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Manager, Strategic Accounts

3 months ago

Abbott Park, United States Abbott Laboratories Full time

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.

The Opportunity

At Abbott, diverse ideas, perspectives, and expertise allow us to create life-changing solutions that help people live healthier lives. In 150 countries and with businesses spanning nutrition, diagnostics, medical devices, and branded generic pharmaceuticals, Abbott offers you enormous opportunities to explore your interests and help you achieve your career and personal goals.

We have an exciting opportunity for a Manager, Strategic Accounts (MSA) within our Abbott Rapid Diagnostics Infectious Disease (ARDx- IDDM) business located in the US.

The incumbent will be responsible for establishing and achieving the sales goals and objectives in specified markets and geographical territories in support of the Companyâs overall strategic plan for URGENT CARE. The scope of this position includes management of Urgent Care Specialists (UCS) to meet company plans and direct sales responsibility for an assigned geographical area. The primary sales focus on Urgent Care Clinics, with emphasis on the Infectious Disease product line. The MSA monitors the performance of the sales teams within the US and if required, makes recommendations to re-allocate resources to improve overall performance.

What You'll Work on

  • Plan, coordinate, and manage the sales activities of the assigned national Urgent Care Specialist team to achieve the Infectious Disease sales goals of the Company.

  • The Manager, Strategic Accounts is expected to work closely with marketing, corporate accounts, national accounts, Enterprise Account Team, Regional Teams, and finance to support the Infectious Disease franchise. Role requires close partnership with marketing partners to include collaboration on projects weekly/daily.

  • The MSA is responsible for our most significant and impactful Urgent Care customers. The Urgent Care Specialist teams own the maintenance and growth of the top Urgent Care customers in their region. 

  • MSA is responsible for monthly/annual forecast and is required to update senior leadership regularly. The MSA is accountable for reviewing Infectious Disease product funnels daily/weekly and is held responsible for accuracy.

  • Provides weekly and daily instrument shipment actuals and forecast for month and balance of the year. 

  • Creates promotional opportunity ideas with marketing and drives the execution of these programs. The MSA serves as the critical point of contact for "all things" Infectious Disease.  

  • Plans, coordinates, and directs field implementation of the Company's sales efforts by managing the team's activities.

  • Develop and maintain relationships with strategic accounts, identify customer issues, and resolve sales-related difficulties

  • The MSA acts as a resource for contract negotiation, pricing, proposal, bid preparation, customer service, and customer follow-up.

  • Identifies and recruits Urgent Care Specialists. The MSA manages the performance of staff towards department and Company goals, including regular performance feedback and communication related to any performance counseling/disciplinary actions, career counseling, merit process, teamwork, and other relevant people management responsibilities.

  • Train and develop sales team to understand customer needs, identify sales opportunities and effectively represent the Company

  • Assist in the design and implementation of salesforce compensation and incentive programs

  • Responsible for exhibiting professional behavior with both internal/external business associates that reflects positively on the Company and is consistent with the Company's policies and practices.

  • Assist in the formulation of strategic sales plans and tactics, including annual Regional Plans and Sales Forecasting.

  • Interact and communicate with associated operating departments as necessary to produce cohesive efforts to accomplish company goals.

  • Monitor market, customer, and competitor trends and advise management on methods to improve company competitiveness. Work closely with the Company marketing department to help identify new opportunities and develop marketing plans and programs.

  • Provide regular sales reports, forecasts, and communication with sales and marketing management.

Required Qualifications

  • BA/BS in Sales, Marketing, Business Management, or related coursework. 
  • 5+ Years of proven Urgent Care, hospital, clinical lab, reference lab, physician office lab or related successful sales management experience. 5+ years of related sales experience, such as POC, Lab, and/or Capital Sales.
  • Prior sales leadership experience is preferred
  • Travel is estimated to be 60-75%.

Preferred Qualifications

  • Demonstrated leadership experience including problem solving, conflict resolution, complex selling, and planning and execution. Excellent interpersonal skills and documented success in team selling environment.
  • Proven ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large, complex organizationâs long-term strategic plan and short-term tactics and translate them 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. 
  • Executive level business and financial acumen, strong team leadership skills and knowledge of all products and services. They should be an expert in âgetting things doneâ within the Company and possess strong negotiation skills, critical thinking, and problem-solving skills. Experience working with third party distribution organizations

Apply Now

* 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.



The base pay for this position is $125,300.00 â $250,700.00. In specific locations, the pay range may vary from the range posted.