Enterprise Account Manager - Point of Care Diagnostics
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What you'll do
- 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.
What they're looking for
- Bachelor's degree in Business, Marketing, Sales, or a related field
- 7+ years of sales or related experience, including selling to executive-level decision-makers within healthcare, diagnostics, laboratory, medical device, or Point of Care markets.
- Proven success in strategic account management, value-based solution selling, contract negotiations, and driving revenue growth within complex healthcare organizations.
- Demonstrated ability to build and influence senior-level relationships, lead cross-functional teams in a matrixed environment, and navigate complex customer organizations to develop winning solutions.
- Strong business and financial acumen, with excellent negotiation, problem-solving, critical thinking, leadership, and networking skills.
- Documented track record of sales success.
- Must reside within the assigned territory and be willing to travel up to 60%.
Nice to have
- 3+ years of Enterprise Account and IDN sales experience.
- MBA
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
JOB DESCRIPTION:
About Abbott Point of Care: APOC is a global leader in rapid diagnostic testing and data management solutions. Its flagship i-STAT System provides lab-quality results in minutes at the point of care, enabling faster clinical decision-making. The platform offers a comprehensive test menu, including blood gases, electrolytes, chemistries, coagulation, hematology, glucose, and cardiac markers, all on a single portable device.
Working at Abbott
At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life. You’ll also have access to:
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.
The Opportunity
Abbott Point of Care (APOC) is seeking an Enterprise Account Manager to cover NM, N.TX, OK, KS, MO, NE, ND/SD, CO, WY, and MT. This role is responsible for growing and managing strategic relationships within large regional Integrated Delivery Networks (IDNs), driving retention and expansion of the APOC portfolio. The EAM develops and executes account strategies, leverages cross-functional resources, and delivers solutions that improve customer outcomes while driving profitable revenue growth.
What You’ll Work On
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.
Required Qualifications
Bachelor's degree in Business, Marketing, Sales, or a related field
7+ years of sales or related experience, including selling to executive-level decision-makers within healthcare, diagnostics, laboratory, medical device, or Point of Care markets.
Proven success in strategic account management, value-based solution selling, contract negotiations, and driving revenue growth within complex healthcare organizations.
Demonstrated ability to build and influence senior-level relationships, lead cross-functional teams in a matrixed environment, and navigate complex customer organizations to develop winning solutions.
Strong business and financial acumen, with excellent negotiation, problem-solving, critical thinking, leadership, and networking skills.
Documented track record of sales success.
Must reside within the assigned territory and be willing to travel up to 60%.
Preferred Qualifications
3+ years of Enterprise Account and IDN sales experience.
MBA
Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.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. Abbott is an Equal Opportunity Employer, committed to employee diversity.
Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott, and on Twitter @AbbottNews.
The base pay for this position is
$99,300.00 – $198,700.00In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
APOC Point of Care
LOCATION:
United States of America : Remote
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 75 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day), Driving a personal auto or company car or truck, or a powered piece of material handling equipmentAbbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.
EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf
EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf
Company
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