1+ months
2018-06-112018-08-19

Corporate Sales Executive - Strategic Accounts

Abbott
United States

At Abbott, we're committed to helping people live their best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 99,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

Primary Job Function

Sell the entire portfolio of cardiovascular product categories (Coronary/ Endo, CRM/EP, Structural Heart, Heart Failure and Capital), by executing business plans for assigned accounts to include Independent Delivery Networks (IDN), Independent Hospital Networks (IHN) and multi-hospital health systems; with a mix of mature and emerging product segments.

Core Job Responsibilities

Establish and maintain relationships with key decision-makers and influencers within assigned IDNs and hospital systems.  Proactively build deep executive level relationships with customers across a range of segments, therapeutic areas and business functions, such as the C-suite, supply chain, health economics and quality committees.  Engage and partner with a range of key stakeholders beyond contracting to developing solutions and services. Drive, create and negotiate complex contract structures with IDNs, IHNs and multi-hospital systems.  Drive integrated product agreements and create business solutions to drive share and deliver growth. Develop and implement business plans for targeted accounts.  Prepare and deliver corporate proposals and branding/positioning presentations to key customers and decision-makers.  Work closely with corporate contract management and legal staff to ensure all contracts meet internal management and legal requirements. Partner and assist all sales team counterparts in the development, implementation and management of strategic initiatives within targeted accounts and geography. Meet or exceed annual sales objectives for assigned accounts by mobilizing people to action across a multi-line organization, catalyzing growth and exerting broad influence across a diverse set of Business Units Lead and influence organizational thinking on evolving healthcare landscape and partner with customers and key stakeholders to navigate systems e.g. healthcare reform, distribution channel consolidation, etc. Proactively keep the broader organization updated and informed; both account business planning and progress post implementation.   Optimize account management by leveraging sales ops data, support colleagues and full range of Abbott’s knowledge and capabilities (Situation Room, inside sales team, marketing, etc.)

Supervisory/Management Responsibilities

Incumbent reports to the Director, Enterprise Accounts.  Incumbent will be responsible for building strong business relationships across all Abbott cardiovascular product franchises and drives insightful, “big picture” healthcare discussions with customers and other key stakeholders.  Relationship building is critical to the success in this position.

Position Accountability / Scope

On average, this position is responsible for delivering $80-100mm in revenue for the company.  The loss of a contract or account can have a multiple million dollar impact to revenue.

Minimum Education

Bachelor’s degree required.  Advance degree preferred.  The incumbent should have a history of seeking and undertaking self-development and self-improvement projects and opportunities.

Minimum Experience/Training Required

The successful CSE must have a proven track record of sales success with particular focus on negotiation skills, ASP management and revenue and market share enhancement.  The CSE must have the ability to work with and influence others, as well as be able to prepare and deliver effective oral and written communications.  The CSE must be able to demonstrate the ability to prioritize tasks, analyze problems, develop solution alternatives and implement tactics needed to secure positive outcomes. 

At least 5+ years of related work/sales and 2+ years of sales management experience required.  Prior experience and knowledge of the medical devices strongly preferred.  Experience in growth and mature businesses as well as multiple product portfolios a must.  50-75% travel covering assigned geographic territory. 
Job Family: Sales Force
Division: MD Medical Devices
Additional Location: United States - California - Los Angeles
Travel: Yes, 75 % of the Time
Medical Surveillance: Yes
Significant Work Activities: Driving a personal auto or company car or truck, or a powered piece of material handling equipment

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Corporate Sales Executive - Strategic Accounts

Abbott
United States

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