JOB DESCRIPTION:

Key Outcomes for the role

• Increased win rate and deal quality across strategically important CDx opportunities.
• Strong executivelevel relationships built on technical credibility and value creation.
• Scalable repeatable EndtoEnd laboratory solutions aligned to Abbotts growth strategy.
• Enhanced customer satisfaction and longterm partnership retention.

Foundational Responsibilities

Support the win the operational vote objective by aligning Abbotts portfolio to customer institutional goals.

Lead the technical execution strategy for the most complex and strategically relevant opportunities including Landmark Large and Medium (LLM) accounts.

Act as a subject matter expert in EndtoEnd IVD solutions influencing executivelevel decisionmaking through credible insightdriven discussions with Csuite and senior laboratory leadership.

Translate customer clinical operational and strategic priorities into scalable differentiated Abbott CDx solution strategies.

Lead the design of innovative diagnostic service solutions that enhance clinical outcomes laboratory efficiency and operational performance.

Partner with opportunity owners and commercial leaders to identify qualify and shape complex business opportunities within new and existing customer accounts.

Develop and deliver highimpact Technical Solutions Design (TSD) outputs using current industry insights technical expertise along with standardized process and design tools. (Technical)

Support profitable growth of the CDx business through total solution positioning upgrades expansions and longterm customer partnerships.

• Know the Abbott portfolio: SME in Laboratory automation & immunochemistry systems
  Including proficiencies in assay technology & laboratory informatics (Supported)
• Know the competitive landscape and products

Core Job Responsibilities

Foundational Core Job Responsibilities

• Lead in Lab commercial activity to support the achievement of Acquisition and Renewal revenue objectives profitability targets and defined opportunity close KPIs across focus accounts.
• Support Amplify and Protect activity in high value CDx business (Incremental growth during contracted periods)
• Develop a deep understanding of the customers diagnosis cycle connecting customer insights with solution opportunities.
• Build comprehensive account intelligence through a structured consultative and investigative approach that reveals stakeholder priorities goals decision dynamics unmet needs and competitive context.
• Execute customerfacing commercial engagements with high technical credibility positioning Abbotts EndtoEnd solutions (instruments automation assays and informatics) to clearly differentiate Abbott from competitive offerings
• Collaborate with Informatics Specialists (TSD/DHS) to ensure expert and seamless End-to-End technical/commercial activity.
• Develop and maintain working knowledge of One Abbott product portfolios including Hematology Molecular Point of Care Rapid Diagnostics and AlinIQ enablers and articulate their integration into holistic EndtoEnd solution designs.
• Gather and communicate competitor knowledge with the wider Abbott ACQ CE and Marketing teams to drive improved positioning of Abbott solutions & comprehensive competitor de-positioning.
• Perform comprehensive needs assessments and laboratory process optimization consulting applying Lean Management and Six Sigma methodologies supported by laboratory workflow and data analysis
• Take a central role in quantifying solution impact translating operational improvements from Total Cost of Ownership (TCO) to Total Value of Ownership (TVO) to support valuebased decisionmaking.
• Plan develop coordinate and deliver customerfacing solution design presentations including participation in reference site visits and executivelevel engagements as required.
• Utilize Abbott commercial cadence tools (MyDash CRM Advanced 8) to document and manage account strategies stakeholder mapping competitive positioning activities and identified risks. (E.g. Laboratory Strategy Stakeholders Competitor Positioning Activity and Red flags)

The Generalist role performs both specializations below

Specialized Core job responsibilities (Additional to Foundational Core Job Responsibilities)

TSD Solution Consultant Focus

Own inlab commercial leadership and solution design for priority Share Capture and Renewal opportunities leveraging consultative selling expertise to translate customer goals pain points and improvement opportunities into differentiated laboratory strategies. Serve as the competitive differentiation Subject Matter Expert maintaining deep commercial and technical understanding of competitor portfolios including Roche Siemens Beckman Coulter OCD and emerging vendors such as Mindray and SNIBE. Serve as an operational focused End-to-End solution consultant. Be a highly technical Automation and sample flow (Workflow) Subject Matter Expert while also integrating other Abbott E2E enablers Have proficiencies in the utilization of TSD tools and processes to design integrated Abbott solutions including Automation design (AAS Simulator Visio design Capacity tools 3D Lab builder and data analysis)

TSD Design & Optimization Focus

Led by the account owner participate in assigned value creation opportunities (Aligned to Country strategic priorities) Including supporting GLP Automation upgrade discussions (processes) and operational review meetings. GLP SME: Coordinate with Country / Regional / Area resources to design and deliver Automation solutions which comply with GSTO processes & AAS guidelines while remaining true to customer stated requirements (Including 3D design Automation Workflow electrical and the SOW process) Pre & Post implementation optimization: Utilize design analytical and visual tools to model improvement scenarios generate simulations and designs (Including Automation Workflow) to best support the customer experience (contributing to NPS improvements). Collaborate with service and installation teams to ensure streamlined transitions and timely TOR.

Additional Responsibilities (Localized responsibilities outside of the traditional TSD role)
(May Include activities which differentiate the TSD as a Senior TSD) Example: 100% of both TSD Solution Consultant and TSD Design & Optimization responsibilities to SME (Subject Matter Expert) level Example: Lead & manage DHS initiatives in (LLM) Large Medium & Landmark opportunities Example: Responsible for project management of closed opportunities containing GLP solutions to improve Speed to Revenue

Position Accountability / Scope

Country

Minimum Education (To Discuss)

• Diploma degree or equivalent in a clinical diagnostic healthcare operational engineering / design discipline.
• Successful completion of Strategic Selling and Negotiation Courses
• Basic à Business level English (Country dependent)
• Lean / Sigma qualifications are highly desirable.

Minimum Experience/Training Required (To Discuss)

• 5years experience in a Laboratory and/or a successful commercial experience of at least 3years success based on goal achievement.
• 3 years commercial sales experience preferred in the IACC/Hematology/Automation discipline.
• Demonstrated experience in executing and reporting workflow projects (or equivalent)

Minimum Skills Required (To Discuss)

• Powerful customer communication with confident presentation skills.
• Workflow consultation experience and or LEAN SIGMA
• Workflow and laboratory design
• Strong computer literacy (PPT Excel & PIVOT table use)
• Working understanding of Power BI

Quality Safety & Environmental Responsibilities

• Attend regular departmental meetings with manager/supervisor to build in continuous feedback mechanisms.
• Meet the requirements of ISO and Class A by complying with all relevant Quality policies and procedures to ensure the Quality objectives of the business are met.
• Comply with all relevant company Occupational Health Safety and Environmental policies procedures and work practices with the intent of preventing or minimizing accidental exposures to self colleagues and/or the environment.

Required Competencies for this role

Core

Leadership

Functional

Set Vision & Strategy

Set Vision & Strategy

Communication

Anticipate

Build Org Inspire People

Customer Focus

Innovate

Know the Business

Decision Making

Build

Drive for Results

Persuasiveness/Sales Ability

Deliver Results

Make Difficult Decisions

Gaining Commitment

Encourage Open Exchange of Ideas & Knowledge

Negotiation

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: