Value Expansion Specialist - Clinical Sales, South East

Abbott Laboratories Louisville , KY 40202

Posted 1 week ago

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 107,000 colleagues serve people in more than 160 countries

Position Overview

The Diagnostics Value Expansion Sales Specialist will drive value expansion goals and economic profitability by conducting thorough analyses, customer business reviews, and identifying improvement opportunities within customer segments. The Diagnostics Value Expansion Sales Specialist drives to support the District Sales Manager and extended team to improve economic profitability and increase revenue.

Position Location

  • This is a remote-based position covering the Southeast Region (AL, AR, KY, LA, MS, TN) .

  • Qualified candidates must currently reside in the sales region; ideally in or near one of the following cities: New Orleans, Birmingham, or Nashville.

  • Relocation assistance is not authorized for this position.

Position Responsibilities

  • Analyze, develop and achieve value expansion goals through creation of account-specific plans.

  • Review contract compliance (volume, pricing, utilization, efficiency).

  • Maintain the base business and Execute contract renewals with 100% retention rate

  • Review and assure Abbott adherence to customer KPIs and identify improvement opportunities.

  • Prepare and participate and execute customer business reviews.

  • Support Sales Executives in commercial sales and value expansion.

  • Provide strategic pricing support.

  • Analyze and optimize instrument utilization.

  • Manage life-cycle of instruments and assays.

  • Cost Per Reportable management.

  • Collaborate with Sales Executives, VES counterparts, and management to ensure successful achievement of goals.

Key Position Deliverable

  • The Diagnostics Value Expansion Specialist interacts with many levels within the Customer (Lab Managers, Clinicians, Procurement and Finance, and C-Suite).

  • Key internal stakeholder interactions include: District Manager, Marketing, Sales Specialist teams, Hematology, Informatics, Lab Solution Design, Finance, Contracts & Pricing, and Executive leadership

  • Key performance metrics: District sales, YOY Growth, 100% renewal retention rate; Margin Targets, Assay/Menu expansion at key customers, Positive Economic Profitability momentum; Growth rate achievement; Customer contract compliance, and Customer Net Promoter Score growth.

  • Will cover the Southeast Region (AL, AR, KY, LA, MS, TN)

  • Must live in: New Orleans, Birmingham, or Nashville.

Minimum Position Requirements

  • Bachelor's degree or equivalent experience.

  • 5+ years of sales experience in the diagnostics, point of care, medical device, capital equipment, or laboratory industry.

  • Must be willing to travel up to 75% in the assigned territory and other locations within the US to support strategic business needs.

Preferred Position Requirements

  • Strong value selling skills

  • Finance knowledge

  • Analytical skills

  • Strong communication and negotiation skills

  • Account management/targeting skills

  • Innovative, strong collaborator and business savvy

  • Teamwork/team-building skills

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Value Expansion Specialist - Clinical Sales, South East

Abbott Laboratories