Digital Health Solutions Sales Executive - DMV/Philadelphia/NJ

The Opportunity

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. Our diagnostic solutions are used in hospitals, laboratories, and clinics around the globe. The crucial information derived from our tests, instruments, and informatics systems is often the first step in patient care decision-making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.

The Digital Health Solutions Sales Executive (DHSE) is accountable for business and revenue growth within the designated region/country ndependent hunting, prospecting, territory buildout, digital-first consulting, and pipeline creation. DHSE achieves this by providing end-to-end Digital Health Solutions with intelligent insights to enable health care providers, from laboratories to public hospitals to private integrated delivery systems, to achieve revenue targets by improving operational performance and clinical outcomes of existing and new customers.

Territory

• This position works remotely for our Core Diagnostics Division.

• Territory consists of DMV(Washington D.C./Maryland/Viginia), Philadelphia, and New Jersey.

• Qualified candidates must currently live in the territory, preferably near a major airport.

• Must be able to travel 75% of time, possible more

• Must have a Valid Driver’s License.

Major Accountabilities

• Acquire new business within assigned district(s), where there is no existing Diagnostics and / or AlinIQ footprint.

• Cold outreach, market mapping, and territory penetration, Self-sourced pipeline creation

• Set and achieve or exceed quarterly, annual sales quotas and manage sales budgets.

• Focus on C-Suite value driver discussions including population/community health, merger and acquisitions, remote patient monitoring, risk stratification of business and patients.

• Identify new opportunities for growth by focusing on end-to-end health care improvements as primary value driver for in and outside the lab to pull through digital health solution sales and reagent sales.

• Be knowledgeable about industry trends, changing market regulations and healthcare policy within defined customer segment. Understand the impact on customers and their key care-abouts.

• 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.

• Review account activity, anticipate customer needs and improve customer satisfaction.

• 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.

• Work collaboratively with sales and DHS counterparts to achieve performance targets and exceed customer expectations.

• Navigate within a highly matrixed environment using strong communication and interpersonal skills to coordinate appropriate Abbott resources and support necessary.

• Ensures that all activities are performed in compliance with quality system requirements.

Required Qualifications

• Bachelor’s Degree or Associate’s degree with 4 years of sales experience; a focus in healthcare/medical, life sciences, IT or medical technology is preferred

• 4+ years in sales roles

Preferred Qualifications

• Experience leading & executing simple to complex (multi stakeholder/multiyear) contract negotiations.

• Proven success in roles

• Experience opening net-new territories

• Strong cold outreach and prospecting discipline

• SaaS / Digital Health acquisition experience

• Demonstrated ability to align and integrate diverse business teams and functions to ensure they work together to deliver results.

• Previous Exposure with IT technology within Health care Environment. Able to articulate customer value propositions at all levels of institutions (e.g., C-Suite) for digital value (e.g., Labor savings, e.g. clinical improvement) leading to successful business closes.

• Communication skills and teamwork skills in working with internal / external stakeholders are essential for the role.

• Proven ability to influence an effective consultative sales approach to uncover customer pain points and provide value-added solutions in a complex pathology and IT environment

• Highly motivated, result driven individual, with strong problem-solving skills and track record of driving measurable outcomes.

• Strong ability to pivot and adapt to changing business needs in a fast-pacing high growth environment

• Preferred sales experience and knowledge of the Diagnostic environment involving multiple levels of decision makers and the understanding of a complex selling cycle.

• Sales or consulting experience with software or digital solution selling preferred.

• Experience in total solution design (TSD) preferred.