IndirizzoPrimary Objective:
Support the commercial teams as the SME on two key subject matters; workflow consulting and laboratory automation to increase core diagnostics win rate in Own It accounts
Major Accountabilities:
- Work with the country commercial teams to enrich the total solutions offering for the Own It accounts acquisition play in Align/Propose/Negotiate phase
- Responsible for top 1 account on play for each country
- Guiding the country specialist on the layout design by providing subject matter expertise and importantly helping to improve the local capability.
- Providing the 2nd opinion as a check and balance on the design and if it is addressing the needs of the customers and their KPIs
- Present the solution and articulating why this is the most appropriate solution to solve the customer's issues and achieve their KPI to the customer – be the resourceful advocate
- Provide the communication between country and global on the gaps (if any) and needs of the area
- Ability to handle objection handling of last minute customers request that is outside the SOW agreement - and how to value add/value expansion when appropriate.
- Interface with the project implementation to ensure smooth installation and customer satisfaction by meeting all the deliverables as listed in the SOW.
- Attend and present at external customer meetings and internal meetings to develop sales opportunities and aid business development
- Provision of technical information and responses for the tender and contract team; where appropriate complete tender documentation
- Support the marketing activities and integrate sales efforts as an SME.
- Liaise with implementation team to ensure that our laboratory solutions are executed according to customer need and sales process
- Provide support for post implementation workflow consulting to ensure customer expectations and value propositions are delivered and recognised
- Works with the team on the SOW to ensure that there is alignment and understanding of what it constitute so that we can set customer expectation
- Achieves consistent high level of customer satisfaction
Education
- Educated to degree level or equivalent, ideally in a science based or economics/business studies related discipline and/or equivalent experience.
Background
- Minimum of 5 years track record in the diagnostics industry with demonstrated success with at least 2 years exposure to workflow and automation
- Technical savviness
- Fully conversant in consultative selling techniques and methodologies
- Collaborative enterprise thinking
- Excellent interpersonal and influencing skills; Willingness to work in cross-functional teams
- Ability to develop and champion new ideas and approaches
- Black belt in LEAN/6 sigma preferable
- Knowledge of informatics is a plus
Impact of position
- Achieve increase in acquisition win rate
- Increases organisational competence to drive incremental lab solutions sales
- Drives the profile and importance of Abbott internally and externally; establishes Abbott as the recognised market leader in laboratory services and solutions
- Ensures excellent customer satisfaction as measured by NPS
