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Abbott Informatics Product Sales Specialist in Moscow, Russia

Key Stakeholder Relationships:

Relevant Executives and Lab Management in top customer accounts in designated segments of Informatics, Hospital, Reference Lab, Enterprise and/or Distributor

Key Decision Rights:

Drive the sales effort for Abbott Diagnostics laboratory software solutions and related professional services, generate new business by developing and closing key customer accounts. Support all sales and renewals to maximise core diagnostics business by providing laboratory software systems and other software products as appropriate. Provide expert application knowledge and internal training programmes.

Major Responsibilities

  • Work with the sales team to plan, prioritise sales activities and customer contact towards achieving agreed business aims

  • Plan and manage IT portfolio according to an agreed market development strategy

  • Maintain and develop existing and new customers through workflow consulting and ethical sales methods

  • Manage product/service mix, pricing and margins according to agreed aims

  • Use customer and prospect contact activities tools and systems, and update relevant information held in these systems

  • Respond to and follow up customer/sales team enquiries using appropriate methods

  • Attend and present at external customer meetings and internal meetings to develop sales opportunities and aid business development

  • Provision of technical information and responses for the tender and contract team; where appropriate complete tender documentation

  • Support the marketing activities and integrate sales efforts e.g., product launches, promotions, advertising, exhibitions, etc.

  • Monitor and report on market and competitor activities and provide relevant value gap reports and information to area marketing

  • Liaise with implementation team to ensure that our IT solutions are executed according to customer need and sales process

  • Provide post implementation workflow consulting to ensure customer expectations and value propositions are delivered and recognised

  • Achieve consistent high level of customer satisfaction

Expected Results

  • Achieve sales plan financials

  • Deliver incremental IT sales revenue to base business process

  • Ensure high levels of sales team competence as measured by training feedback

Knowledge, Skills and Abilities

  • Clearly comprehends the role of IT in Laboratory Medicine

  • IT integration experience – from 2 years

  • Excellent interpersonal and influencing skills

  • Willingness to work in cross-functional teams

  • Actively seeks to understand customers circumstances, problems, expectations and needs

  • Demonstrable track record in a customer facing post-sales support role

  • Must be team-oriented, analytical, highly organised, good communicator with a high level of problem solving skills.

  • Excellent communication skills. Ability to adapt to change.

  • English: upper-intermediate

  • Readiness to 50% travel

Key Performance Metrics

  • Customer satisfaction score (Net Promoter Score NPS)

  • Assists in achieving sales quota & revenue

  • Provides a minimum of 10 sales leads each year to the sales team

  • Drives TOR at customer site based on project timelines

  • Ensures that all IT projects are delivered within the forecasted budget

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com