
Success in this role and in the District is measured by business retention - contract renewal rate, economic profitability EP, Service Level (SLA) achievement, customer satisfaction and loyalty NPS scores, and sales revenues.
Demonstrates accountability and responsibility for EH performance and compliance through active participation and support of Abbott EH program.
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