About Abbott:
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 109,000 colleagues serve people in more than 160 countries.Connect with us at www.abbott.com, on LinkedIn at www.linkedin.com/company/abbott-/, on Facebook at http://www.facebook.com/Abbott and on Twitter @AbbottNews.
Enterprise Account Manager
1. Primary Objective of Position
The Enterprise Account Manager (EAM) is responsible for establishing and building executive level relationships and leveraging them in driving new profitable sales and protecting base business.2. Major Accountabilities
- Full responsibility for sales quota including forecasting and target performance achievement.
- Drive profitable growth and close opportunities in large, complex enterprise-named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott; ensures all commitments are met.
- Build senior level relationships and leverage them to drive profitable new sales to support delivery of long range plan.
- Manage and drive the development of their accounts, including key activities such as: strategic account management, post-sales implementation process, pipeline management, opportunity management and territory management with minimal oversight.
- Drive strategy development and the execution of the strategic plan in a matrix environment.
- Establish and build deep understanding of account needs, stakeholders and competitive situation.
- Build and lead internal cross functional selling team to execute sales strategies.
- Analyze impact of market trends and factors on customers.
- Identify new business opportunities by initiating, developing or delivering unique solutions that result in improved outcomes for customer and Abbott.
- Negotiate long term contracts.
- Oversee progress of cross-functional implementation team (post-sale).
- Success in this role is measured by sales quota achievement, economic
- profitability, renewal rate, win rate of new customers and customer satisfaction score (NPS)
Education
University degree, ideally in medical technology.Background
- Minimum of 3-5 years track record in the diagnostic industry with an emphasis on establishing and building executive level relationships and leveraging them in driving new profitable sales and protecting base business.
- Working healthcare and diagnostics industry knowledge that includes the following: changing market dynamics, key competitors, terminology, challenges and potential government regulations.
- Extensive experience managing strategic / enterprise accounts.
- Extensive experience developing relationships with, selling to and negotiating with senior level stakeholder in large, complex enterprise-named accounts is a pre-requisite.
- Proven success at winning contracts at large, complex account
- Ability to influence team member activities (without direct reporting relationship).
- Strong understanding of key stakeholders and customer dynamics.
- Strong solution selling and relationship building skills.
- Strong communication skills.
- Long term, strategic focus on account.
- Portfolio management skills.
- Candidates need to be fluent in local language and English, additional languages are advantageous.
- The position requires the willingness to travel on a frequent basis, i.e. on average three days per week.
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