Account Executive (Virginia, DC, Maryland)

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

Job summary

Abbott Laboratories is seeking an Account Executive to identify and close new business opportunities within the Virginia, DC, Maryland region. This role requires strong selling skills and the ability to build trust with laboratory leadership, procurement teams, and other stakeholders, with a proven track record of exceeding plans.

Travel up to 50% is expected in a national territory. The base pay ranges from $78,000 to $156,000 annually, with a comprehensive benefits package and opportunities

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%.

Responsibilities

• Manage the lifecycle of new business opportunities with customer decision-makers.
• Drive market share growth by identifying opportunities across the territory.
• Collaborate with the Enterprise Account Manager to secure business in larger hospital systems.
• Manage the renewal process to ensure customer retention for non-enterprise customers.
• Understand client goals across stakeholders and quantify impact of Abbott solutions.

Skills

Sales

Account management

Multi-stakeholder coordination

Education

Bachelor’s Degree

Associate’s degree with 2 years of sales experience

Tools

SalesForce CRM

Microsoft 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.

JOB DESCRIPTION: 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.

JOB FAMILY: Sales Force DIVISION: CRLB Core Lab LOCATION: United States of America : Remote ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: Yes, 50 % of the Time MEDICAL SURVEILLANCE: Not Applicable SIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Driving a personal auto or company car or truck, or a powered piece of material handling equipment, Keyboard use (greater or equal to 50% of the workday)

Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.

EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf

EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf

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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