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Role Description

Our Point of Care diagnostic portfolio spans key health and therapeutic areas, including infectious disease, cardiometabolic, informatics, and toxicology. We are seeking a Business Development Representative, Informatics based in Texas. This role focuses on point-of-care software sales and requires a proven ability to drive significant growth by closing new business and expanding existing accounts.

The position is responsible for full-cycle sales of the RALS product across all segments, including hospitals, POLs, clinics, urgent care centers, and retail pharmacies for Rapid Diagnostics Informatics (RMDx). The ideal candidate will work with multiple stakeholders, including C-suite executives, to accelerate complex decisions into quick wins. This is a self-starter role that involves developing new customer relationships, implementing best practices, uncovering insights to drive business performance, and consistently delivering results that exceed expectations.

Responsibilities

• Builds and understands their assigned territory’s total available market, prospects high potential accounts, identifies pipeline opportunities, moves opportunities through the funnel to win new business.
• Responsible for driving profitable revenue and closing opportunities within territory by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott, ensures all commitments are met.
• Investigates and understands assigned strategic accounts and their business environment including goals, objectives, strategies and competitive situation.
• Identifies industry trends and changing market regulations and understands impact on strategic accounts.
• Maintains a detailed understanding of customer decision makers and influencers, builds and preserves customer relationships to leverage in driving new sales and expanding existing business in the hospital space into decentralized locations in collaboration with the Centralized Informatics Account Manager.
• Proactively identifies opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott value proposition resulting in positive action.
• Acts as an internal advocate for the customer, cultivates Abbott internal relationships and leverages to drive business objectives.
• Demonstrates commitment to the development, implementation and effectiveness of ARDx Informatics’ Quality Management System per ISO, FDA and other regulatory agencies.
• Identifies and facilitates cross-sell and up-sell opportunities.
• Maintain a superior level of knowledge of the applications related to Company products and of the business needs of multi-hospital organizations to assure effective representation in the marketplace.

Additional Competencies

• Product Expertise - Will spend the time and energy to learn and become proficient on the huge ARDx (Abbott Rapid Diagnostics) Informatics portfolio of diagnostic products.
• Customer Focus – Is dedicated to meeting expectations and requirements of internal and external customers; gets first hand customer information and uses it for improvement in products and services; establishes and maintains effective relationships with customers and gains their trust and respect.
• Business Acumen – Focus on the things that are important; knowledgeable in current and possible future policies, practices, trends, technology and information affecting his/her business and organization; knows the competition.
• Full Stack Sales Management – Lead sales cycles from prospect through close.
• Negotiating – Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can both be direct and forceful as well as diplomatic; has a good sense of timing.
• Courage – Willing and proactive about engaging senior officers and clinicians at IDN’s in all departments to learn, network, and close large acute and non-acute contracts for ARDx Informatics.

Qualifications

• Bachelor’s Degree required, preferable in Business, Life Sciences, Engineering or related technical discipline.
• Minimum 5 years of experience, preferable with demonstrated success in informatics, data analytics, lean process improvement in the Diagnostics industry preferred.
• The ideal candidate would be based in Texas or surrounding states. This is a remote based position that will have up to 25% travel.
• Sales experience with proven ability to lead a sales cycle and design a winning solution.
• Proven success as an expert in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer.
• Background as a Medical Technologist, Medical Laboratory Scientist, Laboratory Supervisor is a plus.
• Strong business planning process and attention to detail, strong Microsoft Office and CRM skills.
• Proven sales support experience in large IDNs.
• Managing client expectations, multi-disciplinary team, and meeting scope/schedule/budget.
• Ability to develop and champion new ideas and approaches.

Benefits

• Career development with an international company where you can grow the career you dream of.
• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• An excellent retirement savings plan with a high employer contribution.
• Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.
• A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.