Account Executive (Virginia, DC, Maryland)

Abbott Laboratories; Arlington (VA); On-site; USD 78,000 - 156,000; Full time

Benefits offered by this job

Health coverage

Retirement plan

Tuition reimbursement

Education benefits

Job summary

Abbott Laboratories is seeking an Account Executive to drive strategic sales across the Virginia, DC, and Maryland territory. You will manage the full lifecycle of opportunities, partnering with C-suite stakeholders and distributor partners to close deals and renewals.

The role requires strong selling skills, extensive relationship building across hospital systems, and a track record of exceeding plans. Travel up to 50% is expected; DC or Richmond area preferred.

Qualifications

• Bachelor’s degree or equivalent commercial experience
• 4 years of relevant sales experience
• Willingness to travel up to 50%

Responsibilities

• Manage lifecycle of new business opportunities with C-suite stakeholders
• Drive market share growth across Virginia, DC, Maryland territory
• Collaborate with Enterprise Account Manager for larger hospital systems
• Lead renewal processes for non-enterprise customers
• Understand client goals and quantify impact of Abbott solutions

Skills

Exceptional selling skills

Pipeline development

Strategic sales

Relationship building

Multi-stakeholder coordination

Education

Bachelor’s Degree

Associate’s degree + 2 years sales

Tools

Salesforce CRM

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.

About Abbott

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.

Our diagnostic solutions are used in hospitals, laboratories, and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.

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’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 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 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

• Must be able to travel up to 50%.
• Qualified candidates preferred to live in DC or Richmond area.
• The territory covers Virginia, DC, Maryland.
• Must have a Valid Driver’s License.

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.

Key Responsibilities:

• 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 50%.

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

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