Enterprise Account Manager

1172 Abbott Labs (Malaysia) Sdn. Bhd.; Selangor; On-site; MYR 180,000 - 320,000; Full time

Job summary

Abbott in Malaysia seeks an Enterprise Account Manager, Diagnostics, to forge deep relationships with our largest customers and deliver measurable value. You will lead a cross-functional team to deploy end-to-end diagnostics solutions, focusing on retention, penetration and growth within enterprise accounts.

You should bring a strong commercial background in technology or healthcare, proven revenue delivery, and hands-on experience with budgeting, forecasting and high-level negotiations with

Qualifications

• A powerful customer communicator at senior levels, able to develop customer business cases and value propositions.
• Significant experience in consultative engagement with senior-level executives.
• Proven track record in delivering revenue targets in a complex, solution‑selling environment, preferably with major accounts.
• Experience in setting budgets and forecasting is essential.
• Experience in negotiating directly with all levels of customer management including CEO, CFO, Procurement and Department Managers.
• A successful record of operating at a senior level in a commercial organisation with a strong team approach.
• Established knowledge of healthcare, technology, communications, or management consultation markets is preferred.
• A degree in business studies is preferred. A post‑graduate MBA or equivalent will be highly regarded.
• Business‑level English language skills.

Responsibilities

• Establish and build key stakeholder relationships inside and outside the customers’ laboratory, their wider health system, and leverage them to drive growth.
• Provide end-to-end diagnostics solutions to large, complex enterprise accounts with a focus on retention, penetration and growth to generate profitable and sustainable activity that exceeds customers’ expectations.
• Lead an internal cross-functional team to execute a strategic account plan for each enterprise customer, coordinating activities across the entire customer and healthcare network to maximise growth and customer outcomes.
• Be responsible for overall strategic account management planning, including uncovering a large complex organisation’s long-term strategic plan and converting this into a winning solution for the customer.
• Oversee detailed account planning and sales forecasting and negotiate contracts and all pricing resulting in long‑term commitments.
• Provide organisational leadership and support the commercial development of teams and individuals through coaching and mentoring.

Skills

Senior-level communication

Consultative selling

Revenue targets

Budgeting & forecasting

Negotiation

Healthcare/tech knowledge

Business language skills

Education

MBA or equivalent

Degree in business studies

Job description

JOB DESCRIPTION: Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology. Diagnostics We’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people. Working at Abbott At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to: Career development with an international company where you can grow the career you dream of. A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune. A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

As the Enterprise Account Manager, Diagnostics, you will be responsible for forging deep and trusted relationships with our largest customers at the most senior levels. By leading a targeted team, you will gain an understanding of our customers’ key business and network needs and challenges and then create and provide solutions to enhance their operations to ultimately deliver measurably better performance. Through your customer and team interactions, you will demonstrate your brand as a trusted advisor, who develops insights and creates value. Armed with a strong commercial background in technology, healthcare or business consultation services markets, you will work in a consultative style to uncover opportunities for us to expand our partnerships and grow the Diagnostics business. Your success will be the result of high-level business relationships, strategy development and execution of aligned tactics that create measurable value for our customers.

What You’ll Do

Establish and build key stakeholder relationships inside and outside the customers’ laboratory, their wider health system, and leverage them to drive growth. Provide end-to-end diagnostics solutions to large, complex enterprise accounts with a focus on retention, penetration and growth to generate profitable and sustainable activity that exceeds customers’ expectations. Lead an internal cross-functional team to execute a strategic account plan for each enterprise customer, coordinating activities across the entire customer and healthcare network to maximise growth and customer outcomes. Be responsible for overall strategic account management planning, including uncovering a large complex organisation’s long-term strategic plan and converting this into a winning solution for the customer. Oversee detailed account planning and sales forecasting and negotiate contracts and all pricing resulting in long‑term commitments. Provide organisational leadership and support the commercial development of teams and individuals through coaching and mentoring.

Requirements

A powerful customer communicator at senior levels, able to develop customer business cases and value propositions. Significant experience in consultative engagement with senior-level executives. Proven track record in delivering revenue targets in a complex, solution‑selling environment, preferably with major accounts. Experience in setting budgets and forecasting is essential. Experience in negotiating directly with all levels of customer management including CEO, CFO, Procurement and Department Managers. A successful record of operating at a senior level in a commercial organisation with a strong team approach. Established knowledge of healthcare, technology, communications, or management consultation markets is preferred. A degree in business studies is preferred. A post‑graduate MBA or equivalent will be highly regarded. Business‑level English language skills.

Location

This position is based in Imazium Damansara Uptown, Petaling Jaya, Selangor. Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity. Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.

The base pay for this position is N/A. In specific locations, the pay range may vary from the range posted.

JOB FAMILY: Sales Force DIVISION: CRLB Core Lab LOCATION: Malaysia > Selangor : Imazium, No. 8, Jalan SS 21/37 ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: Not specified MEDICAL SURVEILLANCE: Not Applicable SIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)

Abbott is about the power of health. For more than 135 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next‑generation diagnostics, life‑changing devices, science‑based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health. The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well‑being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges. We invite you to explore opportunities at Abbott, to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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