Enterprise Account Manager

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of lifechanging technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

JOB DESCRIPTION:

Enterprise Account Manager (EAM)

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self, and live a full life. You’ll also have access to:

• Career development with an international company where you can grow the career you dream of.
• Free medical coverage for employees* via the Health Investment Plan (HIP) PPO
• 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 around the world and named one of the most admired companies in the world by Fortune.
• A company recognized as one of the best big companies to work for and the best place to work for diversity, working mothers, female executives, and scientists.

• The Opportunity

  The Enterprise Account Manager works remotely within the Core Diagnostics Division and covers territories in the – Oklahoma City, Dallas, Houston, New Mexico, Santa Fe

  Ideal applicants must reside in one of the OKC, Dallas, Houston, New Mexico, and Santa Fe locations.

  We’re empowering smarter medical and economic decisionmaking to help transform how 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 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 seniorlevel 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 andor 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, multilevel, multistakeholder 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 accountspecific 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 longterm 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 multiyear plan and leads through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with shortterm 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 longterm relationships that must be leveraged to drive new and protect existing business.
  • She will manage 7 to 10 singletier accounts (80150 hospitalLab 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 a 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.
    • 35 years of experience as a consultative partnerseller managing B2B businesses with proof of working with executives and Csuites in the healthcare, informatics, communications, technology or consultancy industry. Has led complex enterprise deals led by self of $1 MM+.
    • Proven ability to build longterm strategic and seniorlevel relationships and demonstrated capability to uncover a large complex organization’s strategic longterm plan and shortterm tactics and translate them into a winning solution.
    • Has acquired a few healthcare, technology or consultancyrelated qualifications and credentials and has built a professional identity. Can advise and consult a client.
    • Proven success as an expert in all aspects of valuebased, solution selling and ability to work in crossfunctional 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.
    • Executivelevel 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 problemsolving skills.
    • Additionally, must have strong internal and external networking skills with robust interpersonal skills that will develop and enhance longterm 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

      • Advanced degree (MBA) in business, life sciences, engineering or related technical discipline.
      • 5 7+ years of experience developing and selling customized solutions to senior levelCsuite executives in healthcare institutions.
      • 7+ years of experience understanding performance metrics in Hospital or Laboratory settings and recommending solutions accordingly.
      • Understanding of the diagnostics industry.

      • * Participants who complete a short wellness assessment qualify for FREE coverage in our HIP PPO medical plan. Free coverage applies in the next calendar year.

        Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.abbottbenefits.com

        Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

        Connect with us at www.abbott.com, on Facebook at www.facebook.comAbbott and on Twitter @AbbottNews and @AbbottGlobal.

        
        
        

        The base pay for this position is

        $111,300.00 – $222,700.00

        In specific locations, the pay range may vary from the range posted.

        JOB FAMILY:

        Sales Force

        DIVISION:

        CRLB Core Lab

        LOCATION:

        United States of America : Remote

        ADDITIONAL LOCATIONS:

        WORK SHIFT:

        Standard

        TRAVEL:

        Yes, 50 % of the Time

        MEDICAL SURVEILLANCE:

        No

        SIGNIFICANT WORK ACTIVITIES:

        Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Keyboard use (greater or equal to 50% of the workday)

        Abbott is an Equal Opportunity Employer of MinoritiesWomenIndividuals with DisabilitiesProtected Veterans.

        EEO is the Law link English: http:webstorage.abbott.comcommonExternalEEO_English.pdf

        EEO is the Law link Espanol: http:webstorage.abbott.comcommonExternalEEO_Spanish.pdf