Abbott Enterprise Account Manager (Boston) in Boston, Massachusetts
At Abbott, we're committed to helping people live their best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 99,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.
Enterprise Account Manager
This position sells the entire Abbott Diagnostics Division (ADD) product line to large, complex strategic named accounts and/or strategic named prospect accounts. This role is the guardian of the strategic customer relationship and is focused on retention, penetration and net new customer selling. This position reports to the Northeast Acquisitions Sales Manager and will help build the Enterprise Organization designed to address special requirements of large, complex accounts, achieve a competitive advantage and create future growth. 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. Primary responsibilities include:
Establishing and building senior level relationships and leveraging them in driving new profitable sales and protecting base business
Understanding and assessing customers’ business objectives, strategies and therefore, requirements
Identifying innovative solutions to meet account needs
The role will better leverage the full portfolio of ADD’s products and services to create unique customer value to ADD’s largest, highest revenue/profit potential and most important customer accounts.
The incumbent has 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.
Leading an internal ‘selling team’ (territory sales representative, specialists, others) to maximize growth
Overall account management including detailed account planning and sales forecasting
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 account.
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 proposition 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, 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.
Because the customers are highly complex organizations, successful closing of new business requires having an internal selling team of local sales representatives and managers, product specialists for each line of business (Immunoassay, Clinical Chemistry, Hematology, Informatics, Automation, Services), workflow experts and others as well as a separate team to implement the solution.
The individual will solicit leads for new business development.
S/he will manage 7 to 10 single tier accounts (80-150 hospital/Lab 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 minimum of 2X that in new business opportunity.
The accounts can be located either in one state or multiple states.
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.
Impact of actions will be measured on a quarterly and annual basis and will be reflected in merit increases, compensation plans and annual performance reviews.
Bachelor degree in business, life sciences, engineering or related technical discipline.
3 years of experience developing and selling customized solutions to senior level/c-suite executives in healthcare institutions.
2 years of experience leading cross-commercial initiatives
Demonstrated effectiveness using Microsoft Office and Internet based applications.
5 years of experience understanding performance metrics in Hospital or Laboratory settings and recommending solutions accordingly.
An Equal Opportunity Employer
Abbot welcomes and encourages diversity in our workforce.
We provide reasonable accommodation to qualified individuals with disabilities.
To request accommodation, please call 224-667-4913 or email email@example.com