Enterprise Account Manager – Core Diagnostics

Role Overview

• 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 accounts.
• Experience in managing & negotiating E2E complex, multi-level, multi-stakeholder solution selling processes.
• 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 propositions 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, and 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.
• 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.
• Manage a diverse portfolio of multi-location accounts, overseeing a significant existing business and driving annual growth through strategic customer acquisition and expansion initiatives.
• Responsible for the P&L for each customer as well as developing the profitable growth that is needed to achieve LRP commitments.

Requirements

• Bachelor’s degree
• 5+ years of experience as a consultative partner/seller managing B2B businesses with proof of working with executives and C-suites in the healthcare, informatics, communications, technology or consultancy industry.
• Has led complex enterprise deals led by self of $1 MM+.
• 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 them into a winning solution.
• Has acquired a few healthcare, technology or consultancy-related qualifications and credentials and has built a professional identity.
• Can advise and consult a client.
• 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 interpersonal 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.

Benefits

• Career development with an international company where you can grow the career you dream of.
• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• An excellent retirement savings plan with a high employer contribution.
• Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit
• an affordable and convenient path to getting a bachelor’s degree.
• A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.