Enterprise Account Manager

Overview

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 114,000 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.

• 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 understand the impact on accounts. Maintain a detailed understanding of customer decision-makers and influencers, build and preserve customer relationships to leverage in driving new sales and protecting base business.
• Identify opportunities or act 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, act 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…