1+ months
2018-03-152018-05-06

Enterprise Account Manager

Abbott
Maidenhead, State Not Indicated

Job Title:                    Enterprise Account Manager

Reports To:               Director Enterprise Accounts

Direct Reports:         None

Department:              Enterprise

Main Purpose:

This position sells Abbott Diagnostics (ADD) ‘Total Solutions’ to large, complex strategic named accounts and/or strategic named prospect accounts.  This role is the guardian of the strategic customer relationship and is focused on retention, penetration and net new customer selling. 

Primary responsibilities include:

1) establishing and building senior level relationships and leveraging them in driving new profitable sales and protecting base business;

2) understanding and assessing customers’ business objectives, strategies and opportunities and therefore, requirements;

3) identifying innovative solutions to meet account needs and drive profitable growth;

4) leading an internal cross functional ‘selling team’ (Abbott Ambassadors, specialists, others) that will maximize profitable growth;

5) overall account management including detailed account planning and sales forecasting.

Main Responsibilities:

  • Business Development – understands and documents all relevant opportunities within the territory for both new and existing business.
  • Investigate – gains insight into the account to understand their business environment including goals, objectives, strategies and competitive situation.
  • Align – the ADD solution to the customers’ needs discovered during the investigate stage to co create a unique solution that meets their specific needs.
  • Propose – the solution to customers through OJEU tenders and RFP per the customers’ requirements.   
  • Negotiate – long term contracts for the Abbott solution with the customer that improves the customers business and meets the Abbott requirements.
  • Implement – works closely with the Implementation team and other members of the Abbott team and the customer to meet the commitment of the customer.
  • Uses SalesForce.com to record all customer information and account strategies.
  • Develops a long-term plan with each customer to help enhance their business during the term of the contract with Abbott.
  • Identifies opportunities and develops strategies for profitable growth by leveraging ‘ADD total solutions’ value.
  • Provides leadership and direction regarding all Abbott interactions with strategic accounts; acts as a trusted advisor to the customer.
  • Integrates information from ongoing business analysis and assessment into a multi-year plan and leads through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results.
  • Coordinates all appropriate Abbott resources to execute the strategic account plan including assigning roles, expectations, responsibilities and timelines; engages members of the team through ongoing communication, tactical planning and execution.
  • Acts as an internal advocate for the customer; cultivates Abbott internal relationships and leverages to drive business objectives.

    General Responsibility:

    To comply with the company’s policies and procedures to meet statutory, quality and business requirements within the overall strategy and objectives of Abbott Laboratories Ltd.

    Note:  This job description describes the principal and main elements of the job.  It is a guide to the nature and main duties of the job as they currently exist, but is not intended as a wholly comprehensive or permanent schedule and is not part of the contract of employment.

    Supervisory Responsibilities:

    Number of direct reports: 0

    Number of indirect reports: 20+ (internal ‘selling’ & ‘solution implementation’ teams)

    While this position does not have direct reports, the incumbent must be able to influence without authority and must have prior managerial experience

    Accountability:

    This position reports to the Director Enterprise Accounts. The incumbent will be a key member of the Enterprise organization with the objective to address special requirements of large, complex accounts, achieve a competitive advantage and create future profitable growth.  The role will better leverage the full portfolio of ADD’s products and services to create unique customer value to ADD’s largest, highest revenue/profit potential and most important customer accounts.  The incumbent has direct sales responsibility selling to senior executives (across all levels/functions if required) establishing long term relationships that must be leveraged to drive new and protect existing business. 

    Customers are highly complex organizations, successful closing of new business requires having an internal selling team of local Ambassadors, product specialists for each line of business (Immunoassay, Clinical Chemistry, Haematology, Informatics, Automation, Services), Technical Solution Design experts and plus many others as well as a separate team to implement the solution. 

    For each account, this role will lead a team through persuasion and personal influence that will offer solutions customized to each customer while ensuring the solutions delivered are of high quality and meet their expectations and needs.  The individual will solicit leads for new business development.

    They will manage 7 to 10 accounts consisting of multiple locations (up to 15) for a single large account or large complex accounts and is responsible for annual sales of $20 to $30 million with minimum of 2X that in new business opportunity. The accounts can be located either in one country or multiple countries.  The incumbent will be responsible for the P&L for each customer as well as developing the profitable growth that is needed to achieve Long Range Planning commitments. Impact of actions will be measured on a quarterly and annual basis and will be reflected in merit increases, compensation plans and annual performance reviews.

    Background:

    Proven sales experience at executive level selling broad and complex product line.  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 strategic long term plan and short term tactics and translate into a winning solution. For this they must be able to translate the impact of industry trends (core lab consolidation) for existing/prospective customers.

    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.  Proven sales management experience is a plus.  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. 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.

    Understanding of diagnostics industry would be a plus but is not mandatory.

    Education:

    Bachelor’s degree or equivalent experience
    Job Family: Sales Force
    Division: ADD Diagnostics
    Travel: Yes, 50 % of the Time
    Medical Surveillance: Not Applicable
    Significant Work Activities: Not Applicable

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Enterprise Account Manager

Abbott
Maidenhead, State Not Indicated

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Enterprise Account Manager

Abbott
Maidenhead, State Not Indicated
United Kingdom

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