Government Enterprise Account Manager, Molecular Diagnostics - West Region

Abbott Laboratories • Lewes, DE

10d • $99,300 - $198,700

About The Position

Abbott is hiring a Government Enterprise Account Manager for its Molecular Diagnostics business. The role leads the launch and development of Abbott Molecular Diagnostics’ US Government Enterprise strategy and serves as the principal steward of strategic federal customer relationships. It focuses on generating new sales while retaining existing contractual business across government agencies, regions, and healthcare facilities.

The position manages strategic accounts and complex sales processes for Abbott Molecular Diagnostic products, with accountability for profitable revenue growth, margin, customer outcomes, compliant contracting, and each customer’s P&L. The manager develops account plans and forecasts, identifies customer and market needs, negotiates long-term agreements, and coordinates cross-functional Abbott teams to deliver tailored solutions. The role also builds government-enterprise support infrastructure and leads strategy and business-plan execution for targeted segments including the VA HealthCare System, Department of Defense, Indian Health, and Public Health Laboratories.

The territory covers the western United States. The position requires 75% travel, including overnight trips, and convenient access to a major metropolitan airport. Relocation assistance is not authorized. The listed base pay is $99,300–$198,700, with ranges potentially varying by location.

Requirements

• Bachelor’s degree.
• 7–10 years of relevant experience.
• Proven executive-level sales experience selling a broad and complex product line.
• Demonstrated ability to build long-term strategic relationships with senior leaders and uncover complex organizations’ long-term plans and short-term tactics to develop winning solutions.
• Proven expertise in value-based and solution selling, including the ability to work cross-functionally toward objectives benefiting the company and customer.
• Ability to communicate effectively, speak in public, and adapt to rapidly changing environments.
• Broad federal healthcare knowledge, including government regulations, hospital and health-system factors, key opinion leaders, associations, and advocacy groups.
• Experience with federal contracting vehicles, including BPA, IDIQ, FSS, and eCAT, and extensive government solicitation and contracting experience.
• Interpersonal skills to work effectively with C-suite leaders and coordinate internal resources to create solutions that meet decision makers’ expectations.
• Strong negotiation skills, including the ability to model scenarios and address key deal-closing elements.
• Results orientation and ability to anticipate sales shortfalls and implement contingency plans.
• Willingness to travel 75%, including overnight travel, and access to a major metropolitan airport.

Nice To Haves

• Bachelor’s degree in business, life sciences, engineering, or a related technical discipline.
• 7+ years of sales experience, strategic account leadership experience, and federal government contracts management experience.
• 5+ years of experience developing and selling customized solutions to senior-level or C-suite executives in healthcare institutions.
• 5+ years of experience interpreting performance metrics in hospital or laboratory settings and recommending solutions.
• Ability to assess the business environment and develop and execute responses to market opportunities.
• Cross-functional team leadership experience without direct reports.
• Advanced analytical, communication, and critical-thinking skills.
• Sales management experience.
• Executive-level business and financial acumen, strong team leadership skills, and knowledge of products and services.
• Strong negotiation, critical-thinking, problem-solving, networking, and interpersonal skills.

Responsibilities

• Lead efforts to launch and further develop Abbott Molecular Diagnostics’ US Government Enterprise structure and strategy.
• Manage strategic government accounts and coordinate the sales process through closure for Abbott Molecular Diagnostic products.
• Generate new customer sales, retain existing contractual relationships, and achieve incremental revenue, margin growth, and annual financial and ROI objectives.
• Build senior-level customer relationships and use them to win profitable sales and protect existing business at agency, regional, and healthcare facility levels.
• Assess customer objectives, strategies, requirements, decision makers, influencers, business environments, and competitive situations; develop account plans and sales forecasts.
• Identify customer opportunities, industry trends, and regulatory changes, and develop and present account-specific Abbott value propositions and solutions.
• Analyze account financial performance indicators and explain how Abbott solutions can support customer financial objectives; negotiate contracts and long-term commitments.
• Lead and coordinate cross-functional Abbott resources, assigning roles, responsibilities, expectations, and timelines to execute account strategies and business plans.
• Develop multi-year account plans and lead internal teams through persuasion and influence to deliver short-term tactics and desired results.
• Act as a trusted advisor to strategic customers and an internal advocate for their needs; develop relationships that support business objectives and issue resolution.
• Design and launch government-enterprise strategies for targeted segments, including the VA HealthCare System, Department of Defense, Indian Health, and Public Health Laboratories.
• Create US support infrastructure for the Government Enterprise strategy and work with the USO on financial and strategic business plans.
• Lead cross-divisional efforts to improve Molecular Diagnostics and Abbott’s government-enterprise account management.
• Integrate FSS contract responsibilities with sales strategy and support strategic planning, marketing, technology, financial management, sales planning, and contract analysis.
• Manage each customer’s P&L and develop the profitable growth required to achieve long-range plan commitments.
• Anticipate potential sales shortfalls and implement contingency plans to close performance gaps.

Benefits

• Career development opportunities with an international company.
• Employees may qualify for free medical coverage in the Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• Retirement savings plan with a high employer contribution.
• Tuition reimbursement.
• Freedom 2 Save student debt program.
• FreeU education benefit for pursuing a bachelor’s degree.
• Health and wellness benefits.

What This Job Offers

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