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Role Description

This role focuses on point-of-care software sales and requires a proven ability to drive significant growth by closing new business and expanding existing accounts.

• Responsible for full-cycle sales of the RALS product across all segments, including hospitals, POLs, clinics, urgent care centers, and retail pharmacies for Rapid Diagnostics Informatics (RMDx).
• Work with multiple stakeholders, including C-suite executives, to accelerate complex decisions into quick wins.
• Develop new customer relationships, implement best practices, uncover insights to drive business performance, and consistently deliver results that exceed expectations.

Responsibilities

• Build and understand assigned territory’s total available market, prospect high potential accounts, identify pipeline opportunities, and move opportunities through the funnel to win new business.
• Drive profitable revenue and close opportunities within territory by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits for Abbott.
• Investigate and understand assigned strategic accounts and their business environment including goals, objectives, strategies and competitive situation.
• Identify industry trends and changing market regulations and understand impact on strategic accounts.
• Maintain a detailed understanding of customer decision makers and influencers, build and preserve customer relationships to leverage in driving new sales and expanding existing business.
• Proactively identify opportunities or act upon previously identified opportunities to prepare and deliver account-specific Abbott value proposition resulting in positive action.
• Act as an internal advocate for the customer, cultivate Abbott internal relationships and leverage to drive business objectives.
• Demonstrate commitment to the development, implementation and effectiveness of ARDx Informatics’ Quality Management System per ISO, FDA and other regulatory agencies.
• Identify and facilitate cross-sell and up-sell opportunities.
• Maintain a superior level of knowledge of the applications related to Company products and of the business needs of multi-hospital organizations.

Additional Competencies

• Product Expertise - Will spend the time and energy to learn and become proficient on the ARDx Informatics portfolio of diagnostic products.
• Customer Focus – Dedicated to meeting expectations and requirements of internal and external customers; establishes and maintains effective relationships with customers.
• Business Acumen – Knowledgeable in current and possible future policies, practices, trends, technology and information affecting the business.
• Full Stack Sales Management – Lead sales cycles from prospect through close.
• Negotiating – Can negotiate skillfully in tough situations with both internal and external groups.
• Courage – Willing and proactive about engaging senior officers and clinicians at IDN’s to learn, network, and close large contracts.

Qualifications

• Bachelor’s Degree required, preferable in Business, Life Sciences, Engineering or related technical discipline.
• Minimum 5 years of experience, preferable with demonstrated success in informatics, data analytics, lean process improvement in the Diagnostics industry.
• Sales experience with proven ability to lead a sales cycle and design a winning solution.
• Proven success as an expert in all aspects of value-based, solution selling.
• Background as a Medical Technologist, Medical Laboratory Scientist, or Laboratory Supervisor is a plus.
• Strong business planning process and attention to detail, strong Microsoft Office and CRM skills.
• Proven sales support experience in large IDNs.
• Ability to develop and champion new ideas and approaches.

Benefits

• Career development with an international company.
• Free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• An excellent retirement savings plan with a high employer contribution.
• Tuition reimbursement and education benefit - an affordable and convenient path to getting a bachelor’s degree.
• A company recognized as a great place to work in dozens of countries worldwide.
• Recognized as one of the best big companies to work for as well as the best place to work for diversity.