Value Expansion Manager

2 weeks ago

Johannesburg, Gauteng, South Africa Abbott Laboratories Full time

Value Expansion Manager

About Abbott
Abbott is a global healthcare leader, creating breakthrough science to improve people's health. We're always looking towards the future, anticipating changes in medical science and technology.

Working at Abbott


At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life.


You will have access to:

  • Career development with an international company where you can grow the career you dream of.
  • A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
  • A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity
This position works out of our Johannesburg location in the Abbott Core Diagnostics Division.

We're empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life.

Every day, more than 10 million tests are run on Abbott's diagnostics instruments, providing lab results for millions of people.

Our diagnostic solutions are used in hospitals, laboratories and clinics around the globe.

The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.


The Value Expansion Manager for Africa is responsible to lead and drive the execution of the Regional Value Expansion strategy to grow the CDx business share and improve Region margin.

This will be achieved by establishing and aligning a high-level Value Expansion Roadmap for each Country through close collaboration with all Ambassadors, Distributors, Applications and Cluster Leaders across all account segments and maximize ROI by driving asset utilization, reduce Architect base where feasible and identify walk away accounts by using in Command suite of tools (Customer Experience Command Centre, Client Business Review and Cluster Leader Territory / Distributor insights. Provide insights to Area, Commercial and Commercial Excellence Leadership.

What You'll Do:

Value Expansion, Asset Utilization and Gross Margin, Architect reduction/conversion, Identify Walk Away accounts.

In Collaboration with Customer Experience teams, Cluster leaders, Distributors, Contractors Marketing, Pricing, Finance and Logistics

  • Using the in Command suite of tools to validate potential and sufficient WIN pipeline to achieve Region Africa and Country Value Expansion Plan
  • Drive revenue compliance to Won Opportunities and validate action plans for noncompliant opportunities (volume; pricing; utilization; efficiency; Free of Charge)
  • Have regular cadence with Teams to track progress, challenges and new potential opportunities after an
- in depth Assay heat map/ Paris analysis had been done and gaps identified in all Africa billing accounts.

  • Provide strategic pricing support (minimum margincut off to be established) with a focus on high Margin assays
  • Manage and have high focus on low profitability and low margin accounts
  • Red Zone
  • Support profitability improvement through the kit size optimization process where applicable
  • Manage, drive, monitor and optimize instrument utilization
  • Driven by Abbott link
  • Accelerate Architect Removal Plan for Conversion customers and Architect redeployments
  • Work and assist Commercial team in field to identify and target areas within each account for opportunities to pursue and maximize CDx share and drive their business forward
  • Support and train Ambassadors on In Command tools to improve their business insights and confidence and perception in the field.
  • Review and assure Abbott adherence to customer KPI'S and identify improvement opportunities.
  • Success in this role is measured by achieving the Regional VE target improve GM and maximize ROI through improved Asset Utilization.

Leadership

  • Support, guide and mentor Ambassadors in field and on tools to improve overall business insights and customer facing and customer confidence in Abbott partnership
  • Identify and escalate processrelated issues that impact on Strategic Priorities
  • Anticipate issues and facilitate Regional Cross Functional Team collaboration to achieve resolution
  • Provide business insights on analytics from CECC to facilitate decision making

Required Qualifications

  • Bachelor's Degree
  • 710 years in healthcare, preferably in laboratory diagnostics
  • Experience leading crossfunctional teams across a matrix organization

Preferred Qualifications

  • Good communication skills
  • Basic Computer Skills
Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best li

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