Senior Account Representative

JOB DESCRIPTION: Primary Job Function Responsible for achieving performance goals for assigned accounts, including but not limited to winning new "ZBA" business opportunities, contract renewals, and continuously increasing Abbott's market share in hospitals. · Achieve sales targets for assigned accounts; · Co-create value with clients and maintain existing business; · Seize value-creation and new business opportunities; · Collect, share, and report market intelligence for assigned accounts. Core Job Responsibilities Performance Achievement · Achieve metrics, including completion of instrument installations and various other targets. · Regularly audit customer inventory, conduct reasonable performance forecasting, and track order completion status. Key Account Management · Define key accounts and sales targets within the region, including existing and target accounts. Collect and timely update data for existing and target accounts to maintain completeness and accuracy, including but not limited to key decision-maker information, product usage trends and potential needs, and potential needs and changes in academic and hospital management. · Existing key account management includes but not limited to satisfaction management, risk management, and opportunity management: − Through regular reviews with clients regarding the usage of instruments and reagents and client marketing activities, address clients' primary needs, enhance customer engagement, and ensure customer satisfaction with Abbott products and services; − Build deep and broad cooperation with existing clients from laboratories to clinical departments and management, uncover clients' changing needs, and identify opportunities and further action plans; − Monitor customer dissatisfaction clues, identify business loss risks, and formulate contingency plans. · Master the instruments, reagents, and ordering departments of target accounts' testing departments, collect competitor information and channel distributor information; uncover customer needs, understand customer pain points, and formulate medium-to-long-term customer development plans. · Follow sales process requirements, formulate effective customer visit plans, and execute them. Hospital Customer Business Planning · Analyze regional market conditions and individual circumstances, formulate reasonable unit hospital and regional business plans aligned with regional development and performance completion, and implement them. · Reasonably forecast and manage VBP volume reporting. Market Insight · Collect industry policy changes, market dynamics, and competitor dynamics in the region. Cross-functional Cooperation · Act as the primary person in charge of problem-solving, integrating internal company resources: − Coordinate customer complaints, after-sales service, and installation processes; − Cooperate with marketing project execution, build academic circles, maintain clinical doctors, and support departmental meetings; − Coordinate product inventory expiration, PCR application processes, and enhance customer satisfaction. Requirement · Bachelor's degree or above in clinical laboratory science, biomedicine, or related majors · Account Rep. requires 1-3 years of relevant sales experience / Sr. Account Rep. requires 3+ years of relevant sales experience · Master basic professional knowledge · Good customer communication skills · Strong execution and problem-solving skills · Computer skills (Word, Excel, PowerPoint, etc.) The base pay for this position is N/A. In specific locations, the pay range may vary from the range posted. JOB FAMILY: Sales Force DIVISION: CRLB Core Lab LOCATION: China : Remote ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: Not specified MEDICAL SURVEILLANCE: Not Applicable SIGNIFICANT WORK ACTIVITIES: Not Applicable Originally posted on Himalayas