Value Expansion Manager

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 at Istanbul location in the Core Diagnostics Division that 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.

As Value Expansion Manager, you will be reporting to Commercial Director.

What You’ll Do

Primary Objective of Position

• The Value Expansion Manager is responsible for driving sales and margin growth in Core Diagnostic test utilization across the existing installed base by working closely with the sales and senior management team. In this role, the manager identifies and executes opportunities that expand sales while also leading business development and business creation initiatives that unlock new revenue streams and contribute directly to sales growth and margin improvement, ultimately enhancing the overall profitability of the region

Major Accountabilities

• Analyse, develop, and drive value expansion goals through the creation of account-specific plans
• Achieve the Regional VE target, improve GM, and maximize ROI through improved Asset Utilization.
• Identify low-utilized instruments and create opportunities to increase utilization by selling profitable assays.
• Apply various algorithms to determine the menu & assay gap of each customer. Then, create an account plan to make value expansion activities
• Accountable to reach regional VE targets (RAV&CY) by creating a sufficient pipeline and making sure that each Ambassador does it as well
• Responsible for the usage and accuracy of relevant power BI dashboards and providing the necessary reports for the IBP process
• Support and drive Ambassadors/CEMs in commercial sales, renewals, value expansion, and provide strategic pricing support by collaborating with internal stakeholders
• Provide weekly & monthly reports to the Commercial Director related to VE sales performance and create an action plan to realize each month’s VE target.
• Success in this role is measured by sales quota achievement (value expansion and regional sales), gross margin and DHS target realization, contract renewal rate and customer satisfaction scores (NPS)
• Ensures that all activities are performed in compliance with quality system requirements.
• Organize and lead engagements with decision-makers from the Ministry of Health, Public Health Institutions, and Hospital Unions.
• Build and maintain strong, trust-based relationships with C-suite executives and key stakeholders in both public and private healthcare institutions. These relationships are leveraged to unlock strategic collaborations, influence purchasing decisions, and secure long-term contracts that contribute to sales and margin growth.
• Represent the company in high-level discussions and negotiations, ensuring that Core Diagnostic offerings are aligned with institutional priorities and national healthcare strategies—positioning the company as a preferred partner and solution provider.
• Drive business development initiatives by identifying and pursuing new commercial opportunities, partnerships, and market segments within the Core DX portfolio. These initiatives are designed to expand market share, increase top-line revenue, and improve profitability.
• Monitor and stay up to date with ministry-level regulations and guidelines related to the Core Diagnostic business line. Proactively communicate relevant changes to the senior management to support timely strategic decisions that protect and enhance revenue streams.

Required Qualifications

• Bachelor's degree or equivalent experience required. Bachelors / Engineering degree in medical I electrical I mechanical I industrial or medical technology is preferred.
• Minimum of 5 years track record in the diagnostic industry with an emphasis on selling products and solutions in the Diagnostics industry
• Proven track record in a similar position supported by management and customer references
• Excellent product and industry knowledge
• Account Management/targeting skills
• Strong understanding of key stakeholders and customer dynamics
• Strong value selling and relationship-building skills
• Strong communication and negotiation skills
• Entrepreneurial and self-guided
• Candidates must be fluent in the local language and English, additional languages are advantageous
• The position requires the willingness to travel frequently, i.e. on average three days per week.

Apply Now

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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