Digital Health Solutions Executive

JOB DESCRIPTION:1. Primary Objective of PositionThe Digital Health Solutions Executive (DHSE) is accountable for business and revenue growth within the designated region/country across IACC, Hematology, Transfusion, and Molecular business. DHSE collaborates with the diagnostics sales team, to execute growth strategies, optimize business growth and profitability. DHSE achieves this by providing end to end Digital Health Solutions with intelligent insights to enable health care providers, from laboratories to public hospitals to private integrated delivery systems, to achieve revenue target by improving operational performance and clinical outcomes of existing and new customers.  2. Major AccountabilitiesAcquire new business within assigned district(s), where there is no existing Diagnostics and / or AlinIQ footprint by consultative strategic team selling to achieve deep understanding of unmet needs and pain points of customers and stakeholdersSet and achieve or exceed quarterly, annual sales quotas and manage sales budgetsFocus on C-Suite value driver discussions including population/community health, merger and acquisitions, remote patient monitoring, risk stratification of business and patientsIdentify new opportunities for growth by focusing on end-to-end health care improvements as primary value driver for in and outside the lab to pull through digital health solution sales and reagent salesBe knowledgeable about industry trends, changing market regulations and healthcare policy within defined customer segment. Understand the impact on customers and their key care-abouts.Lead and execute complex contract negotiations to achieve the sales quota for given customer base. Create strong territory and strategic account plans to lay out strategic approach and share best practices with larger Sales team to help drive a culture of excellence.Review account activity, anticipate customer needs and improve customer satisfaction.Accountable for driving market share growth through new business opportunity realization. The role is instrumental in expanding brand reputation and delivery of sales and profitability objectives.Research target accounts to understand performance KPIs and customer strategies to drive conversations that demonstrate how the application of IT enablers and service solutions in/outside of the lab and across the broader healthcare space can improve performance KPIs and strategies.Work collaboratively with sales and DHS counterparts to achieve performance targets and exceed customer expectations.Navigate within a highly matrixed environment using strong communication and interpersonal skills to coordinate appropriate Abbott resources and support necessaryEnsures that all activities are performed in compliance with quality system requirements.3. EducationBachelor’s degree is required; master’s degree preferred.Bachelor’s degree in medical, life sciences, IT or medical technology is preferredFluent in English and in the Local language4. BackgroundExperience leading & executing simple to complex (multi stakeholder/multiyear) contract negotiations.2-4 years in sales rolesDemonstrated ability to align and integrate diverse business teams and functions to ensure they work together to deliver results.Previous Exposure with IT technology within Health care Environment. Able to articulate customer value propositions at all levels of institutions (e.g., C-Suite) for digital value (e.g., Labor savings, e.g. clinical improvement) leading to successful business closesCommunication skills and teamwork skills in working with internal / external stakeholders is essential for the roleProven ability to influence an effective consultative sales approach to uncover customer pain points and provide value-added solutions in a complex pathology and IT environmentHighly motivated, result driven individual, with strong problem-solving skills and track record of driving measurable outcomesStrong ability to pivot and adapt to changing business needs in a fast-pacing high growth environmentPreferred sales experience and knowledge of the Diagnostic environment involving multiple levels of decision makers and the understanding of a complex selling cycleSales or consulting experience with software or digital solution selling preferredExperience in total solution design (TSD) preferred5. Impact of positionGenerate and grow direct revenue to amplify DHS growthEnsure highest margin and recurring revenue for each dealHigh renewal rate in Core Dx attributable to DHS ‘stickiness’ and placementHigh capture rate in Core Dx Acq attributable to DHS differentiationGrow digital health maturity of diagnostics sellers in assigned districtsThe base pay for this position is N/AIn specific locations, the pay range may vary from the range posted.JOB FAMILY:Sales ForceDIVISION:CRLB Core LabLOCATION:India > Mumbai : BKC BuildingADDITIONAL LOCATIONS:WORK SHIFT:StandardTRAVEL:Not specifiedMEDICAL SURVEILLANCE:Not ApplicableSIGNIFICANT WORK ACTIVITIES:Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)