JOB DESCRIPTION:The Opportunity The
Enterprise Account Manager is part of our
Toxicology Division at Abbott. This position will support one large strategic customer with our entire Abbott US Workplace Services product line.
The 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 requirements, identifying innovative solutions to meet account needs, and overall account management including detailed account planning and sales forecasting.
This is a field-based sales position that requires candidates to reside in the
Nashville, TN area. The role involves up to 50% travel, including customer visits and other business-related travel.
What You'll Work On - 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.
- 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 accounts.
- Experience in managing & negotiating B2B complex, multi-level, multi-stakeholder solution selling processes.
- 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 propositions 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, and 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.
- Coordinates all appropriate Abbott resources to execute the strategic account plan including assigning roles, expectations, responsibilities, and timelines, engages members of the team through ongoing communication, tactical planning, and execution.
- Acts as an internal advocate for the customer, cultivates Abbott internal relationships and leverages to drive business objectives.
- 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.
- Responsible for the P&L for each customer as well as developing the profitable growth that is needed to achieve LRP commitments.
Education and Experience - Bachelor's degree
- 7+ years of experience as a consultative partner/seller managing B2B businesses with proof of working with executives and C-suites in healthcare. Has led complex enterprise deals led by self of $1 MM+.
- Proven ability to build long-term strategic and senior-level relationships and demonstrated capability to uncover a large complex organization's strategic long-term plan and short-term tactics and translate them into a winning solution.
- Proven success as an expert in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer.
- Executive-level business and financial acumen, strong team leadership skills, and knowledge of all products and services. They should be an expert in 'getting things done' within the company and possess strong negotiation skills, critical thinking, and problem-solving skills.
- Strong internal and external networking skills with robust interpersonal skills that will develop and enhance long-term relationships.
- Advanced degree, such as MBA a plus
Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.abbottbenefits.com
The base pay for this position is $113,300.00 - $226,700.00
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:Sales Force
DIVISION:TOX ARDx Toxicology
LOCATION:United States of America : Remote
ADDITIONAL LOCATIONS:WORK SHIFT:Standard
TRAVEL:Yes, 50 % of the Time
MEDICAL SURVEILLANCE:No
SIGNIFICANT WORK ACTIVITIES:Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Keyboard use (greater or equal to 50% of the workday)
