1+ months
2018-03-152018-05-20

Sales Executive (Southern California, Arizona and Nevada)

Abbott
Los Angeles, CA

At Abbott, we're committed to helping people live their best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 99,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

This territory covers Southern California, Nevada and Arizona. Responsible for implementing and maintaining the effectiveness of the quality system.

Generate new business with targeted; non-enterprise accounts

Support customer experience organization with high-risk and upselling renewals for non-enterprise accounts

Design and deliver unique solutions that result in improved outcomes for customer and AMD

Responsible for selling AMD total solutions to target; non-enterprise accounts (high-risk upselling renewals; new business)

Establish and build deep understanding of account needs; stakeholders and competitive situation

Build and lead internal cross functional selling team to execute account strategies

Analyse impact of market trends and factors on customers

Develop strategic account plans for achieving goals including sales and margin

Identify new business opportunities by initiating; developing or delivering unique solutions that result in improved outcomes for customer and company

Negotiate long term contracts   

Oversee progress of cross-functional implementation team (post-sale)

Identify new business opportunities to expand current AMD share.

Key performance metrics:

  • Country Sales & Margin
  • 100% renewal rate of profitable business
  • 40% win rate of new customers
  • Customer Retention Rate
  • Net Promoter Score
  • Economic profitability

    Extensive travel

    QUALIFICATIONS:

    Position requires ability to comprehend and explain various medical conditions and laboratory testing systems and reagents to different levels of expertise including Physicians; Pathologists; Lab Managers; and medical technologists at Hospital; Reference Laboratories; Public Health Departments; Physician Laboratory facilities; and miscellaneous other medical testing facilities.

    Continual updating of personal knowledge of Abbott Products and competitive knowledge

    10+ years sales or industry (medical device, hospital) experience is required, medical diagnostics experience is preferred. Serve as the primary contact with all accounts in defined territory.

    Provides update reports to District Manager regarding territory status; to include forecasts; proposals; and business reviews. Manage territory budget and operates efficiently within that budget.

    Determines execution strategy for own accounts.

    The Sales Executive interfaces with relevant Executives at Customers Accounts (targeted non-enterprise accounts);Regional Leads (MDs). Key linkages with the Enterprise Team; Sales Functions(Haematology; Transfusion; Lab Solutions Design); Marketing; Finance; Customer Experience

    EXPERIENCE:

    • Extensive experience managing key accounts
    • Experience working with senior level stakeholders
    • Ability to influence team member activities (without direct reporting relationship)
    • Strong understanding of key stakeholders and customer dynamics
    • Strong solution selling and relationship building skills
    • Superior communication skills
    • Ability to identify and drive resolution of issues
    • Long-term, strategic focus on account
    • Portfolio management skills
    • Excellent product and industry knowledge


      Job Family: Sales Force
      Division: AMD Molecular
      Additional Location: United States of America : Remote
      Travel: Yes, 75 % of the Time
      Medical Surveillance: No
      Significant Work Activities: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

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Sales Executive (Southern California, Arizona and Nevada)

Abbott
Los Angeles, CA

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Sales Executive (Southern California, Arizona and Nevada)

Abbott
Los Angeles, CA
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