Enterprise Account Manager, Diagnostics - Southern California

Abbott • Los Angeles, CA

2d • Remote

About The Position

The Enterprise Account Manager works remotely within the Core Diagnostics Division. This position sells the entire Abbott Core Laboratory Diagnostics Division product line to large, complex strategic named accounts and strategic named prospect accounts. This role will focus on the strategic customer relationship, retention, penetration, and net new customer selling. The incumbent has 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. They will manage 7 to 10 single-tier accounts (80-150 hospital/Lab entities) consisting of multiple locations (up to 15) for a single large account or large complex accounts and is responsible for annual revenues of ~$4 to $8 million with a minimum of 2X that in new business opportunity. 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.

Requirements

• Bachelor’s degree required.
• 3-5 years of experience as a consultative partner/seller managing B2B businesses with proof of working with executives and C-suites in the healthcare, informatics, communications, technology or consultancy industry.
• 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.
• Has acquired a few healthcare, technology or consultancy-related qualifications and credentials and has built a professional identity.
• Can advise and consult a client.
• 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.
• 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 interpersonal skills that will develop and enhance long-term relationships.

Nice To Haves

• Advanced degree (MBA) in business, life sciences, engineering or related technical discipline.
• 5-7+ years of experience developing and selling customized solutions to senior level/C-suite executives in healthcare institutions.
• 7+ years of experience understanding performance metrics in Hospital or Laboratory settings and recommending solutions accordingly.
• Understanding of the diagnostics industry.

Responsibilities

• 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.
• 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 E2E 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.

Benefits

• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• An excellent retirement savings plan with a high employer contribution.
• Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior