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Strategic Account Executive

2 months ago

Salt Lake, Utah, United States Abbott Full time

The Opportunity

This role operates remotely within the Diagnostics Division of Abbott.

We are committed to enhancing informed medical and economic decision-making, transforming how individuals manage their health throughout their lives. Daily, over 10 million tests are conducted on Abbott's diagnostic instruments, delivering critical lab results to countless individuals.

What You'll Work On

This position is responsible for marketing the complete product line of Abbott's Core Laboratory Diagnostics Division to large, intricate strategic named accounts and/or potential strategic named accounts. The focus will be on fostering strategic customer relationships, ensuring retention, increasing penetration, and generating new customer sales.

Key responsibilities include:

  • Cultivating and establishing senior-level relationships to drive profitable sales and safeguard existing business.
  • Analyzing and understanding the strategic account's business landscape, including their goals, objectives, strategies, and competitive environment.
  • Recognizing industry trends and evolving market regulations and assessing their impact on strategic accounts.
  • Maintaining comprehensive knowledge of customer decision-makers and influencers, nurturing customer relationships to facilitate new sales and protect existing business.
  • Identifying and acting on opportunities to present tailored Abbott value propositions that encourage positive outcomes.
  • Analyzing key financial performance indicators for strategic accounts and understanding how Abbott's solutions can influence targeted financial goals. Negotiating contracts that lead to long-term commitments.
  • Providing leadership and guidance for all Abbott interactions with strategic accounts, acting as a trusted advisor to the client.
  • Integrating insights from ongoing business analysis into a multi-year strategic plan and leading an internal team to develop actionable account strategies with short-term tactics for achieving desired outcomes.
  • Coordinating Abbott resources to implement the strategic account plan, including defining roles, expectations, responsibilities, and timelines, while ensuring effective communication and tactical execution.
  • Advocating for the customer internally, building Abbott's internal relationships to drive business objectives.
  • The incumbent will have direct sales responsibilities targeting senior executives, establishing long-term relationships that are essential for driving new business and maintaining existing accounts.
  • Managing 7 to 10 single-tier accounts (hospital/lab entities) with multiple locations, overseeing annual revenues of approximately $4 to $8 million, with a minimum of double that in new business potential.
  • The incumbent will also be accountable for the P&L for each customer and will work towards achieving profitable growth aligned with long-range planning commitments.

Required Qualifications

  • A bachelor's degree is required.
  • A minimum of 5 years of proven sales experience at the executive level, selling a broad and complex product line.
  • Demonstrated ability to cultivate long-term strategic relationships and effectively translate a large organization's strategic plans into successful solutions.
  • Proven expertise in value-based, solution selling, with the ability to collaborate in cross-functional teams to achieve defined objectives that benefit both the company and the customer.
  • Strong communication skills, public speaking ability, and adaptability to rapidly changing environments are essential.
  • Executive-level business and financial acumen, along with strong team leadership skills and comprehensive knowledge of all products and services. Must excel in internal collaboration and possess strong negotiation, critical thinking, and problem-solving skills.
  • Strong internal and external networking capabilities with robust interpersonal skills to foster long-term relationships.
  • Willingness to travel up to 50% within the assigned territory and other locations as needed for training and business support.

Preferred Qualifications

  • A bachelor's degree in business, life sciences, engineering, or a related technical field.
  • Over 7 years of experience in developing and selling customized solutions to senior-level/C-suite executives in healthcare settings.
  • More than 7 years of experience in understanding performance metrics in hospital or laboratory environments and recommending appropriate solutions.
  • Familiarity with the diagnostics industry.