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Enterprise Account Manager

3 months ago

Salt Lake City, United States Abbott Full time

The Opportunity

This position works out remote in the Diagnostics Division. 

We’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.

What You’ll Work On

This position sells the entire Abbott Core Laboratory Diagnostics Division product line to large, complex strategic named accounts and/or strategic named prospect accounts. This role will focus on the strategic customer relationship, retention, penetration and net new customer selling.

Primary responsibilities include 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 requirements, identifying innovative solutions to meet account needs and overall account management including detailed account planning and sales forecasting.

Responsible for driving profitable revenue and closing opportunities within strategic named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott, ensures all commitments are met. Investigates and understands the strategic account and their business environment including goals, objectives, strategies and competitive situation. Identifies industry trends and changing market regulations and understands impact on strategic account. Maintains a detailed understanding of customer decision makers and influencers, builds and preserves customer relationships to leverage in driving new sales and protecting base business. Identifies opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott value proposition resulting in positive action. Understands, analyzes and accurately interprets key financial performance indicators for strategic accounts and how Abbott’s solutions will impact targeted financial objectives. Negotiates contracts resulting in long-term commitments. Provides leadership and direction regarding all Abbott interactions with strategic accounts, acts as a trusted advisor to the customer. Integrates information from ongoing business analysis and assessment into a multi-year plan and leads through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results. Coordinates all appropriate Abbott resources to execute the strategic account plan including assigning roles, expectations, responsibilities and timelines, engages members of the team through ongoing communication, tactical planning and execution. Acts as an internal advocate for the customer, cultivates Abbott internal relationships and leverages to drive business objectives. The incumbent has direct sales responsibility selling to the ‘C Suite’ or senior executives establishing long term relationships that must be leveraged to drive new and protect existing business. S/he will manage 7 to 10 single tier accounts (80-150 hospital/Lab entities) consisting of multiple locations (up to 15) for a single large account or large complex accounts and is responsible for annual revenues of ~$4 to $8 million with minimum of 2X that in new business opportunity. The incumbent will be responsible for the P&L for each customer as well as developing the profitable growth that is needed to achieve LRP commitments.

Required Qualifications

Bachelor’s degree required. Proven sales experience at executive level selling broad and complex product line for a minimum of 5 years is required. 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. 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. 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. Ability to travel up to 50% in assigned territory and other locations in the US to attend training and support business needs.

Preferred Qualification

Bachelor’s degree in business, life sciences, engineering or related technical discipline. 7+ years of experience developing and selling customized solutions to senior level/C-suite executives in healthcare institutions. 7+ years of experience understanding performance metrics in Hospital or Laboratory settings and recommending solutions accordingly. Understanding of diagnostics industry.

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