Enterprise Account Manager - Gulf South

Abbott-posted 3 days ago
Full-time • Mid Level
Remote • New Orleans, LA
5,001-10,000 employees
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Abbott Point of Care is a global leader in providing critical medical diagnostic and data management products for rapid blood analysis that are intuitive, reliable, and cost-effective. Our i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making. The i-STAT System has the industry’s most comprehensive menu of tests in a single, with-patient platform, including tests for blood gases, electrolytes, chemistries, coagulation, hematology, glucose, and cardiac markers. The Enterprise Account Manager - South is responsible for selling Abbott Point of Care (APOC) products to large, regional strategic Integrated Delivery Networks (IDNs). Territory includes S.TX (Houston to San Antonio)/LA/AL/MS and AR. This role involves developing and managing strategic customer relationships to retain and expand the APOC portfolio. The EAM sets and executes effective account strategies, leveraging the full scope of APOC commercial team resources. They drive profitable revenue growth within assigned Accounts by understanding customer needs and market dynamics, positioning company solutions effectively, and delivering solutions that improve customer outcomes and Abbott’s business results.

  • Achieving sales goals and maintaining the sales budget.
  • Establishing and building senior-level relationships within assigned accounts.
  • Understanding customer decision-makers and influencers to drive profitable sales and protect base-business.
  • Identify innovative strategic solutions for the commercial team.
  • Providing accurate and timely forecasting to senior leadership.
  • Collaborating across APOC US Commercial functions to ensure commercial goal achievement.
  • Planning, coordinating, and managing the activities of the broader commercial team (sales, marketing, finance, etc.).
  • Identify sales opportunities and effectively represent the company and its products.
  • Working with the leadership team to assign roles, expectations, responsibilities, and timelines.
  • Acting as an internal advocate for the customer and leveraging internal relationships to drive business objectives.
  • Handling contract negotiation, pricing, proposal/bid preparation, customer service, and follow-up.
  • Assisting in the formulation of strategic sales plans and tactics, including annual territory/regional plans and sales forecasting.
  • Monitoring market, customer, and competitor trends and advising management on improving company competitiveness.
  • Working closely with APOC US Marketing to identify new opportunities and develop marketing plans and programs.
  • Providing regular sales reports, forecasts, and communication with sales and marketing management.
  • Bachelor's degree in sales, marketing, business management or related coursework.
  • 7+ years of relevant work experience, of which 1-3 years should be sales experience selling to executive level decision-makers.
  • Experience in laboratory / Point of Care product sales, Medical Device or diagnostics industry.
  • Extensive Contracting Experience
  • Demonstrated “leading without authority” experience including problem solving, conflict resolution, complex selling, and planning and execution in a Matrix organization.
  • Ability to build long term strategic and senior level relationships and demonstrate capability to uncover a large, complex organization’s long-term strategic 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.
  • Possess strong negotiation skills, critical thinking, and problem-solving skills.
  • Must have strong internal and external networking skills with robust interpersonal skills that will develop and enhance long term relationships.
  • Documented sales success
  • Availability to travel at least 60%.
  • 3+ years of Enterprise Account and IDN sales experience.
  • MBA
  • Career development with an international company where you can grow the career you dream of.
  • 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.
  • A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune.
  • A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.
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