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Primary Job Function :

To serve as the subject matter expert in following areas: Total solution design, consisting of, Automation, Alinity ci instrumentation, including proficiencies in assay technology, laboratory informatics and Always On Service enablers.

This position will actively support commercial execution by coordinating the laboratory sales process for Automation, Alinity ci, and laboratory-based Informatics solutions in the most complex and largest customer base: Defined as Landmark, Large and Medium accounts, or opportunities where Abbott’s total solution offering has strategic relevance.

• Support the achievement of Acquisition and Renewal expected KPIs through closing targeted opportunities.

• Contribute activity leading to incremental growth during contracted periods.

Leverage up to date industry insights, technical knowledge, along with process & design tools to drive value, criteria and differentiating discussions.

Profitably grow the ADD business by building and positioning the total ADD solution and upgrades

Core Job Responsibilities :

1) Foundational Core Job Responsibilities

• Win the laboratory/ operational vote and enhance the c-suite strategy by serving as a subject matter expert in the following areas: Automation & Alinity ci solution design, with proficiencies in assay technology, laboratory informatics (Supported by DHS) and always on service enablers.

• Collaborate with AlinIQ AMS Specialists to ensure seamless commercial activity.

• Have an appropriate understanding of the One-Abbott product portfolios and their integration into total solution design positioning (Haematology, Molecular, POC, AlinIQ enablers)

• Led by the Opportunity owner, participate in the assigned acquisition and renewal opportunities, including in the development of the in-lab opportunity strategy & workshops (2x2, ATS, Lean) to uncover and gather insights.

• Support the achievement of Acquisition & Renewal sales, profitability targets and achieve targeted opportunity close KPIs, by leading the in-lab strategy in targeted opportunities.

• Contribute with in depth laboratory operational, analytical, automation, and workflow knowledge, including general IT infrastructure knowledge.

• Understand the customers diagnosis cycle and be able to connect insight queues with Abbott solution opportunities.

• Execute technical commercial activities displaying a high-level of technical knowledge, positioning of our end-to-end solution (Alinity, Automation, assay, Informatics) and solution differentiation vs competition. Resulting in the technical design of appropriately functioning solutions & automation layouts

• Establish and build deep understanding of accounts, stakeholders and competitive situations through a consultative and investigational approach which uncovers key customer insights and requirements.

• Working with the whole opportunity team, take a central role to quantify the impact of proposed solutions (TCOà TVO).

• Share knowledge with the wider ACQ and CE teams to drive improved positioning of Abbott solutions & comprehensive competitor de-positioning (Solution strategy and portfolio technology).

• Working with marketing; gather and communicate competitor information and disseminate for use in opportunity strategies. Be the competitive experts in their fields.

• Be central to solution and technical responses for Tender replies. (Automation and Instrument response)

• Coordinate and participate in customer presentations including reference visits as required.

• Utilize Abbott tools (MyDash CRM, Advanced 8) to document and administrate account specific information (E.g., Laboratory Strategy, Stakeholders, Competitor Positioning, Activity and Red flags)

2) Specialized Core job responsibilities

TSD – Solution Consultant Focus

• Act as the lead selling team representative in laboratory strategy and solution design for defined Share Capture & Renewal opportunities, by uncovering related customer goals, pain points and opportunities for improvement.

• Lead, execute and deliver workflow studies (inc Reports) for both Laboratory and Automation workflow projects (to a best-in-class standard and aligned to LEAN 6 Sigma principles)

• Serve as a Laboratory focused End-to-End solution (Inc Automation), Commercial Subject Matter Expert

• Serve as a highly technical Automation, customer facing Subject Matter Expert

TSD – Design & Optimization Focus

• Coordinate with Country / Regional / Area resources to design and deliver Automation solutions which comply with AAS guidelines while remaining true to customer stated requirements (Including Automation Workflow and the SOW process)

• Pre & Post implementation optimization: Utilize design, analytical and visual tools to model improvement scenarios, generate simulations and designs (Including Automation Workflow), to best support the customer experience – focused but not limited to amplify and protect phases.

• Collaborate with service and installation teams to ensure streamlined transitions and timely TOR.

• Collaborate with the Customer Experience teams to support Automation portions of operational reviews.

• Serve as a highly technical Automation, customer facing Subject Matter Expert

Minimum Education :

• Diploma, degree or equivalent in a clinical diagnostic, healthcare, operational engineering / design discipline.

• Successful completion of Strategic Selling and Negotiation Courses

• Basic English

• Lean / Sigma qualifications are highly desirable.

Minimum Experience/Training Required :

• 5 years’ experience in a Laboratory and/or a successful commercial experience of at least 3 years – success based on goal achievement.

• 5 years’ commercial sales experience, preferred in the IACC/Hematology/Automation discipline.

• Demonstrated experience in executing and reporting workflow projects (or equivalent)

Minimum Skills Required :

• Workflow and laboratory design

• Strong computer literacy (PPT, Excel & PIVOT table use)

• Basic marketing and selling skills

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com