Distributor Value Expansion Representative (Diagnostics)

Job description

JOB DESCRIPTION:

Distributor Value Expansion Representative

About Abbott

Abbott is a global leader in in vitro diagnostics and offers a broad range of innovative instrument systems and tests for hospitals, reference labs, blood banks and clinics. Our products offer automation, convenience, cost-effectiveness and flexibility. Abbott has helped transform the practice of medical diagnosis from an art to a science, helping to create the diagnostics industry through the company's commitment to improving patient care and lowering overall costs.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

·  Career development with an international company where you can grow the career you dream of .
·  A company recognized as a great place to work in dozens of countries around the world 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 a best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

This position works out of our Latvia or Lithuania location.

The Distributor Value Expansion Representative is responsible for achieving the Sales and Economic Profit (EP) targets for the assigned districts/territories and drives distributor business to help distributor grow their business through protection base business renewals and value expansion initiatives.

What You’ll Do

·  Achieve sales and EP target for assigned district/s

·  Manage distributor and strategically drive distributor business to help distributor grow their business through value expansion initiatives and specialized support
·  Supports development of distributors  and distributor  accounts according to strategic account plan (value expansion, economic profitability)
·  Analyze and achieve value expansion goals through account-specific plans for district, if in line with distributor model
·  Analyzes  needs of distributors and bring in/coordinate support  from Abbott  for defined areas of demand: LSD team, project managements, marketing, training, service
·  Supports Distributors with New Product Introductions – NPI, market/opportunity assessment and launch in collaboration with Marketing.
·  Set and monitor distributor KPI’s depending on classified distributor model and associated responsibilities and identify improvement opportunities  for the distributor model
·  Review contract compliance of distributors and end customers to ensure contract lifecycle and compliance (volume, pricing, utilization, efficiency, Free of Charge)
·  Act as trusted partner to distributors and their end customers (as applicable)
·  Identify customer / distributor training requirements, be accountable for driving  improvement  of distributor  skills and competencies 
·  Analyze  and help distributors to optimize operational processes such as  order, delivery, and billing processes
·  Drive standardization of processes, such as: spare parts management, inventory management, new assay applications
·  Prepare and participate in Distributor / Customer Business Reviews
·  Provide strategic pricing support
·  Analyze and optimize instrument utilization
·  Support management of lifecycle of instruments and assays

Required Qualifications

·  Bachelor’s degree or equivalent experience required. Bachelors / Engineering degree in medical / electrical / mechanical or medical technology is preferred.
·  Significant sales and/or service experience (min 3 years)
·  knowledge of hematology instruments (at least one year) is a strong advantage
·  Strong value selling skills
·  Financial knowledge                                               
·  Analytical skills
·  Strong communication and negotiation skills
·  Significant sales and/or service/support experience (min 3 years)
·  Account management/targeting skills
·  Entrepreneurial and self-guided
·  Teamwork/teambuilding skill
·  Experience with distributors
·  Multilingual (desirable)
·  Candidates must be fluent in local language and English, additional language – Russian is preferable
·  The position requires the willingness to travel on a frequent basis, i.e. on average three days per week.

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at www.abbott.com , on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.

     

The base pay for this position is
N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Force

     

DIVISION:

HIAC Core Lab

        

LOCATION:

Latvia > Riga : Esplanade

     

ADDITIONAL LOCATIONS:

Lithuania > Vilnius > S4452 : Seimyniskiu str. 3

     

WORK SHIFT:

Standard

     

TRAVEL:

Yes, 75 % of the Time

     

MEDICAL SURVEILLANCE:

Not Applicable

     

SIGNIFICANT WORK ACTIVITIES:

Not Applicable