Enterprise Account Manager (CardioMetabolic) West Region (covers AZ, CA, OR, WA, and NV)
Location: Abbott Park, Illinois
Internal Number: ABLAUS31003460ENUSEXTERNAL
Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals, and branded generic medicines. Our 109,000 colleagues serve people in more than 160 countries.
Abbott Rapid Diagnostics is part of Abbott's Diagnostics family of businesses, bringing together exceptional teams of experts and industry-leading technologies to support diagnostic testing which provides important information for the treatment and management of diseases and other conditions.
The position of Enterprise Account Manager is within our Cardiometabolic and Informatics Business Unit (CM&IBU). The Enterprise Account Manager will be responsible for achieving Integrated Delivery Network, Healthcare System, and Wellness sales goals for an assigned regional territory within the Cardiometabolic sales organization.
This position reports to the Director, IDN & Wellness. In this key role, the SBE will be responsible for developing and owning relationships with key stakeholders in IDN/health system, wellness market, and other large, complex strategic accounts within the assigned territory, implementing business strategies, protecting base business, and identifying new revenue opportunities to achieve stated sales and profitability goals with assistance from the greater Cardiometabolic commercial team.
The geography is AZ, CA, OR, WA, and NV. Based from Los Angeles, Las Vegas, Phoenix, San Diego, or San Francisco is preferred. Estimated 75% travel.
WHAT YOU'LL DO
Own and achieve Cardiometabolic Abbott Rapid Diagnostics sales goals, Afinion and LDX sales goals, and assigned MBOs.
Identify key influencers and decision-makers within target accounts and establish executive/corporate-level relationships to drive system standardization. Accounts may include:
IDN/health systems (large, enterprise-wide sales)
Corporate and hospital wellness groups (national wellness screeners, pharmacies, corporate onsite and mobile clinic providers with wellness programs)
Large Physician office and urgent Care groups (10+ offices)
Investigate and understand target account and their business environment including goals, objectives, strategies, and competitive situation
Identify industry trends and changing market regulations and understands the impact on accounts. Maintain a detailed understanding of customer decision-makers and influencers, builds and preserves customer relationships to leverage in driving new sales and protecting base business
Identify opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott value proposition resulting in positive action. Understand, analyze and accurately interpret key financial performance indicators for strategic accounts and how Abbott's solutions will impact targeted financial objectives
Provide leadership and direction regarding all Abbott interactions with target accounts, acts as a trusted advisor to the customer
Lead an internal 'selling team' (account executives, regional directors, marketing managers, others) to accelerate the sales process and maximize growth within target accounts.
Navigate and know the distribution landscape to drive sales
Coordinate all appropriate Abbott resources to execute strategic account plan including assigning roles, expectations, responsibilities, and timelines, engaging members of the team through ongoing communication, tactical planning, and execution.
Utilize regimented process and metrics to drive complex sales
Provide a common language for sales efforts
Identify best opportunities for success and qualify potential targets
Provide a roadmap to success optimizing time to close in target accounts
Document progress and sales cycle
Identify common sources of delay and failure
Negotiate and secure long-term, system-level contractual agreements that maximize revenue and profitability for Cardiometabolic products.
Conduct quarterly business reviews with key IDN/health system and wellness program accounts to ensure compliance to contractual commitments, seek opportunities to expand Cardiometabolic business within each account, and ensure long-term working relationships.
Identify innovative solutions to meet account needs, including working with personnel from other Abbott Rapid Diagnostic business units and other Abbott divisions to provide a portfolio of Abbott products and services and establish standard system-wide contractual terms and conditions at each major account as appropriate.
Manage account overall, including conducting detailed account planning and sales forecasting.
Demonstrate commitment to the development, implementation, and effectiveness of Abbott Quality Management System per ISO, FDA, and other regulatory agencies.
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; build productive internal/external working relationships
Carries out duties in compliance with established business policies
Other duties as assigned, according to the changing needs of the business
EDUCATION AND EXPERIENCE YOU'LL BRING
BA/BS in sales, marketing, or business management
7+ years of relevant work experience, of which 1-3 years should be sales experience selling to healthcare industry executive-level decision-makers
2-5 years of complex selling and negotiation experience
Travel is estimated to be 75% and must live within the designated region and proximity to a major airport
Additional training in laboratory product sales and the diagnostics industry
Established relationships and experience within major IDNs/health systems
Sales experience within point-of-care (POC) diagnostic or related field
Capital selling and distribution experience
Ability to form and develop long-term strategic interpersonal, professional senior-level relationships
Strong persuasion/personal influence and networking skills
Ability to influence and manage without direct authority.
Demonstrated initiative, critical thinking, and problem-solving skills
Executive-level business and financial acumen with strong negotiation skills
WHAT WE OFFER
At Abbott, you can have a good job that can grow into a great career. We offer:
Training and career development, with onboarding programs for new employees and tuition assistance
Financial security through competitive compensation, incentives, and retirement plans
Health care and well-being programs including medical, dental, vision, wellness, and occupational health programs
Paid time off
401(k) retirement savings with a generous company match
The stability of a company with a record of strong financial performance and a history of being actively involved in local communities
Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 109,000 colleagues serve people in more than 160 countries.