JOB DESCRIPTION:

To provide the territory with Responsible in retaining existing accounts by increasing Abbott value and Optimizing instrument performance.

Direct Reports (indicate number): 0

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)
  • Paris (reports)

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.
  •  Improves  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
  • Eyes customer and identifies
  • Create Abbott brand

Knowledge & Experience:

  • Bachelor’s degree or equivalent relevant experience required.  Bachelors degree in Bio Medical / Engineering / Electrical / Mechanical / Medical Technology or Commercial is 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:

Communication
  • 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 Specialist or Technical Marketing Representative.
  • 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.

JOB FAMILY:Sales Force

DIVISION:

LOCATION:Philippines > Taguig City : Venice Corporate Center

ADDITIONAL LOCATIONS:

WORK SHIFT:Standard

TRAVEL:Yes, 75 % 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

Back to search page