Technical Solution Design Specialist

2 weeks ago

Hanoi, Hanoi, Vietnam Abbott Laboratories Full time

Primary Objective:

Major Accountabilities:

  • Work with the country commercial teams to enrich the total solutions offering for the Own It accounts acquisition play in Align/Propose/Negotiate phase
  • Responsible for top 1 account on play for each country
  • Providing the 2nd opinion as a check and balance on the design and if it is addressing the needs of the customers and their KPIs
  • Present the solution and articulating why this is the most appropriate solution to solve the customer's issues and achieve their KPI to the customer be the resourceful advocate
  • Provide the communication between country and global on the gaps (if any) and needs of the area
  • Ability to handle objection handling of last minute customers request that is outside the SOW agreement and how to value add/value expansion when appropriate.
  • Interface with the project implementation to ensure smooth installation and customer satisfaction by meeting all the deliverables as listed in the SOW.
  • Attend and present at external customer meetings and internal meetings to develop sales opportunities and aid business development
  • Provision of technical information and responses for the tender and contract team; where appropriate complete tender documentation
  • Support the marketing activities and integrate sales efforts as an SME.
  • Liaise with implementation team to ensure that our laboratory solutions are executed according to customer need and sales process
  • Provide support for post implementation workflow consulting to ensure customer expectations and value propositions are delivered and recognised
  • Works with the team on the SOW to ensure that there is alignment and understanding of what it constitute so that we can set customer expectation
  • Achieves consistent high level of customer satisfaction

Education

  • Educated to degree level or equivalent, ideally in a science based or economics/business studies related discipline and/or equivalent experience.

Background

  • Minimum of 5 years track record in the diagnostics industry with demonstrated success with at least 2 years exposure to workflow and automation
  • Technical savviness
  • Fully conversant in consultative selling techniques and methodologies
  • Collaborative enterprise thinking
  • Excellent interpersonal and influencing skills; Willingness to work in crossfunctional teams
  • Ability to develop and champion new ideas and approaches
  • Black belt in LEAN/6 sigma preferable
  • Knowledge of informatics is a plus

Impact of position

  • Achieve increase in acquisition win rate
  • Increases organisational competence to drive incremental lab solutions sales
  • Drives the profile and importance of Abbott internally and externally; establishes Abbott as the recognised market leader in laboratory services and solutions
  • Ensures excellent customer satisfaction as measured by NPS

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