Job description

JOB DESCRIPTION:

Primary Ob jective 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)

Education

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

Background

• 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.

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