1+ months
2018-03-152018-07-20

Sales Executive (Remote - Based out of Miami)

Abbott
Miami, FL

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.

The Sales Executive will work with all levels of the sales organization to plan and build strategies for positioning optimum solutions to the core laboratories.  The Sales Executive will be accountable for meeting a sales goal and expense budget. The Sales Executive will actively participate in the development and execution of the following commercial activities:

  • Territory and Account Planning
  • Acquisition Pipeline Management
  • Strategic Account Management (SAM) Process
  • Solution Assessment, Design & Positioning

    Core Job Responsibilities

    Generate new business with targeted account

    Design and deliver unique solutions that results  improved outcomes for customers and ADD

    Responsible for positioning and selling ADD Total Solutions to target

     improved

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

    Build and Lead internal cross functional selling teams to execute account strategies.

    Analyze 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 ADD share.

    Drive the implementation and development of the Strategic Account Management (SAM) Process:  

    • Comprehend customer needs / requirements to best position Abbott’s solutions;  will develop engaging discussions with the customer in order to gain insights and become a trustable consulting partner
    • Drive and lead negotiations for large/complex national and regional opportunities. 
    • Complete all administrative responsibilities in an accurate and timely fashion.  Update own customer files in aforce as necessary.

       Responsible for representing Abbott Diagnostics and their products in a professional, forthright and ethical manner and within corporate guidelines.
       Adjust priorities and/or project tasks to enhance the customer experience.
       Ability to work in a team environment and across an organization to drive results. Enthusiasm, strong interpersonal and motivational skills; scalable to future assignments.
       Responsible for implementing and maintaining the effectiveness of the Abbott Quality System.

      Position Scope and Accountability:

      KPI:

      - Region/Country Sales & Margin

      -100% renewal rate of profitable business

      -40% win rate of new customers

      -Customer Retention Rate

      -Net Promoter Score

      Economic Profitability

      • Minimum Job Requirements

        • Minimum 5-8 years sales (medical device, hospitals) experience.
        • Sales experience in diagnostics is preferred
        • Strong commercial experience, commercially driven
        • Ability to sell across complex organizations
        • Willing to adapt to and drive organizational change
        • Willingness to work in cross-functional teams
        • Ability to develop and champion new ideas and approaches to increase profitability. 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
        • Long-term, strategic focus on account
        • Portfolio management skills
        • Must be able to work with little to no immediate supervision; set and communicate goals and priorities; monitor progress against milestones
        • Must have the ability to take key actions and demonstrate behavioral anchors that support all Abbott Core Competencies
        • English and Spanish fluency is required.

          Education: 

          Bachelor's Degree is required. 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

          • Bachelor‘s Degree ideally in one of the following fields: Biochemistry, Medical technology, Biology.


            Job Family: Sales Force
            Division: ADD Diagnostics
            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 (Remote - Based out of Miami)

Abbott
Miami, FL

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Sales Executive (Remote - Based out of Miami)

Abbott
Miami, FL
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