AddressCore Job Responsibilities:
1. Responsible for positioning End-to-End solutions & Value Proposition to large, complex enterprise-named / Landmark/assigned accounts focused on new business and retention of current customers, so as to generate profitable and sustainable growth that satisfies customers' expectations.
2. Achieves revenue, margin, contract closes and other targets and performance measures. Where required, provides internal reports, reviews, and forecasts.
3. Establishes and builds key stakeholder relationships inside and outside the laboratory and leverages them in driving new profitable sales in the 'core lab' and helping to protect current business.
4. Utilizes consultative techniques and tools to elevate customer engagement and build valuable customer and company insight. Develop value quantified solutions to solve identified customer challenges and leverage discovered opportunities.
5. Leads an internal cross-functional 'selling team' (sales executives, ambassadors, specialists including TSD, HPS and ISS) and others to execute a strategic account plan for each enterprise customer; coordinates ADD activities across entire customer network to maximize profitable growth.
6. Provides leadership (non-reports) of the company Diagnostics team and coordinates activities when required. Negotiates for resources, plans and executes activities for the long term and sustainable growth of company Diagnostics, aligned with its corporate strategy.
7. Responsible (and through local country collaboration) for overall account management; including uncovering a large complex organization's strategic long-term plan and translating into a winning solution for Core Dx; oversees detailed account planning and sales forecasting (monthly and annual); negotiates contracts and all pricing resulting in long-term commitments. Utilizes and models company best practice selling, strategic planning and management tools. Collaborates with other company business groups where appropriate to drive customer value propositions.
8. Builds a strategic plan (aligned with local countries) to grow, amplify and protect Enterprise/Landmark & assigned Accounts, through clear share capture & value expansion activities. Working with customer experience teams, ensures customer satisfaction through a well developed and executed loyalty plan and activities.
Minimum Education
- A degree in Science, Laboratory Medicine and/or business studies
- A post-graduate MBA or equivalent will be highly regarded.
Minimum Experience/Training Required
- 12-18 years of successful sales experience in complex, multilevel, multisite selling environments with C-Suite connect, preferably in Core Labs.
- Institutional business experience and Pathology/Diagnostics/Healthcare market highly regarded
