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Abbott · 3 months ago

Enterprise Account Manager - Core Diagnostics - GA/NC/SC

United States - South Carolina - Charleston

Full-time

Hybrid

Mid, Senior Level

$111K/yr - $223K/yr

5+ years exp

Abbott is a global healthcare leader that helps people live more fully at all stages of life. The Enterprise Account Manager will work remotely within the Core Diagnostics Division, focusing on strategic customer relationships, retention, and new customer selling within the Southeast region. The role involves establishing senior-level relationships, understanding customer objectives, and driving profitable sales through innovative solutions.

BiotechnologyEmergency MedicineGeneticsHealth CareHealth DiagnosticsManufacturingMedicalMedical DeviceNutritionPharmaceutical

Responsibilities

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

Qualification

B2B sales experienceC-suite engagementSolution sellingAccount managementHealthcare industry knowledgeFinancial acumenNegotiation skillsPublic speakingNetworking skillsTeam leadershipCritical thinkingProblem-solvingInterpersonal skills

Required

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

Preferred

Advanced degree (MBA) in business, life sciences, engineering or related technical discipline

7+ years of experience developing and selling customized solutions to senior level/C-suite 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

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.