Key Outcomes for the role
- Increased win rate and deal quality across strategically important CDx opportunities.
- Strong executive‑level relationships built on technical credibility and value creation.
- Scalable, repeatable End‑to‑End laboratory solutions aligned to Abbott's growth strategy.
- Enhanced customer satisfaction and long‑term partnership retention.
Foundational Responsibilities
Support the win the operational vote objective by aligning Abbott's portfolio to customer institutional goals.
Lead the technical execution strategy for the most complex and strategically relevant opportunities, including Landmark, Large, and Medium (LLM) accounts.
Act as a subject matter expert in End‑to‑End IVD solutions, influencing executive‑level decision‑making through credible, insight‑driven discussions with C‑suite and senior laboratory leadership.
Translate customer clinical, operational, and strategic priorities into scalable, differentiated Abbott CDx solution strategies.
Lead the design of innovative diagnostic service solutions that enhance clinical outcomes, laboratory efficiency, and operational performance.
Partner with opportunity owners and commercial leaders to identify, qualify, and shape complex business opportunities within new and existing customer accounts.
Develop and deliver high‑impact Technical Solutions Design (TSD) outputs using current industry insights, technical expertise, along with standardized process and design tools. (Technical)
Support profitable growth of the CDx business through total solution positioning, upgrades, expansions, and long‑term customer partnerships.
- Know the Abbott portfolio : SME in Laboratory automation & immunochemistry systems Including proficiencies in assay technology & laboratory informatics (Supported)
- Know the competitive landscape and products
Core Job Responsibilities
Foundational Core Job Responsibilities
- Lead in Lab commercial activity to support the achievement of Acquisition and Renewal revenue objectives, profitability targets, and defined opportunity close KPIs across focus accounts.
- Support Amplify and Protect activity in high value CDx business (Incremental growth during contracted periods)
- Develop a deep understanding of the customers diagnosis cycle connecting customer insights with solution opportunities.
- Build comprehensive account intelligence through a structured consultative and investigative approach that reveals stakeholder priorities, goals, decision dynamics, unmet needs, and competitive context.
- Execute customer‑facing commercial engagements with high technical credibility, positioning Abbott's End‑to‑End solutions, (instruments, automation, assays, and informatics) to clearly differentiate Abbott from competitive offerings
- Collaborate with Informatics Specialists (TSD/DHS) to ensure expert and seamless End-to-End technical/commercial activity.
- Develop and maintain working knowledge of One Abbott product portfolios, including Hematology, Molecular, Point of Care, Rapid Diagnostics, and AlinIQ enablers, and articulate their integration into holistic End‑to‑End solution designs.
- Gather and communicate competitor knowledge with the wider Abbott ACQ, CE and Marketing teams to drive improved positioning of Abbott solutions & comprehensive competitor de-positioning.
- Perform comprehensive needs assessments and laboratory process optimization consulting, applying Lean Management and Six Sigma methodologies supported by laboratory workflow and data analysis
- Take a central role in quantifying solution impact, translating operational improvements from Total Cost of Ownership (TCO) to Total Value of Ownership (TVO) to support value‑based decision‑making.
- Plan, develop, coordinate, and deliver customer‑facing solution design presentations, including participation in reference site visits and executive‑level engagements, as required.
- Utilize Abbott commercial cadence tools (MyDash, CRM, Advanced 8) to document and manage account strategies, stakeholder mapping, competitive positioning, activities, and identified risks. (E.g., Laboratory Strategy, Stakeholders, Competitor Positioning, Activity and Red flags)
The Generalist role performs both specializations below
Specialized Core job responsibilities (Additional to Foundational Core Job Responsibilities)
TSD – Solution Consultant Focus
Own in‑lab commercial leadership and solution design for priority Share Capture and Renewal opportunities, leveraging consultative selling expertise to translate customer goals, pain points, and improvement opportunities into differentiated laboratory strategies. Serve as the competitive differentiation Subject Matter Expert, maintaining deep commercial and technical understanding of competitor portfolios including Roche, Siemens, Beckman Coulter, OCD, and emerging vendors such as Mindray and SNIBE. Serve as an operational focused End-to-End solution consultant. Be a highly technical Automation and sample flow (Workflow) Subject Matter Expert while also integrating other Abbott E2E enablers Have proficiencies in the utilization of TSD tools and processes to design integrated Abbott solutions – including Automation design (AAS Simulator, Visio design, Capacity tools, 3D Lab builder and data analysis)
TSD – Design & Optimization Focus
Led by the account owner, participate in assigned value creation opportunities (Aligned to Country strategic priorities), Including supporting GLP Automation upgrade discussions (processes) and operational review meetings. GLP SME : Coordinate with Country / Regional / Area resources to design and deliver Automation solutions which comply with GSTO processes & AAS guidelines while remaining true to customer stated requirements (Including 3D design, Automation Workflow, electrical and the SOW process) Pre & Post implementation optimization : Utilize design, analytical and visual tools to model improvement scenarios, generate simulations and designs (Including Automation Workflow), to best support the customer experience (contributing to NPS improvements). Collaborate with service and installation teams to ensure streamlined transitions and timely TOR.
Additional Responsibilities (Localized responsibilities outside of the traditional TSD role)
(May Include activities which differentiate the TSD as a Senior TSD) Example : 100% of both TSD – Solution Consultant and TSD – Design & Optimization responsibilities to SME (Subject Matter Expert) level Example : Lead & manage DHS initiatives in (LLM) Large, Medium & Landmark opportunities Example : Responsible for project management of closed opportunities containing GLP solutions to improve Speed to Revenue
Position Accountability / Scope
Country
Minimum Education (To Discuss)
- Diploma, degree or equivalent in a clinical diagnostic, healthcare, operational engineering / design discipline.
- Successful completion of Strategic Selling and Negotiation Courses
- Basic à Business level English (Country dependent)
- Lean / Sigma qualifications are highly desirable.
Minimum Experience/Training Required (To Discuss)
- 5 years experience in a Laboratory and/or a successful commercial experience of at least 3 years – success based on goal achievement.
- 3 years commercial sales experience, preferred in the IACC/Hematology/Automation discipline.
- Demonstrated experience in executing and reporting workflow projects (or equivalent)
Minimum Skills Required (To Discuss)
- Powerful customer communication with confident presentation skills.
- Workflow consultation experience and or LEAN SIGMA
- Workflow and laboratory design
- Strong computer literacy (PPT, Excel & PIVOT table use)
- Working understanding of Power BI
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.
Required Competencies for this role
Core
Leadership
Functional
Set Vision & Strategy
Set Vision & Strategy
Communication
Anticipate
Build Org Inspire People
Customer Focus
Innovate
Know the Business
Decision Making
Build
Drive for Results
Persuasiveness/Sales Ability
Deliver Results
Make Difficult Decisions
Gaining Commitment
Encourage Open Exchange of Ideas & Knowledge
Negotiation
