Abbott Senior Sales Executive (OH) in Cleveland, Ohio
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.
Primary Job Function
Drive sales to targeted non-enterprise accounts to achieve revenue targets; profitable growth and gain market share
Core Job Responsibilities
Responsible for implementing and maintaining the effectiveness of the quality system. -Generate new business with targeted; non-enterprise accounts
-Support customer experience organization (Abbott Ambassadors) with high-risk and upselling renewals for non-enterprise accounts
-Design and deliver unique solutions that result in improved outcomes for customer and ADD
-Responsible for selling ADD total solutions to target; non-enterprise accounts (high-risk / upselling renewals; new business)
-Establish and build deep understanding of account needs; stakeholders and competitive situation
-Build and lead internal cross functional selling team to execute account strategies
-Analyze impact of market trends and factors on customers
-Develop strategic account plans for achieving goals including sales and margin
-Identify new business opportunities by initiating; developing or delivering unique solutions that result in improved outcomes for customer and company
-Negotiate long term contracts
-Oversee progress of cross-functional implementation team (post-sale)
-Identify new business opportunities to expand current ADD share.
Key performance metrics:
Country Sales & Margin
100% renewal rate of profitable business
40% win rate of new customers
Customer Retention Rate
Net Promoter Score -Economic profitability
Position Accountability / Scope
Serve as the primary contact with all accounts in defined territory. Provides update reports to District Manager regarding territory status; to include forecasts; proposals; and business reviews. Manage territory budget and operates efficiently within that budget. Determines execution strategy for own accounts. The Sr. Sales Executive interfaces with relevant Executives at Customers Accounts (targeted non-enterprise accounts); Regional Leads (MDs). Key linkages with the Enterprise Team; Sales Functions (Hematology; Transfusion; Lab Solutions Design); Marketing; Finance; Customer Experience.
Bachelor’s Degree Required. Position requires ability to comprehend and explain various medical conditions and laboratory testing systems and reagents to different levels of expertise including Physicians; Pathologists; Lab Managers; and medical technologists at Hospital; Reference Laboratories; Public Health Departments; Physician Laboratory facilities; and miscellaneous other medical testing facilities. Continual updating of personal knowledge of Abbott Products and competitive knowledge.
Minimum Experience / Training Required
-Extensive experience managing key accounts -Experience working with senior level stakeholders
-Ability to influence team member activities (without direct reporting relationship)
-Strong understanding of key stakeholders and customer dynamics -Strong solution selling and relationship building skills
-Superior communication skills
-Ability to identify and drive resolution of issues
-Long-term, strategic focus on account -Portfolio management skills
-Excellent product and industry knowledge
-10+ years sales or industry (medical device, hospital) experience is required, medical diagnostics experience is preferred.
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 firstname.lastname@example.org