Abbott Informatics Technical Solutions Specialist (Alinity), Abbott Diagnostics (Western Canada) in Vancouver, British Columbia
At Abbott, we're committed to helping you live your best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 94,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.
Status: Full Time/Permanent
This position will be hired at a grade 16 or 17 depending on the skills, education and experience of the candidate.
The Informatics Technical Specialist AMS (ITSS) will sell consulting service and IT engagements that enable health care providers (from public hospitals to private integrated delivery systems) to drive cost efficiencies, operational productivity, and improve the quality of patient care delivery. He or she will work closely with a larger sales team consisting of enterprise account sales, dedicated sales ambassadors, and technical specialists. The ITSS will be responsible for leading Informatics selling efforts in targeted accounts within their respective territory assignment.
In addition to commercialization of Informatics products within the Core, Transfusion and Hematology lab pipeline the ITSS will define, drive and manage a pipeline of standalone informatics sales opportunities.
The ITSS will be responsible for all pricing and commercialization of informatics products in such a way that quotations are prepared, deal modeling prepared and informatics revenue streams determined and agreed with each country. The goal of this is to have clearly recognizable Informatics sales and margin with clear revenue streams for all proposals that include informatics products. The ITSS will be expected to build pricing in such a way that the EPIC (P&L model) clearly accounts for cost and revenue of informatics.
Through the comprehension of the needs and expectations of the customer, the ITSS will develop, manage and execute a compelling strategy that aligns with the business and sales objectives and drives profitable growth. The ITSS will lead the sales organization in complex Informatics consultative selling engagements where Informatics work flow analysis and future Informatics work flow redesign may be required. The ITSS will work with all levels of the sales organization to build and execute strategies for positioning optimum Informatics solutions. The ITSS will be accountable for meeting sales goals and expense budgets including specific sales targets for informatics.
The ITSS will actively participate in the development and execution of the following commercial activities:
Territory and Account Planning
Strategic Account Management (SAM) Process
Solution Assessment, Design & Positioning
In summary, the ITSS is ultimately accountable for winning acquisition decisions in target accounts by winning the Informatics Vote for Abbott. Key activities include but are not limited to:
Quantify the financial impact of customer ecosystem issues and opportunities
Establish decision criteria with customers
Co-develop solutions with customers
Manage all solution communications inclusive of presentations, sales calls, RFP responses, etc. using the Them-Us-Difference-Fit-Difference-Proof framework
Follow-up and gain customer commitment
The ITSS will develop engaging discussions with the customer in order to gain insights and become a trusted consulting partner. The ITSS is required to actively participate in each of the activity components of the SAM Process.
Comprehend customer needs / requirements to best position Abbott’s Informatics solutions either as standalone products or key differentiated elements of a total Abbott solution.
Manage and execute all aspects of the sales cycle and effectively communicate the technical / process advantages of our informatics systems and solutions throughout opportunity pipeline stages.
Actively present Informatics solution value propositions to customers through presentations, on-site and off-site system demonstrations / evaluations.
Support and participate on contract negotiations for large/complex national and regional opportunities.
Execute Solution Design: The ITSS will be responsible for:
Assessing customer needs at each level of the healthcare ecosystem via workflow, 3rd party industrial engineering or other assessment modalities
Presenting and gaining agreement on key customer’s issues and impacts (inclusive of quantifying the cost of these issues)
Co-developing solutions with customers that meet / exceed customer needs and differentiate ADD from competitors
Required Education and Experience:
Minimum 3 years’ sales experience. Laboratory or Informatics sales and technical experience is required.
In-depth knowledge of hospital laboratory/Informatics operations; financial and operational.
Must be able to understand the organization’s strategy and translate strategic goals and objectives into day-to-day activities
Experience working in IA/CC and Hematology equipment market is desirable, transferrable Informatics knowledge is an acceptable alternative.
Negotiation skills and / or extensive customer facing experience recommended.
Must be a clear and concise communicator with written and verbal communications
Must be able to work with little immediate supervision; set and communicate goals and priorities; monitor progress against milestones
Must be able to build, maintain and develop professional relationships within and outside of the immediate work environment; build partnerships.
English fluency is required.
Willingness and ability to travel over 50% of the time.
Must be sensitive to multicultural environments.
Four (4) year university degree is required. A degree in Commerce, Science or Medical Technology is preferred.
Abbott Canada is committed to the hiring, advancement and fair treatment of individuals without discrimination based on factors such as race, sex, colour, ethnic or national origin, religion, disability, age, citizenship, family or marital status, political beliefs, sexual preference or other factors included in human rights legislation.
Our diversity goals for recruitment, hiring, and retention are embedded in our corporate goals, and our diversity initiatives are supported by the highest level of the organization.
We strongly believe that a diverse workforce fosters more creative and innovative thinking throughout the organization. Creating an inclusive environment, where everyone is respected and valued, enables us to leverage our diversity as a business driver and strengthens our position as a global leader.
Abbott strives to promote and maintain an inclusive, high-performing culture that allows all employees to reach their full potential and contribute to Abbott’s success.
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 email@example.com