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Sales and Business Development Leader

2 months ago

Denver, Colorado, United States Abbott Laboratories Full time
About Abbott Laboratories

Abbott Laboratories is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

Our Mission

We're always looking towards the future, anticipating changes in medical science and technology. Our mission is to create breakthrough science to improve people's health.

Working at Abbott Laboratories

At Abbott Laboratories, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You'll also have access to:

  • Career development with an international company where you can grow the career you dream of.
  • Free medical coverage for employees* via the Health Investment Plan (HIP) PPO.
  • An excellent retirement savings plan with high employer contribution.
  • Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit - an affordable and convenient path to getting a bachelor's degree.
  • A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
  • A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.
The Opportunity

This position works out remotely in the Diagnostics Division. We're empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott's diagnostics instruments, providing lab results for millions of people.

What You'll Work On

Primary Objective of Position

The Digital Health Solutions Executive (DHSE) is accountable for business and revenue growth within the designated region/country across IACC, Hematology, Transfusion, and Molecular business. DHSE collaborates with the diagnostics sales team, to execute growth strategies, optimize business growth and profitability. DHSE achieves this by providing end-to-end Digital Health Solutions with intelligent insights to enable healthcare providers, from laboratories to public hospitals to private integrated delivery systems, to achieve revenue targets by improving operational performance and clinical outcomes of existing and new customers.

Major Accountabilities

  • Acquire new business within assigned districts, where there is no existing Diagnostics and/or AlinIQ footprint by consultative strategic team selling to achieve a deep understanding of unmet needs and pain points of customers and stakeholders.
  • Set and achieve or exceed quarterly, annual sales quotas and manage sales budgets.
  • Focus on C-Suite value driver discussions including population/community health, merger and acquisitions, remote patient monitoring, risk stratification of business and patients.
  • Identify new opportunities for growth by focusing on end-to-end healthcare improvements as primary value drivers for in and outside the lab to pull through digital health solution sales and reagent sales.
  • Be knowledgeable about industry trends, changing market regulations and healthcare policy within defined customer segments. Understand the impact on customers and their key care-abouts.
  • Lead and execute complex contract negotiations to achieve the sales quota for given customer bases. Create strong territory and strategic account plans to lay out strategic approaches and share best practices with larger sales teams to help drive a culture of excellence.
  • Review account activity, anticipate customer needs and improve customer satisfaction.
  • Accountable for driving market share growth through new business opportunity realization. The role is instrumental in expanding brand reputation and delivery of sales and profitability objectives.
  • Research target accounts to understand performance KPIs and customer strategies to drive conversations that demonstrate how the application of IT enablers and service solutions in/outside of the lab and across the broader healthcare space can improve performance KPIs and strategies.
  • Work collaboratively with sales and DHS counterparts to achieve performance targets and exceed customer expectations.
  • Navigate within a highly matrixed environment using strong communication and interpersonal skills to coordinate appropriate Abbott resources and support necessary.
  • Ensure that all activities are performed in compliance with quality system requirements.
Impact of Position
  • Generate and grow direct revenue to amplify DHS growth.
  • Ensure highest margin and recurring revenue for each deal.
  • High renewal rate in Core Dx attributable to DHS 'stickiness' and placement.
  • High capture rate in Core Dx Acq attributable to DHS differentiation.
  • Grow digital health maturity of diagnostics sellers in assigned districts.
Required Qualifications
  • Bachelor's degree is required; a focus in healthcare/medical, life sciences, IT or medical technology is preferred.
  • 4+ years in sales roles.
Preferred Qualifications
  • Experience leading & executing simple to complex (multi-stakeholder/multi-year) contract negotiations.
  • Demonstrated ability to align and integrate diverse business teams and functions to ensure they work together to deliver results.
  • Previous exposure with IT technology within healthcare environments. Able to articulate customer value propositions at all levels of institutions (e.g., C-Suite) for digital value (e.g., labor savings, clinical improvement) leading to successful business closes.
  • Communication skills and teamwork skills in working with internal/external stakeholders is essential for the role.
  • Proven ability to influence an effective consultative sales approach to uncover customer pain points and provide value-added solutions in a complex pathology and IT environment.
  • Highly motivated, result-driven individual, with strong problem-solving skills and track record of driving measurable outcomes.
  • Strong ability to pivot and adapt to changing business needs in a fast-paced high-growth environment.
  • Preferred sales experience and knowledge of the Diagnostic environment involving multiple levels of decision makers and the understanding of a complex selling cycle.
  • Sales or consulting experience with software or digital solution selling preferred.
  • Experience in total solution design (TSD) preferred.