Associate Screening Representative, Inside Sales - Pasadena Area Territory

Job Description

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 115,000 colleagues serve people in more than 160 countries.

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Position Overview
\n The Screening Specialist, Inside Sales plays an important role in supporting the commercial organization by driving product growth through exceptional virtual selling skills and quality customer interactions to meet sales goals and deliver diagnostic solutions to the healthcare community by establishing the urgency to screen for Colorectal Cancer (CRC) and improving patient outcomes. This role will work closely with the assigned area team to complement the activities and sales objectives for the area.

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This is a fully onsite role in Madison, WI, with relocation assistance potentially available if needed. Enjoy access to amenities including a cafeteria, coffee shop, fitness center, and ergonomic workstations. We're currently targeting an August 24th start date. The territory is Pasadena Area so calling on pacific time zone. Start time would be around 10am CST.

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Essential Duties
\n Include, but are not limited to, the following:

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  Activate healthcare providers, clinical professionals, and health system stakeholders by investigating leads, utilizing analytical insights and business opportunities to uncover potential new business. 

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Generate deep insight into local healthcare ecosystems and market landscape to identify opportunities to enhance the system of care and deliver improved patient outcomes through integration of Abbott's Cancer Diagnostics' solutions.

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  Analyze the patient journey at various local systems of care to identify account opportunities and work with HCPs to improve clinical decision making and deliver better patient and population health outcomes in the context of future pipelines.

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  Build a network of relationships, including clinical stakeholders and administrators, within accounts to gain insight into local healthcare systems’ priorities and unmet needs of clinicians and patients.  Diligently catalogue customer insights and information via the Customer Relationship Management (CRM) database, including point of contact (POC) information, sales call activities, market intelligence, funnel development and other data points.

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  Synthesize data from a range of formal and informal sources to understand the evolving and dynamic local care system, leveraging available tools and resources such as Engage (CRM), Excel, Tableau and available research to make data-driven decisions on account potential and opportunities to propel the customer along the sales continuum and drive utilization of our products.

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  Work collaboratively with commercial team and cross functional partners to execute business imperatives and support customers’ education, resource needs and use of our products and solutions. 

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Develop and implement business and account plans to increase the visibility and awareness of the Company’s products and maximize opportunities and sales growth.

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  Create business and account plans based on strategic business goals and opportunities to drive use and acceptance of Cologuard and other Abbott Cancer Diagnostics' solutions to enhance clinical decision making and the effectiveness of the system of care.   

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  Implement business and customer plans to facilitate tailored customer engagements, which evaluate and address customer needs, and position our products and resources as a solution.

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  Ability to navigate and maximize all available resources including internal stakeholders and partners, marketing collateral, technological platforms, and educational resources.

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  Inform, educate and enable target physician and stakeholder groups about our products and value propositions to equip them to make informed decisions about treatment choices and patient resources and highlight the importance of screening to the customer, drawing on approved clinical studies and marketing aids.

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  Builds connections and creates interactions to support customers’ long-term collaboration with Abbott Cancer Diagnostics and use of our products and resources. 

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Leads the successful implementation of account plans through collaboration and coordination with key internal stakeholders to develop and execute strategies, enhance customers satisfaction, improve patient outcomes and business opportunities for Abbott Cancer Diagnostics.

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  Ensures execution of targeted tactics to deliver business goals in coordination and orchestration with a wider range of internal cross-functional stakeholders, including Sales, Marketing, Sales Operations and InternalSupport.

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  Communicates a clear and compelling description of customer needs and opportunities to internal stakeholders and partners in order to mobilize resources and shape solutions to address current and future customer needs.

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  Ensures that the team conducts business to the highest ethical and professional standards, consistent with Extract Sciences guidelines and policies and regulatory requirements and upholding the company mission and core values of accountability, innovation, integrity, quality and teamwork.   

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  Ability to quickly pivot to evolving strategic imperatives based on local business needs and insights                               

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  Ability to sell virtually using remote sales tools & resources.

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  Enter new customer data and update changes to existing accounts in the customer database (CRM).

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  Make telephonic and virtual sales presentations to multiple decision-makers within a variety of healthcare facilities.

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  Conduct office onboarding.

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  Review and create sales reports as necessary.

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  Conduct business to the highest ethical and professional standards, consistent with Extract Sciences guidelines and policies and regulatory requirements and upholding the company mission and core values of accountability, innovation, integrity, quality, and teamwork.

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  Strong verbal and written communication skills including strong questioning and listening skills.

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  Confident, professional, and creditable presence.

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  Strong presentation skills: ability to effectively convey concepts in a clear, concise, and professional manner through telephone and face-to-face interactions.

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  Excellent interpersonal, time management and organizational skills.

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  Effective organizational and proactive problem-solving skills.

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  Ability to work confidently in an environment of complexity and ambiguity.

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  Productively and proactively contribute to a team environment, while demonstrating ability to manage workload and priorities independently.

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  Ability to function productively within a fast-paced, multi-tasking, entrepreneurial and dynamic healthcare landscape

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  Support and comply with the company’s Quality Management System policies and procedures.

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  Maintain regular and reliable attendance both onsite and virtually, in accordance with current policy.

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  Commitment and ability to adhere to workplace code of conduct, including but not limited to: professional standards of dress, behavior, language, communication and attitude.  

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  Ability to act with an inclusion mindset and model these behaviors for the organization.

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  Ability to work designated schedule in alignment with customers’ needs and opportunities

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  Ability to work nights and/or weekends, as needed.

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  Ability to work on a mobile device, tablet, or in front of a computer screen and/or perform typing for approximately 90% of a typical working day.

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  Ability to work on a computer and phone simultaneously.

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  Ability to travel locally, up to 10% of time based on business needs.

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Minimum Qualifications

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  Bachelor's degree Sales, Business Management, Marketing or, Science, or any other related field or 4 years relevant experience in lieu of degree.

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  Proficiency in MS Excel, Word, Outlook and Customer Relationship Management (CRM) tool.

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  Demonstrated ability to perform the essential duties of the position with or without accommodation.

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  Legal authorization to work in the country of employment without current or future sponsorship. 

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Preferred Qualifications

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  Previous sales, inside sales, or account management experience.

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  Expertise in computer technology that is specific to virtual sales.

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  Experience in sales of medical devices or diagnostics.

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  Clinical background (education or experience) and/or working in the healthcare space.

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  Experience working with clinicians, health system administrators and/or healthcare community.

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  Background in commissioned, tangible product sales.

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  Ability to listen empathetically, understand information presented by people with different communication styles and different points of view, and mediate disagreements.

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  Effective organizational and proactive problem-solving skills.

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  Ability to work confidently in an environment of complexity and ambiguity.

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  Ability to create value for others through the presentation of new processes and concepts.

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  Able to productively and proactively contribute to a team environment, while demonstrating ability to manage workload and priorities independently.

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  Ability to function productively within a fast-paced, multi-tasking, entrepreneurial environment.

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  Ability to work on telephone and on a computer simultaneously.

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The base pay for this position is $20.50 – $41.00 per hour. In specific locations, the pay range may vary from the range posted.