Value Expansion Manager

Position Overview

• Location Type: Onsite (Istanbul)
• Job Type: Full-time
• Salary: Not Specified

This position is within Abbott's Core Diagnostics Division, focusing on empowering smarter medical and economic decision-making to help transform health management. Abbott is a global healthcare leader known for breakthrough science and innovation.

About Abbott

Abbott is a global healthcare leader dedicated to creating breakthrough science to improve people’s health. The company is forward-thinking, anticipating changes in medical science and technology.

Working at Abbott

• Do Work That Matters: Contribute to meaningful advancements in healthcare.
• Grow and Learn: Access career development opportunities within an international company.
• Care for Yourself and Family: Benefit from a supportive work environment.
• Be Your True Self and Live a Full Life: Foster an inclusive culture.

Abbott is recognized as a great place to work globally and has been named one of the most admired companies by Fortune. It is also recognized as one of the best big companies to work for, excelling in diversity, and supporting working mothers, female executives, and scientists.

The Opportunity

The Value Expansion Manager, reporting to the Commercial Director, will be based in Istanbul. This role is crucial for driving sales and margin growth in Core Diagnostic test utilization across the existing installed base. The position involves identifying and executing opportunities for sales expansion, leading business development, and creating initiatives to unlock new revenue streams, ultimately contributing to regional sales growth, margin improvement, and enhanced profitability.

Major Accountabilities

• Analyze, develop, and drive value expansion goals through account-specific plans.
• Achieve regional Value Expansion (VE) targets, improve Gross Margin (GM), and maximize ROI through improved Asset Utilization.
• Identify underutilized instruments and create opportunities to increase their utilization by selling profitable assays.
• Apply various algorithms to determine menu and assay gaps for each customer and develop account plans for value expansion activities.
• Achieve regional VE targets (RAV & CY) by building a sufficient pipeline and ensuring the team does the same.
• Ensure the correct usage and accuracy of relevant Power BI dashboards and provide necessary reports for the IBP process.
• Support and drive Ambassadors/CEMs in commercial sales, renewals, value expansion, and provide strategic pricing support through collaboration with internal stakeholders.
• Provide weekly and monthly reports to the Commercial Director on VE sales performance and create action plans to meet monthly VE targets.
• Success will be measured by sales quota achievement (VE and regional sales), gross margin, DHS target realization, contract renewal rates, and customer satisfaction scores (NPS).
• Ensure all activities comply 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 public and private healthcare institutions to foster strategic collaborations, influence purchasing decisions, and secure long-term contracts.