Abbott

Government Enterprise Account Manager, Molecular Diagnostics - West Region

Abbott • $99K — $198K *
US-AnywhereRemote in United States
Education, Government & Non-Profit
5 - 7 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • Bachelor's degree required; advanced degree preferred in business, life sciences, or engineering.
  • 7-10 years of relevant experience in sales and strategic account management.
  • Proven sales experience at the executive level with complex product lines.
  • Expertise in value-based, solution selling and cross-functional teamwork.
  • Strong communication skills, adaptable to changing environments.

Responsibilities

  • Lead account management for high-value government accounts, ensuring sales process closure.
  • Drive revenue growth and profitability through innovative partnerships and compliance.
  • Build and maintain senior-level relationships to protect and grow existing business.
  • Analyze customer needs and market trends to develop tailored solutions.
  • Coordinate cross-functional teams to execute strategic account plans.

Benefits

  • Comprehensive health and wellness benefits for employees and their families.
  • Opportunities for professional development and career advancement.
  • Flexible work environment with remote options.
  • Supportive company culture focused on employee well-being.
Full Job Description
JOB DESCRIPTION:

The Opportunity

We're empowering smarter medical and economic decision-making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott's diagnostics instruments, providing lab results for millions of people.

The Government Enterprise Account Manager is responsible for leading efforts to launch and further develop the US Government Enterprise structure for Abbott Molecular Diagnostics products. This role is the guardian of the federal government strategic customer relationship and is focused on generation of net new customer selling and retention of existing contractual customer relationships.

What You'll Do
  • Responsible for dynamic account control to targeted strategic accounts with significant, high-value, high-impact projects and for the coordination of the entire sales process to closure for all Abbott Molecular Diagnostic products.
  • The key outcomes and success factors are achieving incremental revenue, growing profitability (Margin $), driving innovation partnerships across the business units, and ensuring contracting is done in a compliant and high integrity manner.
  • Leads cross-functional resources including matrix sales, marketing, training, commercial operations, strategic pricing, and contracting.
  • Primary responsibilities include establishing and building senior level relationships and leveraging them in driving new profitable sales and protecting base business at the agency, regional, and healthcare facility levels.
  • 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.
  • 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 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.
  • 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.
  • Design, develop and launch US Government Enterprise Strategy for targeted Government Segments to include the VA HealthCare System, Department of Defense, Indian Health, and Public Health Laboratories.
  • Create US support infrastructure to help grow and develop the Enterprise strategy.
  • Drive profitable growth by taking a customer focused approach in working with the USO to create and implement the Government Enterprise Financial and Strategic Business Plans.
  • Lead cross-divisional efforts to improve MDx and Abbott's overall success in the practice of Government Enterprise Account Management.
  • Achieve or exceed the US Government Enterprise annual financial plans and ROI objectives.
  • Provides leadership and coordination of US Government Enterprise resources to develop and implement business plans, practices, and relationships with customers.
  • Develop internal and external relations and leverage those relationships to optimize issue resolution.
  • FSS Contract responsibility and Sales Strategy integration
  • Strategic Planning (customer insights, external competitive trends)
  • Marketing: Go-to-Market Strategy (Account Selection, Segmentation, & Portfolio), Communications, Customer Satisfaction, E-commerce, National/Regional Account Programs, New Strategic Account Management, Technology: CRM, SFA, Communication Tools, Value Creation/Innovation.
  • Business Performance / financial management (plan-forecast)
  • Sales: Account Planning, Critical Success Factors for Strategic Government Accounts, Finance/C&P: Contracts & Agreements, Financial Analysis.
  • 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.


Key Success Factors
  • Broad federal healthcare knowledge, to include factors influencing hospital/health system (i.e., government regulations; consolidation, key opinion leaders and associations; advocacy groups). Federal contracting vehicles, BPA, IDIQ, FSS, eCAT, along with extensive government solicitation and contracting experience.
  • Interpersonal skill and savvy to effectively work with C- suite level and coordinate internal resources to effectively create personalized solutions that meet decision maker's expectations.
  • Highly skilled negotiator capable of running possible scenarios that address key elements for closing desired deals.
  • Results oriented; anticipate where sales shortfalls might be and implements contingency plans to close the gap.


Territory
  • The territory covers West Region of the United States
  • Easy access to major metropolitan airport
  • Relocation assistance is not authorized for this position.
  • Willingness to travel 75%, will include overnights


Required Qualifications
  • Bachelor's degree
  • 7-10 years of relevant experience
  • Proven sales experience at executive level selling broad and complex product line.
  • 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 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.
  • Ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must.


Preferred Qualifications
  • Bachelor's degree in business, life sciences, engineering, or related technical discipline.
  • 7+ years' experience in sales, strategic account leadership experience, and federal government contracts management.
  • 5+ years of experience developing and selling customized solutions to senior level/C-suite executives in healthcare institutions.
  • 5+ years of experience understanding performance metrics in Hospital or Laboratory settings and recommending solutions accordingly.
  • Ability to examine business environment and develop/execute in response to market opportunities
  • Cross-functional team leadership experience required without direct reports.
  • Advanced analytical, communication, and critical thinking skills.
  • Proven sales management experience is a plus
  • Additionally, ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must.
  • The candidate must have 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.
  • Additionally, must have strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.


Apply Now

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: https://abbottbenefits.com/

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life.

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.

JOB FAMILY:
Sales Force

DIVISION:
AMD Molecular

LOCATION:
United States of America : Remote

ADDITIONAL LOCATIONS:

WORK SHIFT:
Standard

TRAVEL:
Yes, 75 % 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), Driving a personal auto or company car or truck, or a powered piece of material handling equipment, Keyboard use (greater or equal to 50% of the workday)

About Abbott

Abbott Careers

Joining Abbott means becoming part of a globally diverse team dedicated to making a lasting impact on human health. As a leader in healthcare innovation, Abbott provides a dynamic workplace where careers flourish through growth, leadership, and diversity training.

Opportunities at Abbott

Explore a world of opportunities with our team. Whether you're seeking job opportunities in engineering, marketing, research, or healthcare, Abbott offers a variety of positions that allow professionals to grow their careers. Our commitment to diversity and innovation is evident in every aspect of our work, fostering an inclusive culture that values each team member's contribution.

Work You'll Do

At Abbott, every role contributes to our mission of helping people live fuller lives through better health. From groundbreaking research in medical devices to advancements in pharmaceuticals, our team is at the forefront of healthcare innovation. By joining Abbott, you are not just accepting a job; you are embarking on a path of professional and personal growth.

Internship Programs

Kickstart your career with an Abbott internship. Our programs provide invaluable industry experience and a chance to develop essential skills in a real-world setting. Interns at Abbott work on projects that matter, gaining the experience and knowledge necessary to succeed in their future careers.

Professional Development

Abbott is dedicated to the continuous professional development of its employees. With access to cutting-edge technology, leadership programs, and diversity training, our team members are equipped to lead and innovate within the healthcare industry. We support your career journey with robust training programs, mentorship, and opportunities for networking and professional growth.

Benefits and Culture

Our employees enjoy comprehensive benefits designed to support their life and well-being. From health insurance to retirement plans, we ensure our team has everything they need to thrive. Abbott's culture is built on a foundation of respect and integrity, united by a shared commitment to improving health outcomes.

Join Our Team

Discover the impact you can make with a career at Abbott. We are hiring individuals who are passionate, curious, and driven to lead. Search open positions that match your skills and interests on our Jobs page. Prepare your resume, sharpen your interview skills, and get ready to join a team that's at the cutting edge of healthcare solutions.

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Explore Abbott

With a commitment to improving life through innovation, leadership, and diversity, Abbott is a place where you can fulfill your potential. See what exciting and rewarding opportunities await at Abbott by exploring our career opportunities today.

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Join us in our mission to make the world a healthier place through innovation, leadership, and diversity. Your journey to a fulfilling career at Abbott starts here.
Learn more about Abbott
Size
113,000 employees
Market Cap
$189 billion
Industry
Healthcare
Net Income
$4.4 billion
Founded
1944
5 Year Trend
+15.6%
Revenue
$34.6 billion
NASDAQ
ABT
* Ladders Estimates

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