The Opportunity

This position works out remote in the Diagnostics 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.

What You’ll Work On

Position Overview

The Diagnostics Value Expansion Sales Specialist drives to support the District Sales Manager and extended team to improve economic profitability and increase revenue.

Position Location

• This is a remote-based position covering Houston TX, Dallas TX, San Antonio TX, Tulsa OK, Oklahoma City OK,
• Qualified candidates must currently reside in the sales region; ideally in or near one of the following cities : Houston TX, Dallas TX, San Antonio TX, Tulsa OK, Oklahoma City OK,
• Relocation assistance is not authorized for this position.

Position Responsibilities

• Analyze, develop and achieve value expansion goals through creation of account-specific plans.
• Review contract compliance (volume, pricing, utilization, efficiency).
• Maintain the base business and Execute contract renewals with 100% retention rate
• Review and assure Abbott adherence to customer KPIs and identify improvement opportunities.
• Prepare and participate and execute customer business reviews.
• Support Sales Executives in commercial sales and value expansion.
• Provide strategic pricing support.
• Analyze and optimize instrument utilization.
• Manage life-cycle of instruments and assays.
• Cost Per Reportable management.
• Collaborate with Sales Executives, VES counterparts, and management to ensure successful achievement of goals.

Key Position Deliverable

• The Diagnostics Value Expansion Specialist interacts with many levels within the Customer (Lab Managers, Clinicians, Procurement and Finance, and C-Suite).
• Key internal stakeholder interactions include : District Manager, Marketing, Sales Specialist teams, Hematology, Informatics, Lab Solution Design, Finance, Contracts & Pricing, and Executive leadership
• Key performance metrics : District sales, YOY Growth, 100% renewal retention rate; Margin Targets, Assay / Menu expansion at key customers, Positive Economic Profitability momentum;

Growth rate achievement; Customer contract compliance, and Customer Net Promoter Score growth.

Required Qualifications

• Bachelor's degree or equivalent experience.
• 5 years of sales experience in the diagnostics, point of care, medical device, capital equipment, or laboratory industry.
• Must be willing to travel up to 50% in the assigned territory and other locations within the US to support strategic business needs

Preferred Qualifications

• Strong value selling skills
• Finance knowledge
• Analytical skills
• Strong communication and negotiation skills
• Account management / targeting skills
• Innovative, strong collaborator and business savvy
• Teamwork / team-building skills

Last updated : 2024-05-08