Enterprise Account Manager
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Job Description
Enterprise Account Manager selling Abbott Core Diagnostics solutions to strategic healthcare accounts across Pennsylvania and Western New York. Driving C-suite relationships, complex enterprise deals, account growth, and customer P&L.
Responsibilities:
- Sell the entire Abbott Core Laboratory Diagnostics Division product line to large, complex strategic named accounts and prospects
- Manage strategic customer relationships, retention, penetration, and net-new customer selling
- Establish and build senior-level relationships to drive profitable sales and protect base business
- Assess customer business objectives, strategies, and requirements
- Identify innovative solutions to meet account needs
- Develop account plans and sales forecasts
- Drive profitable revenue and close opportunities within strategic named accounts
- Investigate strategic accounts, business environments, goals, objectives, strategies, and competitive situations
- Identify industry trends and changing market regulations and assess their impact
- Manage and negotiate end-to-end complex, multi-level, multi-stakeholder solution-selling processes
- Prepare and deliver account-specific Abbott value propositions
- Analyze financial performance indicators and negotiate contracts resulting in long-term commitments
- Provide leadership and direction for Abbott interactions with strategic accounts
- Serve as a trusted advisor and internal customer advocate
- Lead internal selling teams in developing actionable, multi-year account strategies
- Coordinate Abbott resources to execute strategic account plans
- Sell directly to C-suite and senior executives
- Manage a diverse portfolio of multi-location accounts and drive annual growth through acquisition and expansion
- Own customer P&L and develop profitable growth to achieve LRP commitments
- Travel throughout Pennsylvania, Western New York, and other US locations, including overnight travel
Requirements:
- Bachelor’s degree
- 5+ years of experience as a consultative partner/seller managing B2B businesses
- Experience working with executives and C-suites in healthcare, informatics, communications, technology, or consultancy
- Led complex enterprise deals of $1 MM+
- Ability to build long-term strategic and senior-level relationships
- Ability to uncover complex organizations’ strategic plans and translate them into winning solutions
- Healthcare, technology, or consultancy-related qualifications and credentials
- Expertise in value-based and solution selling
- Ability to work in cross-functional teams
- Ability to effectively communicate, speak in public, and adapt to rapidly changing environments
- Executive-level business and financial acumen
- Strong team leadership, negotiation, critical thinking, and problem-solving skills
- Strong internal and external networking and interpersonal skills
- Ability to travel up to 75%-80% in the assigned territory and other US locations
- Preferred: Advanced degree (MBA) in business, life sciences, engineering, or related technical discipline
- Preferred: 7+ years of experience developing and selling customized solutions to senior-level/C-suite executives in healthcare institutions
- Preferred: 7+ years of experience understanding performance metrics in hospital or laboratory settings and recommending solutions
- Preferred: Understanding of the diagnostics industry
Benefits:
- Career development with an international company
- Free medical coverage through the Health Investment Plan (HIP) PPO medical plan (eligibility in the next calendar year)
- Retirement savings plan with a high employer contribution
- Tuition reimbursement
- Freedom 2 Save student debt program
- FreeU education benefit toward a bachelor’s degree
- Health and wellness benefits
- Diverse career opportunities
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