Implementation Project Manager, Field Support Services (Area South) - Abbott Point of Care

Abbott Laboratories - Abbott Park, IL (30+ days ago)4.1


At Abbott, we're committed to helping people live their best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world - in nutrition, diagnostics, medical devices and branded generic pharmaceuticals - that create more possibilities for more people at all stages of life. Today, 99,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

Abbott Point of Care is a global leader in providing critical medical diagnostic and data management products for rapid blood analysis that are intuitive, reliable, and cost-effective. Our i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making. The i-STAT System has the industry’s most comprehensive menu of tests in a single, with-patient platform, including tests for blood gases, electrolytes, chemistries, coagulation, hematology, glucose, and cardiac markers. By delivering lab-quality results in minutes, our i-STAT System fosters a collaborative, patient-centered environment while driving improved operational performance.

Provide best-in-class project management and execution of associated tasks of company's portfolio of products; engage with key personnel to streamline customer processes to better facilitate patient care through use of the company's solutions. Support Field sales team (i-STAT Solution Specialists) to deliver sales growth by assuming post close to Test of Record implementation responsibilities. Develop new innovative strategies to implement customer solution at an expedited rate. The Implementation Project Manager functions as a laboratory project and account manager to facilitate implementations, build the product value with existing customers to minimize declining business and support field sales during pre-close process to drive territory growth.

Core Responsibilities of the Implementation Project Manager Role:

Facilitate project management of the Implementation and Integration of customer point of care solutions, taking full responsibility of post close responsibilities to shorten Implementation to revenue time with goal of 60 days
The Implementation Project Manager will serve as lead implementation resource providing effective and efficient project management of product installation and integration utilizing Implementation Best Practices. Coordinate involvement of customer, local i-STAT Solution Specialists and other resources for executing successful utilization and adoption of i-STAT products at an accelerated rate.
Protect key base business in collaboration with field sales serving as the clinical lab resource
Support i-STAT Solution Specialists with the development and implementation of strategies to secure base business and reduce loss and declining business
Cultivate growth opportunities in targeted accounts working as the pre-close Lab technical specialist
Support i-STAT Solution Specialists with pre-close implementation-based activities to expand sales of company's portfolio of products in existing accounts and develop new business for targeted opportunities; engage in process of restructuring an institution’s internal processes to better facilitate patient care utilizing APOC products; make educational presentations to audiences of physicians, nurses, medical directors, departmental and hospital administration concerning the most current trends in faster therapeutic turnaround times for clinicians who require immediate diagnostic results.
The IPM will achieve these goals with an approximate focus of their time as designated by Area Director:

60% of their time: Implementation of New Business opportunities
25% of their time: Technical and Clinical expertise and support to protect base business and stop loss and decline
15% of their time: Technical and Clinical expertise and pre-close sales support expansion of base business

Tasks, duties, responsibilities and expectations include:
Improve implementation efficiencies resulting in decreased implementation timelines of large volume, high priority and/or highly complex implementations;
Develop and execute implementation strategies; utilize available resources effectively; lead and/or participate on cross-functional teams;
Develops and directs the execution of practices, projects, programs and initiatives designed to maximize cartridge utilization
Develops strategies and directs resources necessary to deliver superior front-line customer support to the satisfaction of customers to ensure positive impact on future sales and growth
Understand key customer needs and articulate benefits of POCT at all levels
Maintain consistent momentum with multiple products and across multiple implementations and sales cycles
Demonstrate thorough understanding of key product attributes and product demonstrations; product field expert
Cultivate relationships with key internal and external customer stakeholders
Ensure that all administrative tasks are completed promptly and accurately;
Mentor / train new staff; serve as lead Implementation Personnel and peer leader within the commercial organization
Travel up to 75% of the time to support business goals
Understand and comply with applicable EHS policies, procedures and guidelines
Responsible for implementing and maintaining the effectiveness of the Quality System
Adhere to and promote Abbott Code of Business Conduct

Key Competencies include:
Be self-disciplined and self-directed - Ability to develop strong networks
Aptitude to overcome obstacles - Maintain high work ethic
Manage within specified budget - Operate with openness and honesty
Consistently meet commitments - Use good business judgment and negotiation skills
Set high personal and professional standards - Prioritize and manage time effectively
Network and leverage resources across company and industry
Build strong reference customers - Lead/facilitate problem-solving
Develop and execute account specific strategies – Build relationships across all levels
Develop clinical champions for product - Overcome objections from key areas