Regional Sales Executive Manager
Kolkata, India
3d ago


Abbott Diagonstics Division - India

Job Title Regional Sales Executive Manager

Location / Site : Kolkata

Department / Division / Unit : Abbott Diagnostics Division (ADD)

Grade : 17

Reports To : General Manager


Primary Function / Primary Goals / Objectives :

Primary Function / Primary Goals / Objectives :

The RSE Manager-Hospital is responsible for planning, directing and coordinating overall hospital sales activities and strategies within a given geographical area, while increasing sales, profits and market share on a long term basis.

The RSE Manager - Hospital is required to maintain an active and visible role with trade customers, direct training of personnel within the area and manage a cost effective operation.

Major Responsibilities :

  • Responsible for selling ADD total solutions to targeted, non-enterprise accounts, (high-risk / upselling renewals, new business)
  • Establish and build deep understanding of account needs, stakeholders and competitive situation at the highest levels
  • Build and lead internal cross functional selling team to execute account strategies
  • Analyse impact of market trends and factors on clients
  • Develop strategic account plans for achieving goals including sales and margin
  • Identify new business opportunities by initiating, developing or delivering unique solutions that result in improved outcomes for customer and company
  • Build team of ADD resources to best execute complex sales strategy
  • Negotiate long term contracts
  • Check on progress of cross-functional implementation team (post-sale)
  • Identify new business opportunities to expand current ADD share
  • Manage team of Sales Executives
  • Supervisory / Management Responsibilities :


    Minimum Skill, Education, Experience

  • Graduate in any discipline from reputed institute / university (preferably B. Pharm or B.Sc)
  • 10-12 years of sales experience, with 5 years of progressive sales management experience.


  • Ability to identify and drive resolution of issues
  • Long-term, strategic focus on account
  • Portfolio management skills
  • Excellent product and industry knowledge
  • Experience working with senior level stakeholders
  • Ability to influence team member activities (without direct reporting relationship)
  • Strong understanding of key stakeholders and customer dynamics
  • Strong solution selling and relationship building skills
  • Superior communication skills
  • Accountability / Scope :

    Summary of Position : Accountable for hospital relationships and directly driving sales in assigned region

    This position interfaces frequently with Field Sales, Marketing and the company’s customer base. Interruptions are normal, routine and frequent.

    Travel schedule is extensive resulting in minimal office time. Compensation and recognition are tied directly to personal performance.

    Involves considerable freedom to structure and manage work independently. Evaluating information critically and making decisions based on the data are important.

    Social confidence and the ability to speak in a clear and articulate manner are important. Ability to read behavioral cues and establish / maintain close business relations is critical.

    Ability to persuade and influence without direct control is also important. Requires extensive short-term and long-term planning skills.

    Effective personnel management skills are critical.

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