Haematology Product Specialist

Territory: National

Products: Haematology

Main Purpose:

Responsible for the generation of new business in non-Abbott accounts (prospecting to close) and retention of current Abbott Accounts. Responsible for managing and driving account sales cycles. Based upon experience and performance a Haematology Product Specialist may progress to a Senior Product Specialist and then to an Executive Product Specialist.

Main Responsibilities:
• Development of UK Haematology Strategy, establish all opportunities and prioritise which opportunities Abbott should respond to.
• Works as Haematology Lead in all UK Haematology opportunities and develops accounts specific strategies for all Haematology opportunities and existing Abbott Haematology Accounts, (collects appropriate data and provides regular updates, uses AFORCE). Works alongside and in cohesion with other members of the sales team where a Haematology opportunity is part of a wider opportunity for Blood sciences . Responsible for demonstrating Consultative Selling Skill behaviours and creating differential between the Abbott Haematology offering vs. competitor Haematology in offerings.
• Responsible for being the haematology laboratory expert to include competitive dynamics, third party offerings, and trends in haematology automation. Conducts Sales Force or internal staff training as requested / needed for Haematology, (products and science).
• Follows Strategic Account Management process to drive sales in target accounts (participates in all key account reviews applicable to haematology including tender debriefs)
• For single Haematology Tenders is responsible for leading the tender response process. This includes working with the contracts department to manage and compile tender responses as well as working with other sales team members and finance to build account specific P&L assumptions inclusive of pricing, capital components, and other cost elements. For Bioscience tenders work alongside the appropriate LSS for delivery of Haematology response and finances.
• Develops and builds strategic relationships with key customers and opinion leaders. Effectively leverages / translates those relationships into competitive advantage for ADD UK.

General Responsibility:

To comply with the company’s policies and procedures to meet statutory, quality and business requirements within the overall strategy and objectives of Abbott Laboratories Ltd.

Accountability:

• Achieve sales targets.
• Develop UK Haematology Strategy in line with LRP
• Maintain excellent customer/business relationships.
• Manage and drive key account sales cycles
• Provide specialized haematology sales support i.e. product demonstrations, presentations, training.
• Assist with the preparation of technical and financial responses for tender submissions

Job Package

Competitive package

Person Profile

Good understanding of Laboratory Medicine Processes, with particular reference to Haematology
Excellent communication skills
Presentation skills
Computer literate
Good technical understanding of haematology platforms and flow cytometry
Good planning & organizational skills
Self-discipline and self-motivation
Tenacious and resilient
Ability to interpret data.

Ideally scientific degree or equivalent experience as a Laboratory Scientist.

Interview Process

2 stage process

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