Abbott Regional Director, U.S. Southeast/Gulf Coast - Point of Care

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

Director, US Commercial Area South

Abbott Point of Care (APOC) is a global leader in providing critical medical diagnostic and data management products for rapid blood analysis that are intuitive, reliable, and cost-effective.  Our i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making. The i-STAT System has the industry’s most comprehensive menu of tests in a single bedside platform, including tests for blood gases, electrolytes, chemistries, coagulation, hematology, glucose, cardiac markers and traumatic brain injury (TBI). By delivering lab-quality results in minutes, our i-STAT System fosters a collaborative, patient-centered environment while driving improved operational performance.  Our Piccolo system is an advanced point-of care testing solution that helps deliver high quality care while optimizing efficiency that offers a simple intuitive operation with the most comprehensive CLIA-waived menu available.

Our division currently has an opportunity for a Director, US Commercial Area South. This role is responsible for the entire P&L of the US Commercial Area South. This APOC leader will provide strategic leadership, planning and direction of a sales force that covers a large geographic area to attain maximum sales volume and develop maximum potential volume from all markets for the organization's products and services. The position reports to the GM, US Commercial.  The role requires up to 50-75% travel.  

WHAT YOU’LL DO  

• Drive and achieve the Division's sales and profit goals for a large, defined geographic area.
• Provide strategic leadership, planning and direction for the sales force to achieve sales targets and business objectives.
• Ownership of staff and fiscal management, ensuring compliance to internal and external industry standards.
• Assess and implement pipeline management processes to ensure delivery of forecast accuracy targets.
• Develop a high-performing team through planful development and coaching conversations with direct reports and beyond with a robust commercial succession plan.
• Drive relationships with key customers to positively influence and position the Division's portfolio of products to achieve established sales goals.
• Establish senior level relationships with customers, partnering with them to improve both contract renewal rates & standardization objectives delivering mutual value.
• Drive collaboration across Abbott Diagnostics divisions and with select Abbott Medical Device divisions to develop and deploy One Abbott solutions to our customers.
• Increase APOC market penetration in targeted IDNs and key Outpatient accounts.
• Travel up to 50-75% of the time both domestically and internationally by any means necessary.
• Communicate the Division's EHS commitment to the commercial organization to achieve established EHS goals.
• Responsible for implementing and maintaining the effectiveness of the Quality System.

Accountability

This position is accountable for the following:

• Leading sales teams selling broad and complex product lines for a minimum of 10+ years required.
• Demonstrates continual improvement and thought leadership in commercial processes.
• Creates a work environment that supports cross-functional team effectiveness.
• Provide expertise in value-based, solution selling and demonstrated ability to work on cross-functional teams to meet clearly defined objectives that benefit the company and customer.
• Quickly resolve complex issues where analysis of situation or data requires evaluation of multiple factors.
• Interact internally and externally with executive-level management requiring negotiation of extremely difficult matters to influence key stakeholders.
• Deliver an approachable and credible communication style, with exceptional verbal and written communication skills; to keep customers and all levels of the organization informed, engaged and motivated.
• Proactively gathers and combines disparate data to derive unique and actionable tactical and strategic insights to drive success of the business.
• Proactively assess and identify risks; demonstrated ability to uncover hidden insights, take ownership of problems, resolve ambiguities, exercise sound judgment and independently determine appropriate course of action where precedent may not exist.
• Demonstrated appropriate level of leadership experience to lead and influence both with and without direct authority.
• Position requires high levels of competence, confidence and credibility.

EDUCATION AND EXPERIENCE YOU’LL BRING  

• Bachelor's degree required.
• Advanced degree preferred.  (e.g. MBA)
• Typically requires 10 years of progressively increased responsibility and experience with demonstrated growth in the competence required to meet the expectations of the position.
• Deep experience in healthcare sales and sales management (preferably medical devices, diagnostics, products).
• Experience in managing healthcare sales across multiple channels – both direct and indirect including knowledge of relevant stakeholders (IDN’s, Non-acute care setting, and distribution)
• 3+ years direct healthcare marketing experience preferred with demonstrated expertise in partnering with cross-functional teams to drive product launches, including defining value proposition, positioning, messaging.
• Intellectual agility - able to pivot based on shifting priorities and balance multiple projects seamlessly in a fast-paced environment.
• Positive attitude, confidence, integrity and professionalism. Strong Initiative and self-motivation; strong work ethic; leadership and team orientation; strong proactive interpersonal skills with proven ability to work with others; ability to work in a matrixed environment, strong cross-functional management by influence.
• Demonstrated success driving sales where there are multiple decision-makers across numerous functional areas within the sales environment.
• Ability to interact effectively with all levels of employees and outside professionals, many of which are at Executive / C-Suite levels.
• Ability to accurately evaluate and assess complex processes to identify possible solutions and drive to resolution.
• Ability to motivate and lead a diverse staff to drive the execution of critical strategies and programs across a large organization.
• Excellent written, verbal and interpersonal communication skills.
• Knowledge of applicable US and non-US Quality System Requirements and other relevant regulations for medical devices.
• Travel - 50% - 75%

WHAT WE OFFER  

At Abbott, you can have a good job that can grow into a great career. We offer: 

• Training and career development, with onboarding programs for new employees and tuition assistance  
• Financial security through competitive compensation, incentives and retirement plans  

• Health care and well-being programs including medical, dental, vision, wellness and occupational health programs 
• Paid time off  
• 401(k) retirement savings with a generous company match 
• The stability of a company with a record of strong financial performance and history of being actively involved in local communities 

Learn more about our benefits that add real value to your life to help you live fully:  www.abbottbenefits.com  

Follow your career aspirations to Abbott for diverse opportunities with a company that provides the growth and strength to build your future. Abbott is an Equal Opportunity Employer, committed to employee diversity. 

Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @Abbott News and @AbbottGlobal. 

The base pay for this position is $147,300.00 – $294,700.00. In specific locations, the pay range may vary from the range posted.