Enterprise Account Manager

Enterprise Account Manager

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 115,000 colleagues serve people in more than 160 countries.

Abbott Molecular is a leader in molecular diagnostics and the analysis of DNA, RNA, and proteins at the molecular level. We realize the potential of personalized care as the laboratory's most trusted and preferred source for molecular diagnostic solutions. We are a division of Abbott Laboratories, a global, diversified healthcare innovator with a legacy of pioneering work in medical diagnostics.

An exciting opportunity exists for an experienced senior commercial professional, looking for success-based career progression, to join our Molecular Diagnostics division as an Enterprise Account Manager.

Reporting to the Area Commercial Director, you will be responsible for forging deep and trusted relationships with our largest customers at the most senior levels. By leading a targeted team, you will gain an understanding of our customers' key business and network needs and challenges and then create & provide solutions to enhance their operations to ultimately deliver measurably better performance. Through your customer and team interactions, you will demonstrate your brand as a trusted advisor, who develops insights and creates value.

Armed with a strong commercial background in technology, healthcare, or business consultation services markets, you will work in a consultative style to uncover opportunities for us to expand our partnerships and grow the Molecular Diagnostics business. Your success will be the result high-level business relationships, strategy development and execution of aligned tactics that create measurable value for our customers. Ultimately, your drive to succeed will open doors to a rewarding career at Abbott.

This is a high paced role where you will be empowered and rewarded to drive and create value for our key customers. In this pivotal role your key responsibilities would include but not be limited to:

• Establishing and building key stakeholder relationships inside and outside the customers' laboratory, their wider health system, and leverage them to drive growth.
• Providing end to end diagnostics solutions to large, complex enterprise accounts with a focus on retention, penetration, and growth to generate profitable and sustainable activity that exceeds customers' expectations.
• Leading an internal cross-functional team to execute a strategic account plan for each enterprise customer; coordinating activities across entire customer & healthcare network to maximize growth and customer outcomes.
• Responsible for overall strategic account management planning, including uncovering a large complex organization's long-term strategic plan and converting this to a winning solution for the customer; oversee detailed account planning and sales forecasting; negotiate contracts and all pricing resulting in long-term commitments.
• Providing organizational leadership, commercial development of teams and individuals through coaching and mentoring.

Required Qualifications:

• Bachelor's Degree is required.
• 3-5+ years' experience in enterprise account sales in the Diagnostics or Medical Device industry is required.
• Cross-functional team leadership experience is required.
• Ability to travel 70% domestically.
• A powerful customer communicator at senior levels, able to develop customer business cases and value propositions.
• Proven track record in delivering revenue targets in a complex, solution selling environment, preferably with major accounts.
• Experience in setting budgets and forecasting is essential.
• Experience in negotiating directly with all levels of customer management including CEO, CFO, Procurement & Department Managers.
• A successful record of operating at a senior level in a commercial organization & strong team approach.

Preferred Qualifications:

• Bachelor's degree in business, life sciences, engineering or related technical discipline is preferred while a post-graduate MBA or equivalent will be highly regarded.
• Ability to examine business environment and develop/execute in response to market opportunities.
• Strong internal and external networking skills.
• Excellent presentation and demonstration skills.
• Strong personal skills to develop and enhance long-term relationships.
• Advanced analytical and communication skills.
• Able to manage multiple tasks and have excellent organizational skills.
• Strong computer skills.
• Broad knowledge of general laboratory practices.
• Established knowledge of healthcare, or technology or management consultation markets is preferred.

The base pay for this position is $99,300.00 – $198,700.00. In specific locations, the pay range may vary from the range posted.