JOB DESCRIPTION:
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.
The Opportunity
This position is field-based in the Core Lab division.
We’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.
As the Technical Solution Design Specialist, you’ll have the chance to support the implementation and development of the Strategic Account Management (SAM) process.
What You’ll Do
The TSD will be responsible, as a member of the Core Teams, for:
- Gathering initial data and insights about each target account
- Defining and executing action items agreed in each bi-weekly meeting
- Submitting updated input to be included as part of the working document.
The TSD will develop engaging discussions with the customer in order to gain insights and become a trusted consulting partner. The TSD is required to actively participate in each of the activity components of the SAM Process.
- Comprehend customer needs / requirements to best position Abbott’s Integrated/Automated Systems and process solutions.
- Manage and execute all aspects of the sales cycle and effectively communicate the technical / process advantages of our instrument systems and process solutions throughout opportunity pipeline stages.
- Actively present IA/CC solution value propositions to customers through presentations, on-site and off-site system demonstrations / evaluations.
- Support and participate on contract negotiations for large/complex national and regional opportunities
Execute Solution Design
- Assessing customer needs at each level of the healthcare ecosystem via workflow, 3rd party industrial engineering or other assessment modalities
- Presenting and gaining agreement on key customers issues and impacts (inclusive of quantifying the cost of these issues)
- Co-developing solutions with customers that meet / exceed customer needs and differentiate ADD from competitors
Position Complete Solutions
- The TSD will be accountable for supplying a customized solution that serves the customers’ needs and impacts the entire ecosystem in a quantified manner. The TSD is the primary presenter for the solution ensuring all communications (presentations, RFP response, etc.) follow the Strategic Selling principle of “Them-Us-Difference –Fit-Difference-Proof”. As a part of the above, the TSD is ultimately responsible for establishing / agreeing appropriate decision / RFP criteria with the customer. It is important to note the proposed solutions could range from products to platforms for all lines of business, and include additional partnerships with third party suppliers to support services which complete the desired customer solution.
Drive Customer Loyalty
- The TSD is expected to establish themselves as a “trusted advisor” for laboratory ecosystem solutions and develop meaningful long-term relationship with the customers. Once the business is gained, the TSD should continue to reinforce the trust by following up with the account on the proposed plans and continuously asking for insight to confirm that the solution implemented is meeting the customer’s needs.
Support Commercial Training
- As the subject matter expert on laboratory instrument solutions, the TSD will be responsible for developing and driving the appropriate training for the commercial teams.
- Support regular post-training assessments to ensure the sales force is properly trained on the use of Abbott instruments and assay systems.
- Provide a timely response to requests for product positioning, competitive information and product performance issues.
Required Qualifications
- Bachelor’s degree required.
- Minimum 5-8 years sales experience. Laboratory sales and technical experience is required. Excellent verbal and written communication skills.
- In-depth knowledge of hospital laboratory operations and informatics.
- Experience working in IA/CC and Hematology equipment market is desirable, transferrable Informatics knowledge is an acceptable alternative.
Preferred Qualifications
- Position requires strong balance of leadership, interpersonal and conceptual skills resulting from education and work experience.
- Negotiation skills and/or extensive customer facing experience recommended.
- Ability to build, maintain and develop professional relationships.
- Must be a clear and concise communicator with written and verbal communications.
- Able to set and communicate customer expectations and priorities; monitor progress against timelines
Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. 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 @AbbottNews and @AbbottGlobal.
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
CRLB Core Lab
LOCATION:
Canada > Ontario : Remote
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 50 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Not Applicable