Business Development Representative - Informatics

JOB DESCRIPTION:

Informatics Business Development Rep (covers MO, IA, KY, NE)

What You’ll Work On

The Informatics Business Development Rep 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. 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. Works across multiple stakeholders including c-suite, expediting complex decisions to quick wins. 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.

• 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

EDUCATION AND EXPERIENCE

REQUIRED:

• Bachelor’s Degree
• 7 years’ work experience required

PREFERRED QUALIFICATIONS

• 5+ years of sales experience with proven ability to lead a sales cycle and design a winning solution
• Minimum of 7 years track record with demonstrated success in informatics, data analytics, lean process improvement in the Diagnostics industry preferred
• BS in Business, Life Sciences, Engineering or related technical discipline
• 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
• Maintain a superior level of knowledge of the applications related to Company products and of the business needs of multi-hospital organizations to assure effective representation in the marketplace.
• 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 huge 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.

The base pay for this position is

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

JOB FAMILY:

DIVISION:

LOCATION:

ADDITIONAL LOCATIONS:

WORK SHIFT:

TRAVEL:

MEDICAL SURVEILLANCE:

SIGNIFICANT WORK ACTIVITIES: