Senior Manager, Strategic Accounts (Urgent Care and Long-Term Care

Abbott Laboratories • Lake Forest, IL

16h

About The Position

We have an exciting opportunity for a Senior Manager, Strategic Accounts (SMSA) within our Abbott Rapid Diagnostics Infectious Disease (ARDx- ID) business located in the US. The incumbent will be responsible for establishing and achieving the sales goals and objectives in specified markets and geographical territories in support of the Company’s overall strategic plan for URGENT CARE/LONG TERM CARE. The scope of this position includes management of Urgent Care Specialists (UCS) and Long-Term Care Specialists (LTCS) to meet company plans and direct sales responsibility for an assigned geographical area. The primary sales focus on Urgent Care/Long-Term Care Clinics, with emphasis on the Infectious Disease product line. The MSA monitors the performance of the sales teams within the US and, if required, makes recommendations to re-allocate resources to improve overall performance.

Requirements

• BA/BS in Sales, Marketing, Business Management, or related coursework.
• 5+ Years of proven Urgent Care, hospital, clinical lab, reference lab, physician office lab or related successful sales management experience. 5+ years of related sales experience, such as POC, Lab, and/or Capital Sales.
• Prior sales leadership experience is preferred
• Travel is estimated to be 60-75%.

Nice To Haves

• Demonstrated leadership experience including problem solving, conflict resolution, complex selling, and planning and execution. Excellent interpersonal skills and documented success in a team-selling environment.
• Proven ability to build long term strategic and senior level relationships and demonstrated 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.
• Ability to effectively communicate, speak in public, and adapt to rapidly changing environments.
• 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. Experience working with third party distribution organizations
• Demonstrated ability to do assignments with minimal guidance accurately and dependably.

Responsibilities

• Plan, coordinate, and manage the sales activities of the assigned national Urgent Care/Long Term Care Specialist team to achieve the Infectious Disease sales goals of the Company.
• The Senior Manager, Strategic Accounts, is expected to work closely with marketing, corporate accounts, national accounts, Enterprise Account Team, Regional Teams, and finance to support the Infectious Disease franchise. Role requires close partnership with marketing partners to include collaboration on projects weekly/daily.
• The SMSA is responsible for our most significant and impactful Urgent Care/Long-Term Care customers. The Urgent Care/Long-Term Care Specialist teams own the maintenance and growth of the top Urgent Care/Long-Term Care customers in their region.
• SMSA is responsible for monthly/annual forecasts and is required to update senior leadership regularly. The SMSA is accountable for reviewing Infectious Disease product funnels daily/weekly and is held responsible for accuracy.
• Provides weekly and daily shipment of actuals and forecasts for month and balance of the year.
• Creates promotional opportunity ideas with marketing and drives the execution of these programs. The SMSA serves as the critical point of contact for "all things" Infectious Disease.
• Plans, coordinates, and directs field implementation of the Company's sales efforts by managing the team's activities.
• Develop and maintain relationships with strategic accounts, identify customer issues, and resolve sales-related difficulties
• The SMSA acts as a resource for contract negotiation, pricing, proposal, bid preparation, customer service, and customer follow-up.
• Identifies and recruits Urgent Care/Long-Term Care Specialists. The SMSA manages the performance of staff towards department and Company goals, including regular performance feedback and communication related to any performance counseling/disciplinary actions, career counseling, merit process, teamwork, and other relevant management responsibilities.
• Train and develop sales team to understand customer needs, identify sales opportunities and effectively represent the Company
• Assist in the design and implementation of salesforce compensation and incentive programs
• Responsible for exhibiting professional behavior with both internal/external business associates that reflect positively on the Company and is consistent with the Company's policies and practices.
• Assist in the formulation of strategic sales plans and tactics, including annual Regional Plans and Sales Forecasting.
• Interact and communicate with associated operating departments as necessary to produce cohesive efforts to accomplish company goals.
• Monitor market, customer, and competitor trends and advise management on methods to improve company competitiveness. Work closely with the Company marketing department to help identify new opportunities and develop marketing plans and programs.
• Provide regular sales reports, forecasts, and communication with sales and marketing management.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 5,001-10,000 employees