Account Executive - Core Lab Diagnostics - New England

Abbott Laboratories; Massachusetts; Hybrid; USD 78,000 - 156,000; Full time

Benefits offered by this job

Free medical coverage

Excellent retirement plan

Tuition reimbursement

FreeU education benefit

Global employer reputation

Job summary

Abbott is seeking an Account Executive to lead the New England Diagnostics territory (MA/ME/VT/NH/CT) remotely for Core Diagnostics. You will hunter for new business, engage hospital systems and C-suite stakeholders, and drive revenue growth in a fast-paced environment.

The role requires strong selling skills, a proven ability to manage multi-stakeholder deals, travel up to 80%, and a track record of exceeding plans in capital sales.

Qualifications

• This role requires a bachelor’s degree or equivalent with strong sales background.
• Minimum 4 years of relevant capital sales experience and multi-stakeholder deals.
• Willingness to travel up to 80% to manage the New England territory.

Responsibilities

• Manage lifecycle of new business opportunities across the Core Diagnostics portfolio.
• Identify and develop opportunities within MA/ME/VT/NH/CT territories.
• Collaborate with Enterprise Account Manager for large hospital systems.
• Lead renewal processes to ensure retention and growth.
• Build relationships with Laboratory, Procurement, Medical Directors and C-suite stakeholders.

Skills

Hunter mindset

Sales pipeline

Key account management

C-suite collaboration

Territory development

Negotiation

Education

Bachelor’s Degree or equivalent

Tools

CRM experience

MS Office

Job description

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 122,000 colleagues serve people in more than 160 countries.

At Abbott, you can do work that matters, grow, learn, care for yourself and your family, be your true self, and live a full life. You’ll also have access to:

• Career development with an international company where you can grow the career you dream of.
• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• An excellent retirement savings plan with a high employer contribution.
• Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.
• A company recognized as a great place to work in dozens of countries worldwide 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 the best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

This position works remotely for our Core Diagnostics Division. We are looking for a highly motivated and entrepreneurial Account Executive to join our Diagnostics team managing the New England Territory (MA/ME/VT/NH/CT).

This role is designed for a hunter—a sales professional who excels at identifying and capturing new business opportunities. You will be responsible for expanding Abbott’s diagnostics footprint by acquiring new key accounts and driving revenue growth in a competitive and fast-paced environment.

The Account Executive is a strategic sales professional adept at identifying and closing new business opportunities. This role involves working with multiple stakeholders, including C-suite executives, to expedite complex decisions and achieve quick wins. The ideal candidate is a self-starter who develops and implements best practices, leverages customer insights to drive business, and consistently exceeds expectations.

What you'll do

• Manage the entire lifecycle of new business opportunities, partnering with customer decision-makers to enhance their performance using the Abbott Core Diagnostics product portfolio.
• Drive market share growth by identifying opportunities across the respective territory and cultivating these into new business opportunities.
• Collaborate with the Enterprise Account Manager (EAM) to secure business in larger hospital systems.
• Manage and drive the renewal process to ensure customer retention and satisfaction for non-enterprise customers.
• Gain understanding of client goals and objectives through strong relationship skills across multiple stakeholders (Laboratory, procurement, medical directors, clinical engineering, C-suite) and identify and quantify the impact of the Abbott solution(s).

Key Success Factors

• Exceptional selling skills.
• Strong pipeline and opportunity development skills across account base.
• Strong financial acumen.
• Resilience in challenging situations.
• Urgency and accountability in achieving goals.
• Effective business planning and prioritization.
• Strategic, solutions-based thinking.
• Successful leveraging of cross-functional teams and resources.
• Ability to quickly build trust and partnerships with distributor partners and customers by understanding their short- and long-term needs and providing win-win solutions.
• Proficiency in cutting through complexity and developing best practices.
• Savvy, polished, and professional interpersonal skills.
• Results-oriented, with the ability to anticipate sales shortfalls and implement contingency plans.
• Ability to learn and apply technical and scientific knowledge in sales situations.
• Management of complex and long-term capital sales cycles.

Required Qualifications

• Bachelor’s Degree, or Associate’s degree with 2 years of sales experience or other applicable commercial experience.
• 4 years of relevant experience.
• Willingness to travel up to 80%.

Preferred Qualifications

• Bachelor’s Degree.
• 5+ years of experience in capital sales and/or multi-stakeholder environments, developing and selling customized solutions to senior-level laboratory leadership and C-suite executives.
• Proven success in strategic sales, including exceeding plans and turning around underperforming territories.
• Experience in capital sales and/or multi-stakeholder environments, developing and selling customized solutions to senior-level/C-suite executives.
• Innovation and change management skills, with the ability to bring new ideas forward and drive them through the organization.
• Strong business planning process and attention to detail.
• Proficiency in Microsoft Office suite of products.
• Proficiency in SalesForce.com Customer Relationship Management (CRM) system.

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.abbottbenefits.com

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 $78,000.00 – $156,000.00. In specific locations, the pay range may vary from the range posted.