Enterprise Accounts Director - Central, U.S

Abbott Laboratories; Nashville (TN); On-site; USD 113,000 - 227,000; Full time

Benefits offered by this job

Free medical coverage for employees

Excellent retirement savings plan

Tuition reimbursement

Education benefits (FreeU)

Job summary

Abbott is seeking a Corporate Sales Executive to drive the cardiovascular portfolio across GPOs, IDNs, and hospital systems. You will build executive relationships, negotiate complex contracts, and execute business plans to grow revenue and market share across a national network.

Responsibilities include developing strategies with cross-functional teams, delivering proposals, and collaborating with legal and finance to ensure compliant deals. Travel ~50% is expected.

Qualifications

• Bachelor's degree required; advanced degree preferred.
• 7+ years of sales experience with GPOs/IDNs/Aggregation groups.
• Knowledge of medical devices and market strongly preferred.
• Experience negotiating complex contracts and driving revenue growth.
• Ability to create and deliver effective oral and written communications and influence others.

Responsibilities

• Establish and maintain executive relationships with key decision-makers within GPOs, IDNs and hospital systems.
• Proactively build deep executive level relationships across segments and functions.
• Drive, create and negotiate complex contract structures with GPOs/IDNs and national groups.
• Drive integrated product agreements and develop business solutions to grow market share.
• Develop and implement business plans for targeted accounts and geography.
• Prepare and deliver corporate proposals and branding/positioning presentations to customers.
• Collaborate with contract management and legal to ensure compliant deals.
• Meet or exceed annual sales objectives by coordinating multi‑line teams.
• Travel approximately 50% to cover the territory.

Skills

GPOs/IDNs experience

Contract negotiation

Sales strategy

Healthcare market knowledge

Education

Bachelor's degree

Advanced degree preferred

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.

Working at Abbott

At Abbott, you can do work that matters, grow, 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.

JOB DESCRIPTION

The Corporate Sales Executive role is responsible for selling the entire portfolio of cardiovascular product categories (Coronary, Endovascular, CRM, Electrophysiology, Structural Heart, Heart Failure and Capital) through the execution of business plans for assigned Group Purchasing Organizations (GPOs) and/or Independent Delivery Networks (IDNs).

KEY RESPONSIBILITIES

• Establish and maintain relationships with key decision-makers and influencers within assigned GPOs, IDNs and hospital systems;
• Proactively build deep executive level relationships with customers across a range of segments, therapeutic areas and business functions, such as the C-suite, supply chain, health economics and quality committees;
• Drive, create and negotiate complex contract structures with GPOs, IDNs, and national aggregation groups;
• Drive integrated product agreements and create business solutions to drive share and deliver growth;
• Develop and implement business plans for targeted accounts;
• Prepare and deliver corporate proposals and branding/positioning presentations to key customers and decisionmakers;
• Work closely with corporate contract management and legal staff to ensure all contracts meet internal management and legal requirements;
• Partner and assist all sales team counterparts in the development, implementation and management of strategic initiatives within targeted accounts and geography;
• Meet or exceed annual sales objectives for assigned accounts by mobilizing people to action across a multi-line organization, catalyzing growth and exerting broad influence across a diverse set of business unit leaders;
• Influence organizational thinking on the evolving healthcare landscape and partner with customers and key stakeholders to navigate healthcare changes (e.g. healthcare reform, distribution channel consolidation, sites of care migration, etc.);
• Proactively keep the broader organization updated and informed regarding business plans and progress toward stated goals;
• Optimize account management by leveraging sales ops data and the full range of Abbott's supporting functional capabilities (inside sales team, marketing, etc.).

SUPERVISORY/MANAGEMENT RESPONSIBILITIES

Candidate will report to the Vice President, Enterprise Accounts and will network and work collaboratively with Enterprise Account and Business Unit peers in a matrixed environment. This role is an individual contributor role and does not have direct supervisory or management responsibilities.

QUALIFICATIONS

• Bachelor's degree required. Advance degree preferred;
• Prior experience working with GPOs, IDNs and Aggregation groups;
• Knowledge of medical devices and market strongly preferred;
• At least 7+ years of related work/sales experience required with a proven track record of sales success with particular focus on business planning, negotiation skills, ASP management and revenue and market share enhancement;
• A history of seeking and undertaking self-development and self-improvement projects and opportunities;
• The ability to create and deliver effective oral and written communications and successfully influence others;
• Demonstrated ability to prioritize tasks, analyze problems, develop solutions and implement tactics needed to secure positive outcomes;
• Experience managing both high growth and mature businesses and multiple product portfolios is required;
• Approximately 50% travel covering assigned geographic territory.

Location:

UNITED STATES - Central U.S. and near major airport

The base pay for this position is $113,300.00 - $226,700.00. In specific locations, the pay range may vary from the range posted.