National Account Manager/ Distribution

2 weeks ago

Abbott Park, United States Abbott Laboratories Full time

Abbott is a global healthcare leader, creating breakthrough science to improve peopleâs health. Weâre 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. Youâll also have access to:

  • Career development with an international company where you can grow the career you dream of .

  • Free medical coverage for employees* via the Health Investment Plan (HIP) PPO

  • An excellent retirement savings plan with high employer contribution

  • Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit - an affordable and convenient path to getting a bachelorâs degree.

  • 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.

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 industryâs 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. 

The Opportunity

This National Account Manager, US Distribution can be field based or work out of our Abbott Point of Care Headquarters in Princeton, NJ and is accountable for operation of the APOC US Distribution Network. The National Account Manager (NAM) will partner with US Sales leadership in the development of a distribution strategy. She/he will provide insight and shape distribution strategy, contracts, influence distributor performance while providing guidance on improving distributor engagement and performance. This position will report into the Director, US Commercial Excellence, while working collaboratively and cross-functionally with the Sales Leadership team, Outpatient Marketing, Pricing & Contracting, Finance, Legal, Quality, Compliance, IT and Distributor partners.

An ideal candidate for this role will have demonstrated experience in working with distributors, as well as a solid understanding of the sales process for medical equipment in the US. She/he is a strategic thinker with strong business acumen, financial understanding, and analytical thinking.

What Youâll Work On

  • Provide oversight and ensure best in class performance of the $80 million Abbott Point of Care US Distribution network

  • Lead engagements with Executive-level/key decision makers (e.g., Quarterly Business Reviews) to define and shape how distributors strategies will help support and drive US Outpatient strategic imperatives.

  • Ensure all Distributor and National Account-related activities are understood by Sales Team. 
    Synthesize and share industry knowledge and competitive intelligence from the field and account visits to further shape APOC Distributor strategy.

  • Remain alert to changing market conditions or opportunities that would directly impact the 
    businessâs effectiveness; communicate to US Commercial leadership in timely manner.

  • Bring forward recommendations for business process improvement based on market/distributor feedback.

  • Collaborate with Marketing, C&P, Finance, Legal and sales to ensure alignment with distributor contract terms and proactively identify opportunities to revise agreement terms to help maximize APOC performance.

  • Be a strategic partner and thought leader for the US Outpatient team for developing the Abbott Point of Care distributor strategy for the US market. Manage and influence all areas of distributor performance including financial, operational, compliance, quality, and customer satisfaction.

  • Develop analytics infrastructure for distributor-related dashboards and reports to measure & assess team performance against key performance indicators and service level agreements

  • Conduct analyses relating, but not limited, to opportunity/risk identification and assessment, 
    quantification of new distributor potential, performance, optimization, segmentation, etc.

  • Develop and implement change management process across cross functional teams to drive improvement effort against KPIâs 

  • In close partnership with QA/RA, this individual is responsible for ensuring the implementation of the APOC Quality & Compliance System

  •  Adhere to and promote Abbott Code of Business Conduct

Required Qualifications

  • B.A. or B.S. Degree

  • 5+ years of relevant experience

  • Experience working with or for distributors

  • Understanding of sales and distributor practices

  • Strategic thinking and demonstrated ability to lead through highly complex business change efforts

  • Strong problem-solving skills and project management skills with a proven ability to lead cross functional teams within a matrixed organization

  • Strong analytical skills and meticulous attention to detail

  • Highly effective communicator with strong presentation skills

  • Travel 60-80%, to manage accounts, key leaders / stakeholder, and industry conferences

Preferred Qualifications

  • Advanced degree in business or supply chain preferred

* Participants who complete a short wellness assessment qualify for FREE coverage in our HIP PPO medical plan. Free coverage applies in the next calendar year.

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives:  www.abbottbenefits.com

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.

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



The base pay for this position is $95,000.00 â $190,000.00. In specific locations, the pay range may vary from the range posted.

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