Enterprise Account Manager – Core Lab Diagnostics
Abbott
Enterprise Account Manager, Core Lab Diagnostics
Abbott
full-time
Posted on:
Origin: • 🇺🇸 United States
Visit company websiteSalary
💰 $111,300 - $222,700 per year
Job Level
Mid-LevelSenior
About the role
- We’re empowering smarter medical and economic decision-making 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. This position sells the entire Abbott Core Laboratory Diagnostics Division product line to large, complex strategic named accounts and strategic named prospect accounts in the Northeast (NY, CT, RI, MA, VT, NH). Focus on strategic customer relationship, retention, penetration, and net new customer selling; establish and build senior-level relationships to drive new profitable sales and protect base business. Understand and assess customers’ business objectives, strategies, and requirements; identify innovative solutions to meet account needs; account management including detailed account planning and sales forecasting. Manage and negotiate E2E complex, multi-level, multi-stakeholder solution selling processes; maintain understanding of customer decision makers and influencers. Prepare and deliver account-specific Abbott value propositions; analyze key financial performance indicators and negotiate contracts resulting in long-term commitments. Provide leadership and direction regarding all Abbott interactions with strategic accounts; integrate information into a multi-year plan and lead internal teams to develop actionable account strategy. Coordinate Abbott resources to execute strategic account plan; act as an internal advocate for the customer; direct sales responsibility selling to C-suite executives; manage a diverse portfolio of multi-location accounts; responsible for P&L for each customer and developing profitable growth 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. Strong negotiation skills, critical thinking, and problem-solving skills. Strong internal and external networking skills with robust interpersonal skills. Ability to travel up to 50% in assigned territory and other locations in the US to attend training and support business needs.
