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 109,000 colleagues serve people in more than 160 countries.
The position of Inside Sales Rep is within our Cardiometabolic business unit located at Abbott Rapid Diagnostics in Orlando, Florida.
The Inside Sales Rep (ISR) is responsible for achieving and/or exceeding defined sales goals and business objectives within an assigned geographic Region, Team, and/or campaign. The ISR communicates and collaborates daily with all members of the assigned team, including Account Executives, Technical Consultants, Enterprise Account Managers, and Regional/National Director. The ISR also routinely works with other members of the commercial organization, such as Customer and Technical Service, Finance, Legal, Marketing, etc. The ISR's duties may also involve working with third-parties, such as the company's distribution partners or GPO representatives. Additionally, the ISR contributes to the effectiveness of the inside sales team, by developing and sharing best-practices, market intelligence, and other information to support the company's business objectives.
This job description will be reviewed periodically and is subject to change by management.
In collaboration with team members, develop and execute on a sales plan that includes the achievement of assigned sales goals
Outbound calling to current and prospective customers to build sales funnel and close new business-minimum of 20-25 calls per day on average, with 8 meaningful conversations
Develop and maintain trust-based relationships with assigned accounts
Regular contact with top customers to ensure satisfaction and address issues
Utilizing sales skills and training to uncover/develop customer needs and position targeted solutions to meet those needs. Navigating within a complex sales environment with a variety of decision-makers, including hospital administrators, department heads, technical staff, lab managers, point of care coordinators, pathologists, supply chain managers, and other healthcare professionals.
Adeptness at navigating both the hospital environment as well as physician offices, urgent care centers and the large health systems that are comprised of all these facilities and more.
Knowledge and skills to sell effectively across the entire healthcare market. Must be able to navigate decision making, identify and present relevant needs-based solutions, and generate accurate pricing proposals for a wide variety of different customer scenarios.
Ability to close business in a direct sales environment as well as through third-party distributors.
Extensive product knowledge of CM point of care solutions. Must be able to sell effectively to varied audiences a variety of very different products that have entirely different applications for different disease states across many areas of the healthcare system.
Must be able to navigate customer conversations that can lead in a multitude of different directions to identify the right solution for the customer.
Perform virtual/online product demonstrations, training, and other educational events
Account research using available tools (Salesforce.com, Power BI, Definitive, Hospital Compare, etc.)
Schedule on-site meeting and product demonstrations for members of the field sales team as necessary
Ad hoc assistance to team members, including proposal/quote generation, delivery of promotional materials, customer/distributor follow-up, etc.
Effectively follow-through and follow-up with customer requests to ensure exceptional service with a high level of urgency and responsiveness to customer requests
Accurately maintain customer and activity database using Salesforce.com
Collaborate with SSC and other Inside Sales teams to share best-practices and drive continuous improvement
Perform other duties and projects, as assigned
Comply with all company policies and procedures
Responsible for exhibiting professional behavior with both internal/external business associates that reflects positively on the company and is consistent with the company's policies and practices; build productive internal/external working relationships
Other duties as assigned, according to the changing needs of the business
MINIMUM EDUCATION / EXPERIENCE
Bachelor's Degree required
Two years of successful inside/outside sales experience in healthcare or related field preferred
Excellent oral and written communication skills, including strong questioning & listening skills and the ability to create value for others through the presentation of new processes and concepts.
Exceptional attention to detail in administrative functions.
Demonstrated ability to operate independently without frequent supervision or guidance.
Strong computer skills required including Word, Excel, PowerPoint, and Customer Relationship Management (CRM) tool such as SFDC environment.
Learning new technical information quickly and thoroughly in a rapidly changing environment.
Strong business acumen and demonstrated understanding of business management fundamentals, including pricing, profitability, contract management, ROI, etc.
Understanding of key healthcare drivers and priorities, including how changes in care can impact clinical, operational, and financial outcomes for hospitals and other HCPs.
Flexibility, Creativity & Learning Real-time - Learns quickly when facing new problems. Able to solve problems effectively and independently. A relentless and versatile learner; Open to change. Able to re-prioritize in real-time while maintaining focus on individual, team, and business goals. Acts with creativity, confidence, energy, and a positive attitude. Sees opportunities within challenges.
Resilience & Drive for Results - Displays a strong work ethic, persistence, stress tolerance, persuasiveness and the ability to take risks. Steadfastly pushes self and others for results. Can be counted on to exceed goals successfully. Bottom line oriented.
Analytical & Informing - Strong ability to identify, analyze, develop, and execute a business plan and provide recommendations. Analyzes both successes and failures for clues to improvement; Experiments and will try to find solutions. Provides timely and correct information to others in order to achieve desired results.
Interpersonal Savvy & Customer Focus - Relates well to all kinds of people - up, down, and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships. Acts with customers in mind. Quickly establishes and maintains effective relationships with customers and gains their trust and confidence. Asks impactful questions and listens actively.
Internal Number: ABLAUS31005037ENUSEXTERNAL
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 109,000 colleagues serve people in more than 160 countries.