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Inside Sales Specialist, Capital Service Sales - 30917447


Job ID: 108113
Job Views: 1069
Location: Austin, Texas, United States
Zip Code:
Job Category: Abbott Laboratories
Employment Type: Full time
Salary:
Posted: 04.07.2019

Job Description

We are seeking an experienced, high caliber Sr. Contract Sales Specialist focused on Service Contracts to prospect, configure, negotiate and execute service contracts for the capital technologies portfolio.  This position will have direct interaction with Customers both remotely and face-to-face, acting on their behalf and regularly liaising with internal groups responsible for service offerings and programs. The Specialist will facilitate the sale and distribution of service contracts working with various internal groups/personnel across multiple commercial departments (Sales, Finance, Marketing, Contracts and Legal), maintaining expert knowledge of program levels, entitlements, contractual terms and pricing.  The Sr. Contract Sales Specialist will direct the overall processes for contract origination, preparing formal written proposals, analyzing and developing service contracts renewals.  This role will work in markets by assignment in a call center/office environment.

In addition to individual hospital based sales activity, Sr. Contract Sales Specialist will be responsible for partnering with Enterprise Accounts team to manage IND level service sales, including system wide contract renewals and new opportunity development.  Sr. Contract Sales Specialist will partner with Corporate Sales Executives to understand service needs of our largest IDN customers and match their needs to our existing offerings and build value proposition. 

Impact this role will have on Abbott:

Service Contract Sales

  • Sales Specialist partners with US Field Sales Representatives and Enterprise Accounts Sales Executives to be the central point of contact for service contract sales in assigned territories.
  • Assists field based Sales teams in the implementation and management of strategic initiatives related to service contract sales within targeted geographies.
  • Establishes and maintains relationships with key decision-makers and purchasing agents within assigned hospitals and hospital systems.
  • Works through established contact/target list to contact customers regarding service contract sales opportunities (new contracts, contract renewals, lapsed contracts).
  • Promotes strong relationships with customers and internal partners and displays active awareness and representation on behalf of Customers.
  • Builds and maintains a healthy pipeline of prospects to achieve and exceed monthly opportunity quotas.
  • Help develop new business opportunities with customers by gathering data, actively listening and using consultative sales methods to fully understand their business, uncover their problems, and identify areas with which we can assist the customer.

    Contract Analysis & Development

  • Analyzes Customer’s capital technology products and partners with US Contract Operations to compose service proposals, quotations and executable contracts from approved templates, at times based on input from Corporate Accounts and Sales Management.
  • Prepares and delivers service contracts in approved format to Customers.
  • Supports the intake and management of Customer-prepared agreements, negotiates terms and edits documents in accordance with approved company service levels.
  • Performs document analysis and completes written responses to product and service questionnaires, requests for proposal (RFP) and other related commercial agreements.
  • Follows management approved processes and procedures; alerts management when circumstances require deviation to the approved processes and procedures.   
  • Remains current on developments in field of expertise, attending industry events/meetings, maintaining approved memberships to gain knowledge of market and competitive landscape.

    Other

  • Participates in ongoing service sales related training and business meetings
  • Educates field sales partners about service business through 1:1 coaching or formal presentations in group settings
  • Taking lead of developing materials and executing training for the broader divisional sales partners

Helps with training of new team members

Performs other related duties and responsibilities, on occasion, as assigned.


Job Requirements

  • 4 year college degree and a minimum 5 years of sales or business administrative experience with general experience working with contracts. Advanced proficiency with MS Office (all modules).
  • Demonstrated organizational skills, detail oriented ability to handle multiple projects simultaneously. 
  • Demonstrated exceptional interpersonal, communication and presentation skills, including the ability to listen, resolve moderately complex problems, deal with unresolved issues, delays and unexpected events.
  • Strong analytical ability, originality and ingenuity required.  The demonstrated ability to enter and retrieve data quickly is also required. Must have the knowledge and ability to extract data from multiple information systems on an ad-hoc basis. 

    Your preferred qualifications and education:

  • Experience in healthcare industry or service contract sales preferred.
  • Experience with direct quota attainment and performance metrics preferred.
  • Experience working in a broader enterprise/cross-division business unit model preferred.
  • Experience using Salesforce or other CRM systems.


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