1+ months


Maidenhead, State Not Indicated

Primary Ob jecti ve of Position

  • The Value Expansion Representative is responsible for working together with Abbott Ambassadors to expand the Abbott Diagnostics (ADD) share and improve profitability in a district.

    Major Accountabilities

    • Full responsibility for sales quota with a volume of 0.5 MM USO including forecasting and target performance achievement
    • Analyse, develop and drive value expansion goals through creation of account specific plans
    • Review contract compliance (volume, pricing, utilization, efficiency, free of charge)
    • Review and assure Abbott adherence to customer KPls, and identify improvement  opportunities
    • Prepare and participate in customer business reviews
    • Support and drive Ambassador in commercial sales, renewals, and value expansion, and provide strategic pricing support
    • Analyse and optimize instrument utilization, and manage lifecycle of instruments and assays
    • Success in this role is measured by sales quota achievement, economic profitability per district, contract renewal rate, and customer satisfaction score (NPS)


      • Bachelor's degree or equivalent experience required. Bachelors / Engineering degree in medical I electrical I mechanical or medical technology is preferred.


        • Minimum of 3-5 years track record in the diagnostic industry with an emphasis on selling solutions in the Diagnostics industry - expanding share and  improving account profitability with an annual sales quota of at least 1-2 MM USO
        • Proven track record in a similar position supported by management and customer references
        • Excellent product and industry knowledge
        • Account Management I targeting skills
        • Strong understanding of key stakeholders and customer dynamics
        • Strong value selling and relationship building skills
        • Strong communication and negotiation skills
        • Entrepreneurial and self-guided
        • Finance knowledge
        • Analytical skills

          Value Expansion Representative

          VER - Edition 001 - Effective 16th July 2015

          • Candidates must be fluent in local language and English, additional  languages are advantageous
          • The position requires the willingness to travel on a frequent basis ,i.e. on average three days per week.

            Impact of position

            • Work together with Abbott Ambassadors to expand the A DD share and improve profitability in a district.

              Job Family: Sales Force
              Division: ADD Diagnostics
              Travel: Yes, 25 % of the Time
              Medical Surveillance: Not Applicable
              Significant Work Activities: Not Applicable


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