Key Account Manager, Infectious Disease - Central & Southern Ohio

Key Account Manager

Abbott Rapid and Molecular Diagnostics (RMDx) Infectious Disease (ID) is seeking a highly motivated, technically proficient Key Account Manager with strong business acumen and selling skills to oversee and grow our presence in the Central & Southern Ohio territory.

This is more than a sales position; it is a chance to make a real impact in healthcare by delivering cutting edge diagnostic solutions where they matter most. This role is ideal for professionals with a solid background in clinical diagnostics and a deep understanding of hospital networks, including Laboratory, ED, Clinic, Physician Office Lab and Urgent Care settings.

As a Key Account Manager, you will be instrumental in accelerating growth, expanding market share, and driving revenue across key accounts. You will be at the forefront of innovation, helping healthcare providers make faster, smarter decisions that improve patient outcomes. Leveraging your technical expertise and consultative selling skills, you'll influence purchasing decisions and deliver tailored diagnostic solutions. You will serve as the primary contact for account management, focused on improving profitability, increasing customer loyalty, and securing contract renewals and new business. You will be responsible for an annual target and goal achievement within the following product lines: ID NOW PLATFORM (Influenza, Covid-19, RSV, Strep A), BinaxNOW COVID-19/Flu A&B Combo, DETERMINE HIV-1/2, BinaxNOW Streptococcus pneumoniae & Legionella, BinaxNOW Malaria, Clearview hCG, Clearview PBP2a SA.

Customer Relationship & Retention

• Act as a strategic partner to established customers by providing consistent and insightful guidance tailored to their needs
• Build and maintain strong relationships through proactive collaboration and understanding of customer objectives
• Conduct regular customer business reviews and proactively resolve issues to enhance satisfaction
• Gathers insight from multiple sources to understand stakeholder priorities and challenges
• Collaborate with Sales Development Manager ID, Health System Executive, Distribution Field Managers, and Regional Business Analyst to secure early renewals and mitigate competitive threats
• You will be the trusted advisor customers turn to, building loyalty through expertise, empathy and results

Account Management & Growth

• Develop and execute strategic account plans focused on value expansion and profitability
• Identify and implement operational improvements to drive customer success
• Use sales metrics and standardized tools to document the sales process and influence purchasing decisions
• Build and maintain strong competitive product knowledge
• Ownership of sales funnel (SFDC) and account analysis (PowerBI) to ensure clear roadmap for growth and sustainment
• Must exhibit strong analytical skills and use of Microsoft Platform for account analysis and internal communication and planning
• Responsible for contract negotiation, pricing, proposal, bid preparation, customer service and follow up
• Assist in implementation of new customers and develop plan for retention
• Optimize reagent utilization and expand product adoption
• Forecasts future needs based on market, regulatory, or environmental trends
• Plan, coordinate and manage the sales performance of third-party distributor sales force(s) in the assigned territory. Train and develop these sales force(s) to establish and maintain the ability to effectively represent Abbott's products in the marketplace
• Support distribution partners in the sale of products, including training, sales meetings, technical expertise, and marketing support of the Abbott product lines and distributor private branded products

Cross-Functional Collaboration

• Partner with Sales, Marketing, Technical Service, Finance, Contract and Pricing to deliver a cohesive customer experience
• Provide regular sales reports, forecasts and communication with sales leaders
• Participate in standardized weekly communication cadence with manager which includes providing field insights, coaching, strategy and problem solving
• Escalate and resolve customer challenges in collaboration with local teams
• Protect and grow the existing customer base with annual growth expectations
• Complies with US Food and Drug Administration (FDA) regulations, other regulatory requirements, company policies, operating procedures, processes and task assignments. Responsible for exhibiting professional behavior with both internal and external business associates that reflects positively on Abbott and is consistent with Abbott's policies and procedures
• Collaboration is essential, you will be part of a high performing team that's united by purpose and driven by results.

Required Qualifications

• Bachelor's degree
• 4+ years relevant experience
• Deep understanding of laboratory and point-of-care settings, health system operations, and health economics
• Willingness to travel within the assigned territory (4 days/week, up to ~35% overnight travel)

Preferred Qualifications

• Bachelor's degree in business, health care, or life science
• Proven track record in sales/account management, ideally within the diagnostics space
• Experience working with distribution partners
• Strong financial acumen and ability to analyze healthcare market data
• Demonstrated individual contributor experience including problem solving, complex selling, planning and execution.
• Excellent interpersonal skills and documented success in team selling environment with the ability to effectively communicate at multiple levels of the organization
• Experience with complex contracting and negotiation
• If you are a strategic thinker with a passion for healthcare innovation and a track record of exceeding goals, this is a great role for you.