1+ months

Director Enterprise Accounts

Green Oaks, IL 60048

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.

Hire, train, develop and coach a team of Corporate Sales Executives (CSE’s) to drive sales execution and deliver sales growth at targeted U.S. Regional IDN’s and National Accounts.  Build individual and team capabilities that deliver strong business relationships across all Abbott product franchises (Coronary/ Endo, CRM/EP, Structural Heart, Heart Failure and Capital, as well as other divisions such as neuromodulation), understanding of the comprehensive value of ABT products and services, and negotiate successful contracting strategies on behalf of Abbott. Identify and deliver solutions supporting cost, quality and outcomes leading to durable value creation.  Collaborate with field sales and operations leadership to lead strategy and tactical execution with the team at targeted accounts.

Core Job Responsibilities

Lead the development and implementation of innovative sales and account strategies for team’s assigned accounts 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. Meet or exceed quarterly and annual sales objectives for assigned region or account group.  Lead the development and implementation of comprehensive business plans, with regular customer and internal reviews.  Build and execute against short and long term business plans uniting all ABT divisions to maximize ABT ROI.  Steward of all financial and non-financial resources.  Develop a vision that motivates and rallies team to excel.  Act as role model for the group.  Attract and retain top talent.  Set clear performance expectations and hold team accountable for results.  Provide coaching and development support for every member of the team.  Ensure the development of high performance teams and effective working relationships externally and internally.  Exhibit enterprise thinking by considering implications of decision-making beyond immediate area of responsibility and effectively engage broader organization Demonstrates “best in industry” expertise and knowledge of the competitive landscape, emerging trends in the marketplace, contracting and negotiating strategies, etc. and willingly shares that knowledge with colleagues

Supervisory/Management Responsibilities

Manage a team of Corporate Sales Executives responsible for delivering sales in assigned accounts

Position Accountability / Scope

On average this position is responsible for delivering $250-300mm in revenue for the company.  Relationship building, both internal and external, is critical to success in this position.  Drives insightful, “big picture” healthcare discussions with customers.

 Interested candidates need to be located in the Midwest Region.

Minimum Education

Bachelor’s degree required.  MBA or other 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

At least 10+ years of related work/sales and 5+ 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 in the Midwest Region.

Incumbent must have a proven track record of sustained sales experience over time, demonstrated ability to build strong relationships with customers and key stakeholders, and exhibit a mastery of negotiation and communication skills.  Experience in growth and mature businesses as well as multiple product portfolios a must.  Incumbent must be a strong leader with proven ability to lead a team to achieve business objectives, ability to look at opportunities, problems with a solutions orientation and ability to lead through influence across the organization. Must demonstrate critical thinking and problem-solving skills.
Job Family: Sales Force
Division: MD Medical Devices
Travel: Yes, 75 % of the Time
Medical Surveillance: No
Significant Work Activities: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)


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Director Enterprise Accounts

Green Oaks, IL 60048

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Green Oaks, IL

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