ROLES & RESPONSIBILITIES

1. Summary:

·         Support the commercial teams as the SME on two key subject matters; workflow consulting and laboratory automation to increase core diagnostics win rate in own it accounts.

2. Core Job Responsibilities:

·         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

·         Guiding the country specialist on the layout design by providing subject matter expertise and importantly helping to improve the local capability.

                       ·         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