JOB DESCRIPTION:

Retaining existing accounts by increasing Abbott value and Optimizing instrument performance

Sensitive/ confidential data handled:

Reagent Pricing

Admin Passwords (Instrument)

Key Areas of Accountability:

RETENTION RATE:

• Ensure instrument analytical turnaround time (uptime/repair/maintenance)

• Conduct customer business review (KPI reviews)

• Manage customer relationship and thoroughly plan, prepare and follow up customer visits (pre-call plan, post-call notes)

• Identify customer training requirements

• Coach customers and share knowledge (education)

• Identify and resolve customer pain points (troubleshooting)

• Replenish and control inventory

• Build image and brand in eyes of customer

• “Sell” or reinforce Abbott’s total solution value offering

• Collect and transmit VOC (Voice of Customer)

• Renewals of most of the assigned accounts (adhering to standard renewals procedures)

• Menu expansion (utilization of existing products; new product launches)

• Service sales

• Product promotion

• Value creation

• Order management

• Contract management

• Identify/open door for opportunity to expand offering into other departments (prospecting, not doing)

• Spare parts management

• New assay applications

VALUE CREATION AND EXPANSION (BOOST PRODUCTIVITY):

• Price management

• Service sales

• Free of charge control

• Menu expansion

• Lifecycle management of product

• Service cost management

• CPR management

• Contract Life Cycle and Compliance

BUILD PROMOTERS:

• NPS responsibility (hot sheets)

• Management of inter-client relationships

ANALYTICAL TURN AROUND TIME:

• Assay availability and performance

• Instrument installation & commissioning

• First line level service/fixes

• TSBs – hardware & software upgrades

• Proactive monitoring and communication via AbbottLink

• Escalation & support

• Customer inventory

SYSTEMS & TOOL MANAGEMENT:

• CMS Next tickets (opening & closing)

• Aforce use and maintenance (CRM)’

• Command Center

KEY PERFORMANCE METRICS

• 100% renewal rate of profitable business

• Net Promoters Score

• Territory Sales Plan achievement – Base business sales and new business growth

• Account EP Plan improvement

• First Line Service KPIs

Job Specification:

• Responsible for business protection and increasing base business.

•  Increase profitability of existing accounts through value expansion.

•  Improve instrument uptime through first level fix of hardware and applications errors. 

• Acts as a consultant and coach to share knowledge of Abbott innovative products.

• Sales improvement through Reagents and Service revenue /Abbott total solutions

• Customer Education

• Create Abbott brand

Knowledge & Experience:

• Bachelor’s degree or equivalent relevant experience required.  Bachelor’s degree in Medical Technology preferred. 

• Practical interfacing with customers

• Strong people management and communication skills

• Trouble shooting/problem solving skills

• Computer skills (word, excel, power point, internet savvy)

• Shows ability to prioritize without help

• Negotiation skills

• Strong sales skills

• Strong work ethic

• Service-minded

• Customer orientation

• Basic application know-how

Competencies required:

• Effective communication skills needed to interact with for customer education and needs addressing.

• Decision making skills to approach effective course of action and develop appropriate solutions.

• Effective Customer management and relationship skills making customers and their needs a primary concern.

• Planning and organizing skills to efficiently identify critical activities and  prioritize customer related tasks and projects.

• Problem solving ability to make sound decisions based on presented data.

• Creating an Impact vital to first impression and gaining commanding attention.

Minimum Qualification:

• A Bachelor’s degree in Science or allied courses.

• Minimum of 3 years as a Diagnostics Sales and Marketing Specialist

• Strong sales background.

• Good communication and leadership skills.

• Sound technical skills on diagnostic instrument handling

• Comprehensive industry knowledge, excellent rapport with major customers and professional organization.

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Force

DIVISION:

CRLB Core Lab

LOCATION:

Philippines > Taguig City : Venice Corporate Center

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 50 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Driving a personal auto or company car or truck, or a powered piece of material handling equipment