Enterprise Account Director

Job description

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 107,000 colleagues serve people in more than 160 countries

     

JOB DESCRIPTION:

Summary: This position is responsible for managing a team of Enterprise Account Managers (EAM) that sell the entire Abbott Rapid Diagnostics Infectious Disease (ID) product line to large, complex, strategic named accounts, such as Integrated Delivery Networks (IDNs).  The Director is accountable for the EAMs’ success in managing strategic customer relationships, including both retention of base-business and further penetration of the complete ID portfolio.  The Director will also be responsible for direct management of one or more national accounts.   Primary responsibilities include: 1) recruitment, selection and retention of high performing sales professionals; 2) achieve sales plan assigned to Enterprise Account team; 3) establish and build senior level relationships, and leverage them to drive new profitable sales while protecting base-business; 4) identify innovative strategic solutions for Enterprise Account team; 5) provide accurate and timely forecasting to senior leadership; 6) collaborate across US Infectious Disease functions to ensure enterprise account team is supporting key strategies and tactics as determined by the business unit; 7) achieve sales plan for directly-managed account(s).   Tasks and responsibilities: ·          Meet established sales goals and objectives while maintaining sales budget. ·          EAD is responsible for driving profitable revenue growth through the management of the Enterprise Account team and directly-managed accounts by initiating, developing, and/or delivering solutions that improve customer outcomes and Abbott’s business results; ensures all commitments are met. ·          Help to plan, coordinate and manage the activities of the broader commercial team (sales, marketing, finance, etc.) to achieve the sales goals of the Company. ·          Train and develop Enterprise Account team members to understand customer needs, to identify sales opportunities and to effectively represent the Company and its products in the marketplace. ·          Identify and recruit direct sales professionals. ·          Direct the field implementation of Company sales, marketing and national account programs. ·          Maintain a detailed understanding of customer decision makers and influencers; builds preserve, and leverage customer relationships to drive new sales and protect base-business. ·          Integrate information from ongoing business analysis and assessment into a multiyear plan; lead through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results. ·          Coordinate through collaboration all appropriate Abbott resources to execute the strategic account plan ·           Works with regional or national leadership team to assign roles; expectations; responsibilities and timelines ·           Engage members of the team through ongoing communication; tactical planning and execution. ·          Act as an internal advocate for the customer; cultivate Abbott internal relationships and leverage to drive business objectives. ·          Plan, coordinate and manage the sales performance of the Company's distributor sales force(s) in the assigned enterprise account. Act as primary contact for the distributor's sales and operations management team(s). ·          Act as a resource for contract negotiation, pricing, proposal, bid preparation, customer service and customer follow-up. ·          Identify customer issues and resolve sales-related difficulties. ·          Assist in the formulation of strategic sales plans and tactics, including annual Territory/Regional Plans and Sales Forecasting ·          Assist in the development and management of annual sales budget. ·          Assist in the design and implementation of sales force compensation and incentive programs. ·          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 Company marketing department to assist identification of new opportunities and to develop marketing plans and programs. ·          Provide regular sales reports, forecasts and communication with sales and marketing management. ·          Maintain a superior level of knowledge of the applications and technologies related to Company products to assure accurate representation to the marketplace. ·          Support sales management peers through active sharing of ideas, techniques and approaches. ·          Manage performance of staff towards department and Company goals, including feedback on performance, appraisals, recommendations for merit increases or necessary disciplinary actions, communication to employees on performance, career counseling, etc. ·          Responsible for administration of Company policies and procedures. ·          Carry out duties in compliance with established business policies. ·          Demonstrate commitment to the development, implementation and effectiveness of ARDx Quality Management System per ISO, FDA, and other regulatory agencies. ·          Responsible for exhibiting professional behavior with both internal/external business associates that reflects positively on the Company and is consistent with the Company’s policies and practices. ·          Understand and aware of the quality consequences which may occur from the improper performance of their specific job. Has awareness of device defects that may occur in their area of responsibility, including product design, verification and validation, manufacturing and testing activities.   Educational background: ·         BA/BS in sales, marketing, business management or related coursework.  ·         Additional training in laboratory product sales and the diagnostics industry.   Preferred experiential background: ·         3+ Years of proven hospital, clinical lab, reference lab, physician office lab or related successful sales management experience.  Enterprise Account and IDN sales and/or leadership experience preferred.  Minimum 2 years of related POC, Lab, and/or Capital Sales Experience. ·         Demonstrated leadership experience including problem solving, conflict resolution, complex selling, and planning and execution. Must have excellent interpersonal skills and documented success in team selling environment. ·         The candidate should have 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.  Additionally, ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must. ·         The candidate must have 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. ·         Additionally, must have strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.   Travel Requirements: ·         Travel is at least 60%   Tools and Equipment Used: ·         Basic business computer skills – SFDC, Sales Reports and Pivot Tables, Microsoft Suite, WebEx, iPad ·         All listed tasks and responsibilities are deemed as essential functions to this position; however, reasonable accommodations will be made if at all possible under business conditions. ·         All listed tasks and responsibilities are deemed as essential functions to this position; however, reasonable accommodations will be made if at all possible under business conditions.    

     

JOB FAMILY:

Sales Force

     

DIVISION:

ARDx Abbott Rapid Diagnostics

        

LOCATION:

United States of America : Remote

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Yes, 25 % of the Time

     

MEDICAL SURVEILLANCE:

No

     

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

     
Abbott 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