Business Development Representative, Informatics - Minnesota/Wisconsin/Michigan

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SalesSales Development Rep

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Quick Summary

Overview

Abbott 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,

Technical Tools

SalesSales Development Rep

Abbott 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 115,000 colleagues serve people in more than 160 countries.

What We Offer

~1 min read

The Informatics Business Development Representative is a point-of-care software sales professional that’s highly skilled at driving exponential growth in their territory through closing new business and expanding existing business space. They are responsible for full stack selling of the RALS product in all segments, including Hospitals, POLs, Clinics, Urgent Cares, Retail Pharmacies, for RMDx (Rapid Diagnostics) Informatics. You will work across multiple stakeholders including c-suite, expediting complex decisions to quick wins. Looking for a self-starter who can develop opportunities with brand new customers, develop and deploy best practices, identify new customer insights to drive business, and deliver above expectations.

This is a remote, field-based role with a preferred home base in Minnesota, Wisconsin, Michigan, or neighboring states. Candidates in metropolitan areas with easy access to a major airport are strongly preferred. The position requires approximately 40–50% travel.

$86,700.00 – $173,300.00

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

Responsibilities

~2 min read

→Builds and understands their assigned territory’s total available market, prospects high potential accounts, identifies pipeline opportunities, moves opportunities through the funnel to win new business
→Responsible for driving profitable revenue and closing opportunities within territory by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott, ensures all commitments are met.
→Investigates and understands assigned strategic accounts and their business environment including goals, objectives, strategies and competitive situation.
→Identifies industry trends and changing market regulations and understands impact on strategic accounts.
→Maintains a detailed understanding of customer decision makers and influencers, builds and preserves customer relationships to leverage in driving new sales and expanding existing business in the hospital space into decentralized locations in collaboration with the Centralized Informatics Account Manager.
→Proactively identifies opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott value proposition resulting in positive action.
→Acts as an internal advocate for the customer, cultivates Abbott internal relationships and leverages to drive business objectives.
→Identifies and facilitates cross-sell and up-sell opportunities
→Demonstrates commitment to the development, implementation and effectiveness of ARDx Informatics’ Quality Management System per ISO, FDA and other regulatory agencies.
→Obtain certification within the Vendor Credentialing requirements by following current immunizations, required training, background checks and competency assessments.
→Perform other duties and projects as assigned.

Competencies

→Product Expertise - Will spend the time and energy to learn and become proficient on the ARDx (Abbott Rapid Diagnostics) Informatics portfolio of diagnostic products.
→Customer Focus – Is dedicated to meeting expectations and requirements of internal and external customers; gets first hand customer information and uses it for improvement in products and services; establishes and maintains effective relationships with customers and gains their trust and respect.
→Business Acumen – Focus on the things that are important; knowledgeable in current and possible future policies, practices, trends, technology and information affecting his/her business and organization; knows the competition.
→Full Stack Sales Management – Lead sales cycles form prospect through close
→Negotiating – Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can both be direct and forceful as well as diplomatic; has a good sense of timing.
→Courage – Willing and proactive about engaging senior officers and clinicians at IDN’s in all departments to learn, network, and close large acute and non-acute contracts for ARDx Informatics.

Requirements

~1 min read

Bachelor's Degree
5+ years work experience

Bachelor’s Degree preferrable in Business, Life Sciences, Engineering or related technical discipline
5+ years of sales experience with proven ability to lead a sales cycle and design a winning solution
5+ years of experience with demonstrated success in informatics, data analytics, lean process improvement in the Diagnostics industry preferred
Proven success as an expert in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer.
Strong business planning process and attention to detail, strong Microsoft Office and CRM skills
Proven sales support experience in large IDNs
Leadership experience, including managing client expectations, multi-disciplinary team, and meeting scope/schedule/budget
Fully conversant in consultative selling techniques and methodologies
Collaborative enterprise thinking
Excellent interpersonal and influencing skills; Willingness to work in cross-functional teams
Ability to develop and champion new ideas and approaches
Working knowledge and skill set to guide discussions for laboratory informatics products

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Sales Force

CMI ARDx Cardiometabolic and Informatics

United States of America : Remote

Standard

Yes, 50 % of the Time

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Driving a personal auto or company car or truck, or a powered piece of material handling equipment, 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