ABBOTT LABORATORIES Sales Specialist (Western USA) - Abbott Hematology Salary in the United States

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 103,000 colleagues serve people in more than 160 countries.

Serve as the primary contact for accounts in defined assignment. Provides update reports to Manager regarding status to include forecasts, proposals and business reviews.

• Grow sales and maintain existing sales via telephone sales efforts in assigned accounts. Act alone and as liaison for various sales representatives with accounts to increase Abbott Market penetration and contract renewals.
• Continually develop and manage new product growth opportunities within assignment to increase business.
• Drive renewal execution completely through the process. In addition to renewals have   accountability for point of sale, mid-term upgrades, and beyond initial terms contract   processes. Have the competencies needed to make customer visits and presentations as needed via telecommunications means.

Position Location/Territory

• The territory for this position includes the following states: AZ, CA, NV, WA, OR, and MT.
• Qualified candidates must currently reside in one these states near a major metro airport.
• Relocation assistance is not authorized for this position.

Job Description Primary Job Function:

Drive sales to targeted non-enterprise accounts to achieve revenue targets; profitable growth and gain market share.

Core Job Responsibilities:

Responsible for implementing and maintaining the effectiveness of the quality system.

• Generate new business with targeted; non-enterprise accounts
• Support customer experience organization (Abbott Ambassadors) with high-risk and upselling renewals for non-enterprise accounts
• Design and deliver unique solutions that result in improved outcomes for customer and Abbott Diagnostic Division (ADD)
• Responsible for selling ADD 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
• 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.

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

Position Accountability / Scope:

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. Demonstrate leadership within peer group. 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 (Hematology; Transfusion; Lab Solutions Design); Marketing; Finance; Customer Experience.

Minimum Education:

• Bachelor’s Degree Required.

Minimum Position Requirements:

• 5+ years of sales experience with hematology, lab, or capital equipment products
• Must be willing to travel 50-75% (this includes overnight travel 3-4x per week)