Enterprise Accounts Director - Central, U.S

Abbott; United States; Remote; USD 113,000 - 227,000; Full time

Benefits offered by this job

Free medical coverage

Retirement plan

Tuition reimbursement

Education benefit

Global employer

Diversity support

Job summary

Abbott is seeking a Corporate Sales Executive to sell the full cardiovascular portfolio through GPOs and IDNs across the United States. The role focuses on building senior-level relationships, negotiating complex contracts, and delivering growth across multiple product areas within a matrix organization.

Candidates should have a strong track record in strategic account planning, negotiations, and revenue expansion, with 7+ years in medical device or related sales and a willingness to travel

Qualifications

• Bachelor’s degree required; advanced degree preferred.
• Experience with GPOs, IDNs and Aggregation groups.
• Knowledge of medical devices and market strongly preferred.
• At least 7+ years of related sales experience with a track record in business planning, negotiation, ASP management and revenue growth.
• Demonstrated commitment to self-development and continuous improvement.
• Strong oral and written communication skills with ability to influence.
• Ability to prioritize tasks, analyze problems, and implement solutions for positive outcomes.
• Experience managing both high-growth and mature businesses across multiple product portfolios.
• Travel approximately 50% of the time.

Responsibilities

• Establish and maintain relationships with key decision-makers within GPOs, IDNs and hospital systems.
• Build executive-level relationships across segments and functions including C-suite, supply chain, health economics and quality committees.
• Negotiate complex contract structures with GPOs, IDNs and aggregation groups.
• Drive integrated product agreements and develop solutions to grow share and revenue.
• Develop and implement business plans for targeted accounts.
• Prepare and present corporate proposals and branding/positioning to customers.
• Collaborate with contract management and legal to meet internal requirements.
• Work with sales teams and cross-functional partners on strategic initiatives in accounts and geography.
• Meet or exceed annual sales objectives across assigned accounts.

Education

Bachelor’s degree

Advanced degree

Job description

About Abbott

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.

Benefits

• 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

Location: UNITED STATES – Central U.S. and near major airport.

Compensation

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.

Job Family / Division / Locations

JOB FAMILY: Sales Force
DIVISION: MD Medical Devices
LOCATION: United States of America : Remote
ADDITIONAL LOCATIONS:

Work Shift / Travel / Medical Surveillance / Significant Work Activities

WORK SHIFT: Standard
TRAVEL: Yes, 50 % of the Time
MEDICAL SURVEILLANCE: Not Applicable
SIGNIFICANT WORK ACTIVITIES: Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day), Driving a personal auto or company car or truck, or a powered piece of material handling equipment.

Equal Opportunity Employer

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

About Abbott

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.

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