Head of Sales Gulf - #33393

Abbott Laboratories

Date: 1 week ago
City: Dubai
Contract type: Full time

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

  • Career development with an international company where you can grow the career you dream of.

  • A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.

  • A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

Medical Devices

Our medical devices help more than 10,000 people have healthier hearts, improve quality of life for thousands of people living with chronic pain and movement disorders, and liberate more than 500,000 people with diabetes from routine fingersticks.

About Diabetes Care

We’re focused on helping people with diabetes manage their health with life-changing products that provide accurate data to drive better-informed decisions. We’re revolutionizing the way people monitor their glucose levels with our new sensing technology.

Abbott Diabetes Care business is looking for a Head of Sales for Gulf to be based in UAE

As Head of Sales, you'll provide the assigned sales team with the leadership, direction, and resources to ensure sales targets are achieved and to liaise with marketing personnel to ensure short and long-term sales strategies are applied by the team. responsible for managing sales and distributors in Gulf region, drive sales growth and achieve revenue targets. The national sales manager's efforts are directed towards maximizing sales opportunities, increasing market share, and ultimately generating profitable revenue for the company.

What You'll Do

  • Sales Strategy Development: Developing and implementing sales strategies and plans to achieve the company's sales targets and objectives in the respective countries.

  • Team Management: Recruiting, training, and managing the sales team in each country, including setting performance goals, providing guidance, conducting performance evaluations, and fostering a positive and productive work environment.

  • Territory Management: Allocating sales territories and assigning sales representatives to specific regions within each country, ensuring proper coverage and maximizing sales potential.

  • Key Account Management: Identifying and managing key accounts, including building strong relationships, negotiating contracts, and pricing, and ensuring customer satisfaction to drive long-term partnerships and sales growth.

  • Sales Forecasting and Analysis: Monitoring and analyzing sales data, market trends, and competitor activities to identify opportunities, forecast sales performance, and make informed business decisions.

  • Sales Target Achievement: Setting sales targets for the team and monitoring their progress, providing guidance and support to overcome challenges, and taking corrective actions to ensure targets are met or exceeded.

  • Collaboration and Coordination: Collaborating with cross-functional teams such as marketing, regulatory, market access, medical, and customer support to align sales strategies, share market insights, and coordinate efforts to maximize sales effectiveness.

  • Budgeting and Resource Allocation: Participating in the development of sales budgets, allocating resources effectively, and optimizing sales operations to achieve desired outcomes within the allocated budget.

  • Customer Relationship Management: Building and maintaining strong relationships with key customers, key opinion leaders, and other stakeholders, ensuring their needs are met, and addressing any concerns or issues that may arise.

  • Compliance and Regulatory Requirements: Ensuring compliance with applicable regulations, standards, and company policies in all sales activities and providing guidance and training to the sales team to ensure adherence.

  • Channel Development: Collaborating with distributors to develop and implement effective channel strategies to expand market reach, increase product visibility, and drive sales growth. This may involve identifying new distribution channels, evaluating market potential, and establishing channel partnerships.

  • Market Analysis: Conducting market analysis and gathering market intelligence to identify trends, opportunities, and potential threats in the local markets. This includes monitoring competitor activities, analyzing market dynamics, and providing recommendations for adjusting sales and distribution strategies.

  • Relationship Building: Developing and maintaining strong relationships with key distributors, understanding their needs and challenges, and fostering collaborative partnerships. This involves regular communication, conducting joint business planning, and addressing any concerns or issues raised by distributors

  • Work closely with country manager to plan, develop, and execute a strategy for profitability growing business in the gulf countries.

  • Interact and work with management/employees to promote team work.

  • Identify and implement best practices and encourage innovation.

Required Qualifications

  • A bachelor's degree in pharmaceutical science. business administration, marketing, or a related field is commonly required. A master's degree or an MBA can be beneficial but is not always mandatory.


  • Sales Experience: 8-10 Significant experience in sales, preferably in the medical devices industry or pharmaceutical, specialty field, is essential. This includes a track record of successful sales performance, managing sales teams, and achieving revenue targets.

  • Leadership and Management Skills: Strong leadership abilities and experience in managing sales teams, including hiring, training, and performance management, are vital for effectively leading and motivating the sales team across multiple countries.

  • International Sales and Market Knowledge: Experience and understanding of international sales processes, market dynamics, and cultural considerations are valuable. Previous experience working with distributors in multiple countries is also advantageous.

  • Strategic Thinking and Planning: The ability to develop and execute effective sales strategies, analyze market data, identify opportunities, and make data-driven decisions is essential. Experience in strategic planning, forecasting, and budgeting is highly desirable.

  • Relationship Building and Communication: Strong interpersonal and communication skills are necessary for building and maintaining relationships with key stakeholders, including customers, distributors, and internal teams. This includes negotiation skills, presentation abilities, and the ability to influence and persuade others.

  • Analytical and Problem-Solving Skills: Proficiency in data analysis, market research, and problem-solving is crucial for assessing market trends, identifying sales opportunities, and addressing challenges that arise in the sales process.

  • Adaptability and Resilience: The medical devices industry can be dynamic and challenging. The ability to adapt to changing market conditions, handle pressure, and persevere through obstacles is important for success in this role.

  • Regulatory Compliance Knowledge: Familiarity with relevant regulations and standards in the medical devices industry, such as FDA regulations, CE marking requirements, local market regulation, is beneficial for ensuring compliance in sales operations.

Impact of position

  • Revenue Generation: The national sales manager plays a crucial role in driving revenue generation for the company. By developing and executing effective sales strategies, managing sales teams and distributors, and setting ambitious sales targets, they contribute directly to the company's financial performance and growth.

  • Market Expansion: Through their oversight of sales activities in multiple countries, the national sales manager can help expand the company's market presence. By identifying new market opportunities, establishing and managing distributor networks, and effectively penetrating target markets, they contribute to increasing market share and brand visibility.

  • Relationship Management: Building strong relationships with key customers, distributors, and stakeholders is vital for business success. The national sales manager's role in managing these relationships ensures customer satisfaction, promotes loyalty, and fosters long-term partnerships that can lead to repeat business, referrals, and positive brand reputation.

  • Channel Optimization: Managing distributors effectively is crucial for optimizing the distribution channel. The national sales manager ensures proper selection, training, and support for distributors, resulting in improved market coverage, better product availability, and enhanced customer reach.

  • Market Insights: Through market analysis and close collaboration with the sales team and distributors, the national sales manager gains valuable market insights. This information helps the company understand customer needs, monitor competitor activities, identify emerging trends, and make informed decisions regarding product development, pricing, and market positioning.

  • Sales Performance Monitoring: The national sales manager is responsible for monitoring sales performance against targets and key performance indicators. By closely tracking sales metrics, identifying areas of improvement, and implementing corrective actions, they contribute to optimizing sales performance and ensuring the company achieves its sales objectives.

  • Compliance and Risk Management: Ensuring compliance with regulations and company policies is critical in the medical devices industry. The national sales manager plays a vital role in enforcing compliance standards within the sales team and distributors, minimizing risks associated with non-compliance, and protecting the company's reputation and legal standing.

  • Cross-functional Collaboration: The national sales manager collaborates closely with other departments such as marketing, regulatory, market access, medical, and customer support. This collaboration facilitates alignment of sales strategies with overall business objectives, fosters synergy, and enables efficient execution of marketing campaigns, product launches, and customer support initiatives.

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 LinkedIn at www.linkedin.com/company/abbott-/, on Facebook at http://www.facebook.com/Abbott and on Twitter @AbbottNews.

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