Informatics Solution Consultant

JOB DESCRIPTION:

Primary Job Function

Professional Services Executive is responsible for delivering sales of Abbott integrated solutions and professional services – execute to the vision.

Identify and engage with key decision makers including C-Suites in the customer organization to access their needs.

Understanding healthcare workflows (in and outside the lab)

Develop and present the solution that address customer needs.

Core Job Responsibilities

SALES SKILLS & CADENCE: Lead & execute complex (multi stakeholder/multi year) contract negotiation. Support Abbott Corelab Acquisition team to develop and execute the strategic account plans and driving personal sales cycles.

Consistently and accurately forecasts sales and drives the organization through a management cadence to deliver on monthly, quarterly and annual commitments. Focused strategic and territory planning skills.

SERVICE SOLUTION SELLING SKILLS: Identify and engage with key decision makers including C-Suites within the healthcare ecosystem to access needs, strategies and care bouts. Develop a value hypothesis with strong monetization with clear outcomes.

TECHNICAL PRODUCT SKILLS: Be the subject matter expert of professional services product portfolio. Responsible for conducting informatics product demonstrations for prospects and creating configuration/Statement of Works.

Respond to functional and technical elements of RFIs/RFPs/RFQs. Complete client based business case assessments. Complete Professional Services pricing (ACT/PE)

HEALTHCARE KNOWLEDGE: Be knowledgeable about healthcare, performance KPI’s and strategies. Be aware of departments across hospital and comfortable discussing their needs and care-abouts independent of the lab. Changing market regulations, healthcare policy, and reimbursement/funding changes.

LABORATORY KNOWLEDGE AND WORKFLOW: Obtain complete understanding of Abbott Corelab product and solution sets including instruments, assay and automation. Understand how AlinIQ impacts lab and how the lab impacts the healthcare network.

COACHING/MATRIX MANAGEMENT: Communicates a motivating, compelling vision of the future that supports employee engagement. An effective coach, improving Ambassador/sales force technical knowledge and positioning of the AlinIQ portfolio. Manages without authority.

Position Accountability / Scope

• This position reports to the Area Informatics Director
• Responsible for annual revenues target and per annum incremental sales target.
• Geographically the accounts will be located in xxxx
• Performance will be measured on a quarterly and annual basis
  
  
  Minimum Experience/Training Required
  
  • Minimum five years of experience in selling software solutions and professional services
  • Minimum two year of healthcare business development and engagement experience required
  • Ability to travel 80% required
  • Diagnostics industry experience preferred
  • Strong critical thinking and problem solving with ability to exercise mature judgment & work in ambiguity
  • Proven ability to execute without (daily) direction
  • Executive presence
  • Strong meeting facilitation and presentation skills
  • Strong internal and external networking skills
  
  
  JOB FAMILY:
  
  Sales Force
  
  DIVISION:
  
  ADD Diagnostics
  
  LOCATION:
  
  Pakistan : Remote
  
  ADDITIONAL LOCATIONS:
  
  
  
  WORK SHIFT:
  
  Standard
  
  TRAVEL:
  
  Yes, 50 % of the Time
  
  MEDICAL SURVEILLANCE:
  
  No
  
  SIGNIFICANT WORK ACTIVITIES:
  
  Not Applicable