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Professional Service Executive (Great Lakes)

Company: Abbott Laboratories
Location: Battle Creek
Posted on: June 1, 2021

Job Description:

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 109,000 colleagues serve people in more than 160 countries.


Diagnostic testing is a compass, providing information that helps in the prevention, diagnosis and treatment of a range of health conditions.

Abbott's life-changing tests and diagnostic tools give you accurate, timely information to better manage your health. 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.

The New Business Professional Services Executive (PSE) works directly with our current customers to provide intelligent insights and collaboratively develop customized Healthcare IT solutions comprised of software applications and consulting service engagements that enable health care providers (from laboratories to public hospitals to private integrated delivery systems) to improve their clinical and operational performance. The Existing Business PSE will work in Net New Business accounts, focused on driving sales to meet or exceed annual plan. The New Business PSE scales from Laboratory leadership into the C-suite aligning the value Abbott can create through customized solutions. Works closely with the larger Sales team and helps to support the development of our informatics solutions specialists.

Clarification on job functions include:

* Hunt new business within their geography, where there is no existing AlinIQ footprint leveraging ATS (Abbott branded consultative selling process) * Achieve annual quota/plan through net new business of AlinIQ * Focus on C-Suite value driver discussions including; population health, merger and acquisitions, remote patient monitoring, risk stratification of business and patients. * Focus on Clinical Insights solution as primary value driver for outside the lab Delivers intelligent insights from clinical and laboratory data combined with advanced analytics and advisory support to help our customers achieve consistency in clinical care. * Reduce care variability and improve outcomes by optimizing chronic disease management and episodic care across their patient population. * Establish market growth for AIP and IMS lab centric solutions AIP: Combining the 3 products and associated connections (Business Performance, Outreach Analytics and Surveillance Analytics) we enable - Visibility, Standardization, and Revenue growth opportunities across the network Insights to optimize laboratory network resource allocation. * KPI adherence and outlier reports. Prevent revenue losses and identify leakage root causes * Identify business development/value expansion opportunities with existing clients Track Surveillance testing volumes and diagnostic rates by postal codes, patient gender, and age. * A surveillance scheduled data extract to support critical reporting requirements for COVID-19. IMS: Helps customers optimize their inventory levels, reduce inventory management costs, reduce waste by providing level and expiration warnings to improve operational efficiency by automating time consuming manual processes * Team sell with ADD Core Lab sellers when appropriate, to establish an AlinIQ footprint

Position Territory:

* The territory covers North Dakota, South Dakota - Minnesota - Wisconsin - Michigan - Nebraska Iowa- Illinois - Indiana - Missouri. * Qualified candidates must currently live near a major airport.


* Lead and execute complex contract negotiations to achieve the sales quota for given customer base. Create strong territory and strategic account plans to lay out strategic approach and share best practices with larger Sales team to help drive a culture of excellence. * 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. * Act as the central point of contact for the customer from beginning to end - closely facilitate process steps to ensure exceptional satisfaction (conduct informatics products demonstrations, engage appropriate subject matter expertise, set up statements of work, etc.). * Help implement and oversee the quality of deliverables and effectively manage the team and day-to-day relationships to ensure exceptional performance, acts as a trusted advisor to the customer. * Navigate within a highly matrixed environment using strong communication and interpersonal skills to coordinate appropriate Abbott resources and support necessary



* Bachelor's degree and a minimum of 4 years of experience selling software solutions/services; experience within the healthcare environment preferred. * Experience with building business within net new accounts. * Preferred: * Understand IT technology within hospital environment; strong understanding on how technology drives value in the broader healthcare space preferred. * Ability to travel up to 75% in assigned territory and other locations in the US to attend training and support business needs. * Interpersonal skill and savvy to effectively work with C- suite level and coordinate internal resources to effectively create personalized solutions that meet decision maker's expectations. * Highly skilled negotiator capable of running possible scenarios that address key elements for closing desired deals. * Results oriented; anticipate where sales shortfalls might. be and implements contingency plans to close the gap.


At Abbott, you can have a good job that can grow into a great career. We offer:

* Training and career development, with onboarding programs for new employees and tuition assistance * Financial security through competitive compensation, incentives and retirement plans * Health care and well-being programs including medical, dental, vision, wellness and occupational health programs * Paid time off * 401(k) retirement savings with a generous company match * The stability of a company with a record of strong financial performance and history of bein actively involved in local communities

Learn more about our benefits that add real value to your life to help you live fully:?

Follow your career aspirations to Abbott for diverse opportunities with a company that provides the growth and strength to build your future. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at, on LinkedIn at, on Facebook at and on Twitter @AbbottNews.

Keywords: Abbott Laboratories, Battle Creek , Professional Service Executive (Great Lakes), Other , Battle Creek, Michigan

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