Job Information
Abbott Sales Director in Tokyo, Japan
MAIN PURPOSE OF ROLE
The Sales Director is responsible for leading the sales organization to achieve the sales target including sensor growth and penetration (market share) KPIs agreed for business line (ABJ). This
position will be responsible for hiring, coaching, and developing sales team and partnering withmthe Marketing and Commercial teams to meet business goals. A critical part of this role is creating
and implementing plans to develop the capabilities of sales team particularly with regards to account management which leads to revenue growth. This position is also responsible for building and maintaining a talent pipeline of sales leaders at block and regional level.
The Sales Team are the primary owners of ADC’s relationships with external customers for our sensing portfolio (FreeStyle Libre).
MAIN RESPONSIBILITIES
- Develop and implement the sales strategy and plan aligned with the company vision with accountability for new additions, driving sensor utilization and ensuring retention for
FreeStyle Libre patients.
- Understand the dynamics of the market, the healthcare and economic environment to identify opportunities to grow ADC Japan. Collaborate with representatives of other functions, take into consideration overall business and sales goals, market opportunities,
past sales results and available resources to create the sales execution plan; reviewing progress and adjusting as needed.
Provide expert input into marketing strategies in order to ensure aligned, challenging and yet practical marketing and sales plans.
Ensure to execute on strategies by leveraging SFE reports including setting SFE KPIs, performance monitoring, incentive schemes.
Develop relationships with key opinion leaders, healthcare professionals, procurement and multi-disciplinary hospital and clinic teams creating valued business partnerships with customers; proactively identifying business opportunities for the customer; understanding the customer’s business and political motivators.
Use a participative leadership style to encourage ownership, empowerment and enthusiasm from the sales team for implementing the sales plan. Provide support, feedback and advice to ensure high performance from sales teams. Clearly and succinctly convey information and ideas in a variety of situations; communicate in a focused and compelling way that drives others’ thoughts and actions.
Cascade the vision, strategy and objectives, encouraging teamwork appropriately to contribute to the achievement of overall business targets. Continuously raise expectations of team performance; motivate and support team efforts to achieve goals while upholding organizational values; track progress toward goals.
Adapt plans aligned with priorities and resource and address operational challenges in the field. Decision making to manage the sales function including deployment of resources, cost allocation, and directing sales activities; secure and compare information from multiple sources to identify key issues; commit to an action after weighing alternative solutions against important decision criteria.
Work with Commercial Training team to improve sales competencies of the sales representatives. Implement a framework for first line managers to coach and develop theirdirect reports and provide with consistent performance feedback to improve their account analysis and business skills including opportunity spotting, negotiation, forecasting and
closing.
- Attract, develop, and retain right people: evaluate key strengths and development needs for the team and provide learning opportunities that enable associates to realize their potential.
Provide support, feedback and advice as required and address performance management issues urgently and take corrective action as appropriate to drive a performance-based
culture.
- Build and maintain a strong talent pipeline of sales leadership; identify Ready-now and Ready-future successors and set robust IDPs though TMR. Collaborate with HR and RSMs
to make actual developments happen throughout an intended year.
- Specify the overall national organizational design and headcount required to achieve business goals in the light of local business conditions and forecasts; adapt the organization
when business circumstances require changes. Review the need for training to optimize thebusiness process and provide the necessary resources and budget to deliver it if needed.
- Foster best practices exchange and implementation and collaborative work environment.
Supervisory / Management Responsibilities
Regular Contract
Direct Reports Regional Sales Managers, Sales Support, Key Account Supervising Manager
Indirect Reports Block Managers, Key Account Managers, (Sr.) Territory Managers
Comments (optional)
Qualifications;
Required Skills and Competencies
Ability to work in a highly matrixed, fast paced and diverse business environment.
Ability to engage with and leverage wholesaler team to achieve sell out targets.
Strong verbal, organizational and written communications with ability to effectively
communicate in English. Japanese as a native language.
Qualifications; Education/ Experience / Knowledge / Certification
Proven track record in delivering sales targets in a complex healthcare, pharmaceutical or
medical devices environment (7 years).
Experience leading and developing successful and diverse sales teams (3-5 years)
Strong knowledge of SFE, account planning, finance and statistics concepts (i.e., ROI)
Deep knowledge and understanding of Japanese healthcare system, regulations,
promotional code and business custom and practices
An Equal Opportunity Employer
Abbot welcomes and encourages diversity in our workforce.
We provide reasonable accommodation to qualified individuals with disabilities.
To request accommodation, please call 224-667-4913 or email corpjat@abbott.com
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