Solution Design Specialist
Description de l'offre
As the healthcare market continues to change, so does the decision process for molecular testing for infectious agents and oncology. As the environment shifts globally to new models for care delivery, value-based payment, population health management, and consumer engagement, organizations must be nimbler and focused on the future. If healthcare is to achieve the Triple Aim – ensuring quality of care for individuals, improving the health of populations, and controlling costs – quality strategy and tools must play a central role. New stakeholder requirements are coming from procurement and often include multi-faceted committee-based decision making, in addition to scientific and technical merit To better position ourselves, we need to demonstrate clinical, operational, and institutional value of our solutions. The molecular laboratory is at the center of patient care when it comes to diagnosing and managing the most serious and complex diseases.
The key responsibility of the Solution Design Specialist(SDS) is to increase Abbott Molecular (AM) market share by building and shaping the customer conversation as it relates to value, using the Challenger Sales Model. The Challenger Sales Model is a sales approach in which the seller actively teaches their prospect, tailors their sales process, and takes control of the customer conversation. The SDS illuminates the quantified value proposition and playing a key role, works collaboratively in presenting the optimized AM solution to the customer. The focus is to help drive sales opportunities to close targeted accounts with greater than $1MM total opportunity.
This role is a critical member of the sales team responsible for designing the Abbott Molecular' s solution. The role requires innovation and tenacity to identify the right solution, develop it, and quantify the value of it all while aligning with the customer's goals. The ideal candidate understands the operation of the clinical laboratory (especially molecular), is able to dissect the testing process in detail, conceive and provide improvement recommendations for workflow efficiencies, increased productivity, improved quality and cost savings.
Primary responsibilities include: 1) understanding and assessing customers' business objectives/ strategies and therefore requirements/ unmet needs; 2) identifying innovative solutions to meet account needs which may include services, informatics and consulting 3) quantifying current state versus proposed future state 4) presenting and proposing future state with the sales team to the customer.
Emphasis is on building the quantified value propositions that are differentiated.
Responsible for implementing and maintaining the effectiveness of the Abbott Molecular quality management system.
The SDS role helps drive profitable revenue and close opportunities within strategic named accounts by initiating; developing and presenting differentiated solutions that result in improved customer outcomes and unique benefits of the Abbott Molecular portfolio. The targets generally exceed $1MM total available opportunity.
Develop the solution that best meets the customer needs after assessing customer's current state by executing a proprietary value analysis exercise, and using other Abbott Molecular approved tools, specific to process mapping and LEAN principles.
Bachelor's degree in the health sciences or other high reliability field, with a minimum of 3 years relevant industry work experience. 50% Travel
In-Depth knowledge of process improvement strategies and contemporary tactics, ideally focused on hospital laboratory operations. Laboratory management experience is highly desired, however recent position experience consisting of performance and process improvement (PIP), LEAN/Six Sigma, and/or value steam mapping in other healthcare settings will also be considered. Experience working in the diagnostics or molecular equipment market would also be ideal.
Excellent verbal and written communication skills.
Strategy, planning and financial analysis skills.
JOB FAMILY:Sales Force
LOCATION:United States of America : Remote
TRAVEL:Yes, 50 % of the Time
SIGNIFICANT WORK ACTIVITIES:Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Keyboard use (greater or equal to 50% of the workday)
Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.
EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf
EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf