Key Account Executive, Clinical Trials

1 week ago

Durham, United States Abbott Full time

The Opportunity

The Key Account Executive, Clinical Trials is a remote field sales role in our Abbott Point of Care Division and will prospect and drive sales for assigned accounts within the clinical trials industry as well as lead thought-provoking discussions to challenge the status quo and provide innovative solutions that address our clients’ key business challenges. Key customers will include Fortune 500/1000 Accounts (pharmaceutical) who are be managed strategically, analytically sophisticated, and are national in scope.

What You’ll Work On

Responsible for managing, forecasting, attaining and exceeding identified monthly, quarterly and yearly sales volume goals.

Gain intimate knowledge of the client and challenge with innovative ideas in order to develop and close opportunities, to provide end-to-end solutions, to grow the size/duration/value of sales over time.

Prospecting of net new end users and channel partners in National accounts market to include Fortune 500/1000 companies, national research organizations and third party research providers.

Manage account and brand level forecasts. Communicate forecast rationale including consumption trends, inventory positions, new item pipeline, discontinuations, etc. Proactively call out variances to forecasts.

Interacts closely with various internal department management, including Contracting and Pricing, Global commercial operations, Finance, and Customer service. Meets and communicates effectively on a regular basis to discuss issues that have a potential impact on improving sales.

Work in coordination with external customers to develop and execute account-specific promotional plans that increase: (1) awareness, (2) trial, (3) consumption, (4) retention, (5) brand equity, and (6) ROI

Utilize syndicated data, customer sales data to provide fact based analysis and deliver short and long-term business building initiatives.

Conduct internal and external account business reviews to measure, evaluate and present sales performance; and provide quarterly future growth opportunities.

Demonstrate strong understanding of customer P&L management. Work with customer and internal teams on account financial management with solid understanding of gross margin management.

Represent Abbott as the primary point of contact for assigned accounts and interact internally and externally through cross-functional relationships on account opportunities.

Communicate pertinent information about customers to the management team and team members. Possible information includes competitive intelligence, pricing, marketing activities and opportunities/risks

Required Qualifications

Bachelors Degree business or Life Sciences or other related areas (including but not limited to biology, physiology, nutrition and/or clinical chemistry)

5+ years of experience

Extensive and creative prospecting skills in workplace/Fortune 1000/500.

Proven track record of managing a balanced pipeline of both short term and tactical opportunities and long-term strategic engagements.

Strong sales and opportunity management skills across the full sales cycle (from)lead identification to contract negotiations and closing)

Have 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.

Ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must.

Executive level business and financial acumen, strong team leadership skills and knowledge of all products and services.

Negotiation skills, critical thinking and problem solving skills.

Preferred Qualifications

Previous experience of account management of clients $5MM+ within pharmaceutical research, IDN, Diagnostics/Medical Device.

Medical / Clinical Background preferred.

Pharmaceutical or Biotech development experience is a plus\

An entrepreneurial thinker and self-starter that thrives on new and unstructured challenges.

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.

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