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The Key Hospital Accounts Manager will be responsible in driving hospital leadership and building the ANI-MN franchise in key hospital accounts through brand equity building programs that will create awareness, trial and preference by physicians, nurses and dieticians that haloes to the community, build ties and relationship with hospital key personnel, leverage the hospital to build long-term patient relationships that will drive downstream community sales, and pioneer holistic nutrition solutions for transformation of key hospitals to nutrition centers of excellence

He will be responsible in performing strategic sales & performance management, review and analyze business parameters, develop comprehensive execution plans incorporating marketing strategies, business analysis & resource allocation. Effectively manage available ethical business resources (samples, promats, business- building funds) to drive sales and results in the hospitals channel. Regularly tracks hospital performance, identifies markets changes and redirects efforts as appropriate, institutes reporting mechanisms and performance management system.

Coach and mentor the Key Accounts Specialists for growth and development.

Direct Reports (indicate number): 7 Key Accounts Specialists

Sensitive/ confidential data handled: Hospital P&L, Pricing strategies, Abbott and Market information

Key Areas of Accountability:

1. Business Analysis and Planning

Develops comprehensive national hospital business execution plans (incorporating marketing strategies, SWOT analysis, training needs, resource allocation, etc) Regularly tracks hospital sales performance and KPIs of the sales team and redirects efforts as appropriate Provides the necessary oversight to ensure that business unit’s strategic blueprint is translated into concrete tactical action plans. Monitors progress against targeted strategic and operational goals, and oversee development and implementation of needed corrective actions.

2. Hospital Business Expansion

Drive hospital leadership through hospital expansion opportunity by offering nutrition management solutions that improve patient outcomes Drive usage of commercial formula and establish nutrition screening / assessment and nutrition care protocols Implement company and brand equity building activities that creates awareness, trial and preference by physicians, nurses and dieticians that haloes to the community Hospital malnutrition data gathering

3. Hospital Account Management

Analyze, propose and establish the most effective distribution and financial pathway between Abbott Nutrition and the customer. Conduct profiling of accounts to determine strategic value of the hospital, profit potential and influence on community sales Understand the dynamics of each key hospital in terms of business processes, nutrition practice, business and personal needs of key decision makers, Conduct strategic planning and goal setting for each key account, develop a comprehensive hospital business plan (incorporating marketing strategies, SWOT/PEST analysis, resource allocation, etc) Collaborates with ANI marketing team to develop innovative and cut-through strategies and initiatives to be implemented in assigned hospitals Structure business partnerships through long term contracts with key hospitals and for ANI to be valued as a strategic partner Manage and develop strong ties with key decision makers of hospitals, foster strong partnerships with key customers (HCP or non-HCP)

4. Product & Services Portfolio

• Implement hospital market test for new products and review of ANI product portfolio versus hospital requirements

• Expansion of product usage to hospital key departments

• Nutrition education of HCP and non-HCP staff through basic and advanced nutrition support programs

• Identify new nutrition and treatment management protocols for new product launch opportunities

5. KOL Development

Development of new Nutrition Key Opinion Leaders to support new product launches Development of KOLs into full-fledged advocates of nutrition and ANI-MN brands

6. Patient Acquisition and Retention

New user acquisition through implementation of in-hospital programs such as admission and or discharge kits Initiate long term patient relationships via enrolment and monitoring of patient care through CRM Implementation of In-hospital patient education to create nutrition and product awareness and trial

Knowledge & Experience:

• Business management skills

• Insight into internal and external customers

Competencies required:

• Analytical skills

• Strategic thinking

• Strong communication skills

• Influencing Skills

• Leadership Skills

• Project management

• Advanced knowledge in Hospital and HCP sales

• Strategic thinking and visioning

• Presentation and Negotiation Skills

Minimum Qualification:

The ideal candidate ideally has at least 5 to 8 years of relevant experience in sales, preferably account and people management.

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