Director, Strategic Accounts and Sales Operations - Abbott Nutrition

Thornton Tomasetti; North Carolina; On-site; USD 149,000 - 299,000; Full time

Benefits offered by this job

Tuition assistance

401(k) with company match

Health care benefits

Paid time off

Job summary

Abbott in Columbus, OH is seeking a Director, Strategic Accounts and Sales Operations to lead a cross-functional team spanning strategic accounts, sales operations and analytics for the Pediatric Nutrition Business Unit. The role drives operational excellence and strategic execution across national accounts and hospital systems.

You will partner with senior leaders on planning and resource allocation, develop field sales strategies, and oversee bonus development and execution to drive growth and

Qualifications

• BS degree required; MS/MBA preferred.
• Minimum 8 years in sales and 3 years in leadership.
• Strong ability to work with cross-functional partners to drive engagement and results.
• Proven ability to present complex data to senior leaders clearly.

Responsibilities

• Lead Sales Analytics and Sales Operations teams to translate insights into sales strategy.
• Partner with senior leadership on business planning, resource allocation and execution.
• Develop and execute sales force geographic alignments and bonus plans.
• Oversee market access strategies and engagement with key hospital systems.
• Coordinate cross-functional resources to drive adoption and growth.

Skills

Sales analytics

Cross-functional coordination

Executive communications

Sales leadership

CRM analytics

Education

BS degree

MS/MBA preferred

Tools

Salesforce

Job description

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.

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
• Free medical coverage for employees via the Health Investment Plan (HIP) PPO
• 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

Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac®, PediaSure®, Pedialyte®, Ensure®, and Glucerna® – to help get the nutrients they need to live their healthiest life.

Our location in Columbus, OH, currently has an opportunity for a Director, Strategic Accounts and Sales Operations. The Director, Strategic Accounts and Sales Operations will be responsible for leading a cross-functional team comprised of the strategic accounts team as well as the sales operation and analytics functions for the Pediatric Nutrition Business Unit. Primary responsibilities include driving a vision of Operational Excellence through;

• leading the strategic accounts team (National Accounts Managers and Clinical Specialists) that drive relationships with key hospital systems
• leading the analysis and insights to support the sales organization
• sales reporting, analysis and bonus development and execution for the sales team
• working in conjunction with the Marketing and Sales Training team on development of field sales tactical plan leveraging insights and best practices from the field

WHAT YOU’LL DO

• Sales Force strategy and business planning for >300-person sales organization.
• Lead Sales Analytics and Sales Operations teams Translate business insights into sales strategy, field priorities, and growth initiatives to front line sales team as well as integration of sales best practices into marketing strategy.
• Partner with senior leadership on business planning, resource allocation, and execution strategy.
• Development and execution of sales force geographical alignments
• Lead bonus plan development and execution
• Monthly sales analysis and reporting including the usage of sales tracking software (saleforce.com or other system of record) for field sales analytics
• Supply Chain support on hospital inventory management and forecasting
• Commercial strategy and customer engagement for national hospital systems
• Lead the National Account Manager team that is responsible for national and/or multi-regional scope or broad hospital system accounts.
• Alignment on Clinical Specialist team priorities for execution of strategies and programs with key healthcare customers.
• Direct contract strategy, account growth initiatives, and executive-level customer relationships
• Oversee market access strategies and account engagement plans for priority health systems and strategic customers.
• Coordinate cross-functional resources to drive customer adoption, contract performance, and business growth
• Executive Leadership & Influence Serve as a strategic advisor to senior commercial leadership Present recommendations and influence decisions impacting sales performance, customer strategy, and organizational priorities
• People Leadership Recruit and develop organizational talent Collaborate with Sr. Manager of Sales Training in the planning and execution of sales meetings

Travel: 30-50% as business requires.

EDUCATION AND EXPERIENCE YOU’ll BRING

• BS degree, MS/MBA preferred.
• Minimum 8 years’ experience in sales and 3 years of leadership experience.
• Strong ability to work with cross functional partners to drive engagement and achieve results.
• Proven success at leading team to deliver insight.
• Must have demonstrated ability to lead analyses to completion and present and communicate complex data in non-technical way to guide organizational thinking, strategy development and execution.
• Demonstrated strong presentation and communication skills.
• Proven success in presenting complex data to executive senior leaders in an organization and interacting and conducting strategic discussions with multi-divisional leaders.
• Strong work ethic, passion for the business and driving results.
• Proven success in ability to recruit, coach and develop organizational talent.

WHAT WE OFFER

• Training and career development, with onboarding programs for new employees and tuition assistance
• Financial security through competitive compensation, incentives and retirement plans
• Health care and well-being programs including medical, dental, vision, wellness and occupational health programs
• Paid time off
• 401(k) retirement savings with a generous company match
• The stability of a company with a record of strong financial performance and history of being actively involved in local communities
• Learn more about our benefits that add real value to your life to help you live fully: www.abbottbenefits.com

Follow your career aspirations to Abbott for diverse opportunities with a company that provides the growth and strength to build your future.

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 $149,300.00 – $298,700.00. In specific locations, the pay range may vary from the range posted.

JOB FAMILY: Sales Force
DIVISION: ANPD Nutrition Products
LOCATION: United States > Columbus : RP02
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), 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. Follow Us: Facebook LinkedIn YouTube Twitter