Technical Solution Design Specialist (Contract 01 Year)

1. Primary Objective:

Support the commercial teams as the SME on two key subject matters; workflow consulting and laboratory automation to increase core diagnostics win rate in Own It accounts

2. Major Accountabilities:

• Work with the country commercial teams to enrich the total solutions offering for the Own It accounts acquisition play in Align/Propose/Negotiate phase

• Responsible for top 1 account on play for each country

• Guiding the country specialist on the layout design by providing subject matter expertise and importantly helping to improve the local capability.

• Providing the 2nd opinion as a check and balance on the design and if it is addressing the needs of the customers and their KPIs

• Present the solution and articulating why this is the most appropriate solution to solve the customer's issues and achieve their KPI to the customer – be the resourceful advocate

• Provide the communication between country and global on the gaps (if any) and needs of the area

• Ability to handle objection handling of last minute customers request that is outside the SOW agreement - and how to value add/value expansion when appropriate.

• Interface with the project implementation to ensure smooth installation and customer satisfaction by meeting all the deliverables as listed in the SOW.

• 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 as an SME.

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

• Provide support for post implementation workflow consulting to ensure customer expectations and value propositions are delivered and recognized

• Works with the team on the SOW to ensure that there is alignment and understanding of what it constitute so that we can set customer expectation

• Achieves consistent high level of customer satisfaction

3. Impact of position

• Achieve increase in acquisition win rate

• Increases organizational competence to drive incremental lab solutions sales

• Drives the profile and importance of Abbott internally and externally; establishes Abbott as the recognized market leader in laboratory services and solutions

• Ensures excellent customer satisfaction as measured by NPS

4. Education

• Educated to degree level or equivalent, ideally in a science based or economics/business studies related discipline and/or equivalent experience.

5. Background

• Minimum of 5 years track record in the diagnostics industry with demonstrated success with at least 2 years exposure to workflow and automation

• Technical savviness

• 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

• Black belt in LEAN/6 sigma preferable

• Knowledge of informatics is a plus