Key Account Manager Public Health - Abbott Rapid Diagnostics

This role is a critical in Public Health channel and reports to Non-conventional channel Manager. This is a strong driving role to the commercial team to expand the market for sustainable business growth, for both pre- and post-launched rapid diagnostics products. Accountable for execution of NGOs and Govt / MOH channel specific projects, for implementation and for aligning our activities with public health channel to support disproportionate business growth in Vietnam. In charge of strategic key account management in Southern area, including major private chains and leading public hospitals. Build new customer base and maintain existing customers to maximize alternate funding for rapid diagnostics for infectious disease in Vietnam. Stakeholders will include, Internal: Commercial organization (Sales & Marketing, Distributors), Regulatory Affairs, Government Affairs, Medical & Scientific Affairs and NGO channel regional and global team External: MOH/ Governments, KOLs, Non-Government Organizations (NGO), Think Tanks and medical associations.

Main responsibilities:

1. NGOs & government bodies sales channel management:

• Scanning and researching potential opportunities NGO, MOH, local and provinces across Vietnam to drive growth disproportionately.

• Strategic Account Management: Maintaining existing contacts with relevant customers both with procurement bodies like UNOPS, USAID, local and regional NGOs and other recipient of global donors and major funders. Also understand the landscape of opportunities in the market and work with them as trusted, strategic partners

• Forecasting: working closely with key stakeholders to understand demand of rapid diagnostic kits for the year and mapping forecast plan for full year. This would include overseeing the implementation and monitoring of existing NGO's projects

2. Non-conventional channel management:

Rapid diagnostic testing plays a crucial role in screening for early detection, prevention, and timely diagnosis. The incumbent is responsible for:

• Identifying opportunities within national programs, guidelines, and policies to raise awareness among healthcare professionals (HCPs) and the public.

• Supporting the development and implementation of guidelines for the use of new products in GPs, small clinics, retailers & pharmacies... to reach a wider range of end customers.

• Aligning our activities with national and global initiatives, such as those targeting HIV, Tuberculosis, and Hepatitis.

• Deploy self-test products in non-conventional channel.

3. Strategic key account management:

• Client relationship management: build and maintain strong ties with major private chains and top public hospitals.

• Strategic growth: drive sales and revenue by identifying and capitalizing on opportunities within key accounts.

• Negotiation: lead contract negotiations to secure favorable terms.

• Collaboration: coordinate with internal teams to meet client needs.

• Performance reporting: track and report account performance to senior management.

Other responsibilities (related to Commercial Operations):

1. Compliance and Legal Aspects: Ensuring that all aspects of the tender process comply with legal and regulatory requirements.

2. Stakeholder Management: Collaborating with internal teams; (Sales & Marketing, Distributors), Regulatory Affairs, Government Affairs, Medical & Scientific Affairs where applicable to ensure a cohesive and competitive bid.

3. Manage Distributor agreements and Pricing updates.

4. Manage distributors’ forecast with full understanding of market sales performance and ensuring support to Country manager to manage revenue targets.

5. Review new products’ plans per market to ensure product availability and go to market plan is available for execution by countries.

6. Provide Product & market information, market evaluation Vs. competitors where needed and engaging regional team for support.

7. Prepare for regular reports such as Sales Flash, Monthly, Quarterly and Annual report update.

8. Organize MBR/QBRM with distributors.

9. Conduct Sales forecast, Demand Planning, RLBE.

Knowledge & Experience:

• Strong leadership, financial acumen, communication skills, and a passion for social impact are essential for this role.

• Minimum of 8+ years of healthcare industry experience (diagnostics, medical devices, pharmaceutical), with high customer interaction.

• Rich experience of healthcare, public health & NGOs operations, the internal and external policies and environment.

• Experienced professional individual contributor that can work under minimal supervision.

• Strong commercial acumen with ability to capture new opportunities and risk mitigate.

• Familiarity and relationships with NGOs, MOH, regulatory agency, public health policy advisors and payers.

• Excellent communication skills and ability to build and maintain relationships at all levels in the organization and with external customers.

• Excellent organization skills with attention to detail and the ability to multi-task.

• Track-record of timely and high-quality project delivery.

Competencies required:

• Proficient skills in MS Office especially Word, Excel and PowerPoint.

• Proficient in verbal and written communication; structured presentation skills.

Minimum Qualification:

• Bachelor’s degree or above, preferably Science.

• MBA degree, an advantage.