1+ months

Senior Regional Account Manager - Market Access, ADC

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.

Position Summary

This is an experienced level sales position responsible for selling the entire line of ADC Products to regional based and/or key accounts.  The position may require trade, market access, hospital/institutional and other channel specific expertise. The selling process includes developing new business in defined regional location and/or key accounts, as well as growing existing customer base. It includes determining customer needs, developing account specific strategies, creating customer commitment to change, and implementing conversion (training and start up) upon close.   The position includes any of the following customer types: closed-door pharmacies, chain drug, mass merchandisers, food and wholesale, DME/HME, Mail Order, Post-Acute Care facilities, Acute care Hospitals, and Managed Care.

Main Responsibilities

Selling, including cross divisional initiatives and contract development.

Assess business impact of contracting opportunities to include overall profitability and impact on sales and margin.

Working to ensure optimal contract value and efficient implementations/training.

Account Management/Customer Care.

Leadership and self development.

Effectively manage assigned budget while maximizing return on investment.


This position will be responsible for developing business in accounts that are regional in scope.

Other accountabilities include budgeting, customer VIP trips to key locations, semiannual business reviews, accurate forecasting, preparation of customer business plans, and new product distribution.


Four-year degree from an accredited university required.  Master’s degree a plus.  Business background will aid in determining profitability of account specific strategies and relating to customer business issues.  Life sciences background will be helpful due to technical nature of products. Previous pharmaceutical or medical sales experience is required.   Previous pharmaceutical or medical sales experience is required.

The position will generally require a minimum 4 years of successful sales experience with 3+ years of experience in an account management role.  Also critical for success: are demonstrated analytical capabilities and problems solving skills, negotiation skills, and contract/legal experience, excellent oral and written communication skills (including presentation and listening skills).  Incumbent will demonstrate the necessary, self-motivation, attitude, confidence and leadership to work collaboratively with other commercial channels, across functions, with other divisions, functional peers and ancillary support groups such as Marketing, Contract Marketing, Credit/Finance and Account Sales & Services to deliver business results and solutions.
Job Family: Sales Force
Division: ADC Diabetes Care
Additional Location: United States - Texas - Dallas
Travel: Yes, 50 % 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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Senior Regional Account Manager - Market Access, ADC

United States

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