About Abbott

Abbott is a global leader in in vitro diagnostics and offers a broad range of innovative instrument systems and tests for hospitals, reference labs, blood banks and clinics. Our products offer automation, convenience, cost-effectiveness and flexibility. Abbott has helped transform the practice of medical diagnosis from an art to a science, helping to create the modern diagnostics industry through the company's commitment to improving patient care and lowering overall costs.

ADD’s Hematology Organization is part of the European Sales organization, a result of our dynamic customer environment. Today, there are fewer, larger, and more complex customers than ever before. The Hematology Organization provides dedicated hematology sales support to the regions.
Primary objective of the position

PURPOSE OF THE JOB

The Senior Hematology Sales Specialist is responsible for generating new and maintaining existing business by driving and supporting the sales process with specific hematology / sales know-how and intelligence while preserving and possibly improving the hematology line of business margin in their region. The Senior Hematology Sales Specialist is also responsible for taking the lead in local IBP and business planning processes, collecting sales forecast from other members of the hematology sales specialist team in region and assisting the sales manager with training, orientation and coaching of newer or less experienced members of the sales team.

MAJOR RESPONSIBILITIES

• Full responsibility for sales quota including forecasting and target performance achievement within the region.

• Work closely with ADD regional / local sales teams to maintain and grow the Hematology business.

• Maintain ADD’s CRM program for Hematology, opportunities and its total available market within the region.

• Build sustainable customer relationships and leverage them to drive profitable new sales.

• Identify new business opportunities by initiating, developing, or delivering hematology solutions that result in improved outcomes for customer and Abbott.

• Prepare and negotiate long term contracts.

• Manage hematology-related installation processes and customer training.

• Analyze impact of market trends and factors on customers.

• Support new product launches, evaluate market potential.

• Success in this role is measured by economic profitability, sales quota, contract renewal rate, win rate of new customers, and customer satisfaction score (NPS).

• Assist in the training and onboarding of new members of the commercial organization.

• Lead the sales forecasting and ensure accurate reporting of sales and instrument placements in the region.

• Act as a lead for subject and sales expertise in the region, lending support to more junior members in complex sales cycles and assisting the sales manager in his or her duties.

• Deputizing for the sales manager during absence.

EDUCATION AND COMPETENCIES REQUIRED

• College or university degree, ideally in one of the following fields: Hematology, Biochemistry.

• Minimum of 3-5 years track record in the diagnostic industry with an emphasis on Hematology Sales.

• Proven track record in a similar position supported by management and customer references.

• Good hematology product and industry knowledge Strong commercial experience, commercially driven.

• Strong solution selling and relationship building skills.

• Excellent communication skills.