National Enterprise Account Manager - Abbott Diagnostics

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals, and branded generic medicines. Our 109,000 colleagues serve people in more than 160 countries.

ABOUT ABBOTT DIAGNOSTICS:

The key to successful treatment and full recovery is often fast, accurate diagnosis. Abbott's life-changing tests and diagnostic tools provide insights that enable smarter, faster decisions and transform the way the world is managing health.

Our pioneering technology spans the world of healthcare operations - with medical diagnostic instruments, tests, automation and informatics solutions for hospitals, reference labs, blood centers, emergency departments, physician offices and clinics.

Our Core Laboratory business currently has an opportunity for a National Enterprise Account Manager. This position can be located in the Midwest or East Region.

WHAT YOU'LL DO:

Commercial leader highly skilled in building long-term partnerships between Abbott and current & potential new customers. Scales from senior Laboratory leadership into the C-suite, at both Corporate Healthcare companies and large IDNs, aligning the value Abbott can create through the Laboratory to the customer's strategic objectives and key performance indicators. Envisions solutions possibilities across Abbott Diagnostics' portfolio that drive Abbott and customer growth as well as customer's healthcare performance improvement by:
  • Establishing and building senior level relationships and leveraging them in driving new profitable sales and protecting base business.
  • Understanding and assessing customers' business objectives; strategies and therefore; requirements.
  • Identifying innovative solutions to meet account needs.
  • Leading indirectly an internal 'selling team' (territory sales leaders, representatives, specialists and others across Abbott divisions) to maximize growth.
  • Overall corporate account management including detailed account planning and sales forecasting


Position Impact to Business:

The Enterprise Account Manager deepens and broadens Abbott's relationship to non-laboratory stakeholders. Partners with customers' key decision makers to develop solutions that enhance their competitiveness and performance. Accountable for driving market share growth through new business opportunity realization and contract renewals. The role is instrumental in expanding brand reputation and delivery of sales and profitability objectives.

Key Success Factors

  • Broad healthcare knowledge, to include factors influencing hospital/health system (i.e. government regulations; mergers/acquisitions; key opinion leaders and associations; patients' advocacy groups).
  • Interpersonal skill and savvy to effectively work with C- suite level and coordinate internal resources to effectively create personalized solutions that meet decision maker's expectations.
  • Highly skilled negotiator capable of running possible scenarios that address key elements for closing desired deals.
  • Results oriented; anticipate where sales shortfalls might. be and implements contingency plans to close the gap.


EDUCATION AND EXPERIENCE YOU'LL BRING

Required
  • Bachelor degree in business, life sciences, engineering or related technical discipline.
  • 3 years of experience developing and selling customized solutions to senior level/c-suite executives in healthcare institutions.
  • 2 years of experience leading cross-commercial initiatives
  • Demonstrated effectiveness using Microsoft Office and Internet based applications.
  • 5 years of experience understanding performance metrics in Hospital or Laboratory settings and recommending solutions accordingly.


Preferred Qualifications:
  • Proven sales experience at executive level selling broad and complex product line for a minimum of 2-5 years.
  • Experience with Ascencion and/or Common Spirit IDNs is preferred.
  • The candidate should have proven ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large complex organization's strategic long term plan and short term tactics and translate into a winning solution.
  • Proven success as an expert in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer.
  • Proven sales management experience is a plus.
  • Additionally, ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must. The candidate must have executive level business and financial acumen. They should be an expert in 'getting things done' within the company and possess strong negotiation skills, critical thinking and problem solving skills. Additionally, must have strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships. Understanding of diagnostics industry would be a plus but is not mandatory.


WHAT WE OFFER

At Abbott, you can have a good job that can grow into a great career. We offer:
  • Training and career development, with onboarding programs for new employees and tuition assistance
  • Financial security through competitive compensation, incentives and retirement plans
  • Health care and well-being programs including medical, dental, vision, wellness and occupational health programs
  • Paid time off
  • 401(k) retirement savings with a generous company match
  • The stability of a company with a record of strong financial performance and history of being actively involved in local communities


Learn more about our benefits that add real value to your life to help you live fully: www.abbottbenefits.com

Follow your career aspirations to Abbott for diverse opportunities with a company that provides the growth and strength to build your future. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.

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