Abbott · 16 hours ago
Enterprise Account Manager
Dallas, TX
Full-time
Onsite
Mid, Senior Level
$113K/yr - $227K/yr
7+ years expAbbott is a global healthcare leader that helps people live more fully at all stages of life. The Enterprise Account Manager will be responsible for achieving sales goals within the Cardiometabolic sales organization, developing relationships with key stakeholders in healthcare systems and wellness markets, and identifying new revenue opportunities.
BiotechnologyEmergency MedicineGeneticsHealth CareHealth DiagnosticsManufacturingMedicalMedical DeviceNutritionPharmaceutical
Responsibilities
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
Investigate and understand target account and their business environment including goals, objectives, strategies, and competitive situation
Identify industry trends and changing market regulations and understands the impact on accounts. Maintain a detailed understanding of customer decision-makers and influencers, builds and preserves customer relationships to leverage in driving new sales and protecting base business
Identify opportunities or acts 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, acts 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 meet account needs, including working with personnel from other Abbott Rapid Diagnostic business units and other Abbott divisions to provide a portfolio of Abbott products and services and establish standard system-wide contractual terms and conditions at each major account as appropriate
Manage account overall, including conducting detailed account planning and sales forecasting
Demonstrate commitment to the development, implementation, and effectiveness of Abbott Quality Management System per ISO, FDA, and other regulatory agencies
Responsible for exhibiting professional behavior with both internal/external business associates that reflects positively on the company and is consistent with the company’s policies and practices; build productive internal/external working relationships
Carries out duties in compliance with established business policies
Qualification
Required
BA/BS in sales, marketing, or business management
7+ years of relevant work experience, of which 1-3 years should be sales experience selling to healthcare industry executive-level decision-makers
2-5 years of complex selling and negotiation experience
Travel is estimated to be 50% or more and must live within the designated region and proximity to a major airport
Preferred
Additional training in laboratory product sales and the diagnostics industry
Established relationships and experience within major IDNs/health systems
Sales experience within point-of-care (POC) diagnostic or related field
Capital selling and distribution experience
Ability to form and develop long-term strategic interpersonal, professional senior-level relationships
Benefits
Training and career development, with onboarding programs for new employees and tuition assistance
Financial security through competitive compensation, incentives, and retirement plans
Health care and well-being programs including medical, dental, vision, wellness, and occupational health programs
Paid time off
401(k) retirement savings with a generous company match
Company
Abbott
Abbott is a healthcare company that produces diagnostic kits, medical devices, nutritional products, and branded generic medicines.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
$6.79M2011-03-15Post Ipo Debt· $0.1M
2009-03-16Post Ipo Debt· $6.69M
1980-12-12IPO
Leadership Team
Robert Ford
President & Chief Executive Officer
Mike Peterson
Senior Vice President
Recent News
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