To provide the APAC Area and Country Technical Solution Design (TSD) team with the leadership, direction, and resources to ensure Opportunity plans for Key Accounts (Landmark;25x25) are developed and achieved, and to liaise with APAC Country management to build TSD capability, align required resources and activity to Key Opportunity Plans.
To support achievement of expected Acquisition and Renewal expected KPIs through closing targeted opportunities.
Profitably grow the ADD business within by building and positioning the total ADD solution.
Core Job Responsibilities
Support the achievement of Acquisition (& Renewal) sales and profitability targets and achieve targeted opportunity close KPIs.
Participate in forecasting and reporting the status of key opportunities as part of normal management processes.
Attend Area and Country level Acquisition Opportunity meetings and support strategy and tactic development and their execution.
Coordinated by the AED and Country level management participate in strategic sales planning and the execution of agreed activities in targeted opportunities.
Be the champion of utilising and building Area level TSD capability in Abbott tools for uncovering customer insights and needs, building impactful solutions and measuring their proposed impact.
Working closely with the AED, Area and Country Acquisition team and other relevant commercial team members, drive the development of proposed solution and assist with the solution sales strategy for targeted opportunities. Manage and drive the TSD team (Area and Country) to do same.
Build technical solution and design expertise for Abbott Automation, Alinity (analysers) and AlinIQ (informatics) across the APAC TSD teams.
Lead the Area TSD team to support the achievement of key Opportunity targets. Through country level management align country TSD to best practice processes and build capability.
Build the Area wide TSD capability (including at Country level) aligned to the required needs to position the value of Abbotts solution and to deposition competitors
Contribute with in depth laboratory, analytical and automation systems, workflow and IT knowledge. Build this capability at Area and Country level.
Provide observation and coaching of the TSD team and manage ongoing skill and knowledge development.
Working with marketing; gather and communicate competitor information (TSD focus responsibilities) from region / country and disseminate for use in opportunity strategies. Be the competitive experts in their fields.
Provide country support for escalation of technical solution design questions and provided escalated support for responses for Tender replies
TSD Team for APAC (Workflow/IACC and Informatics). Direct : Currently 3 Headcount). Indirect Area TSD personnel.
APAC TSD Coordination and development
Position Accountability / Scope
Diploma or degree or equivalent in a clinical diagnostics, healthcare, operational engineering / design discipline.
Successful completion of Strategic Selling and Negotiation Courses
Fluent (Business Level) in English
Minimum Experience/Training Required
>8 years' experience in a Laboratory and/or a successful commercial experience
Preferred experience in the IACC/Hematology/Automation disciplines.
Leadership & Team management
Minimum Skills Required
Workflow and laboratory design
Strong computer literacy
Marketing and Selling skills
Quality, Safety & Environmental Responsibilities
Attend regular departmental meetings with manager/supervisor to build in continuous feedback mechanisms.
Meet the requirements of ISO and Class A by complying with all relevant Quality policies and procedures to ensure the Quality objectives of the business are met.
Comply with all relevant company Occupational Health, Safety and Environmental policies, procedures and work practices with the intent of preventing or minimizing accidental exposures to self, colleagues and/or the environment.
Note: This job description describes the principal and main elements of the job. It is a guide to the nature and main duties of the job as they currently exist, but is not intended as a wholly comprehensive or permanent schedule and is not part of the contract of employment.
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.