Government Enterprise Account Manager, Molecular Diagnostics - West Region

Thornton Tomasetti; United States; On-site; USD 99,000 - 199,000; Full time

Benefits offered by this job

HIP PPO medical plan

Retirement savings plan

Tuition reimbursement

FreeU education benefit

Job summary

Abbott is seeking a Government Enterprise Account Manager to lead the US Government Enterprise strategy for Molecular Diagnostics products. You will build senior-level relationships, coordinate cross-functional teams, and drive profitable revenue while ensuring compliant contracting.

The role covers strategic government accounts, requires 7–10 years in senior sales, and involves heavy travel as part of a national program within the United States.

Qualifications

• Bachelor's degree and 7–10 years of relevant sales experience, including executive-level relationships.
• Proven ability to build long-term strategic relationships and align cross-functional teams.
• Experience with value-based, solution selling and cross-functional collaboration.

Responsibilities

• Lead efforts to launch and develop the US Government Enterprise structure for Abbott Molecular Diagnostics products.
• Establish and manage senior-level relationships to drive new sales and protect base business.
• Coordinate cross-divisional resources to execute strategic account plans and improve governmental outcomes.

Skills

Executive relationship building

Negotiation

Cross-functional leadership

Public speaking

Education

Bachelor's degree in business, life sciences, engineering, or related technical discipline

Tools

CRM

SFA

Communication tools

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: Working at Abbott At Abbott, you can do work that matters, grow, and learn, care for yourself and your 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 a 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 worldwide 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 the best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity We’re empowering smarter medical and economic decision-making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people. The Government Enterprise Account Manager is responsible for leading efforts to launch and further develop the US Government Enterprise structure for Abbott Molecular Diagnostics products. This role is the guardian of the federal government strategic customer relationship and is focused on generation of net new customer selling and retention of existing contractual customer relationships.

What You’ll Do

Responsible for dynamic account control to targeted strategic accounts with significant, high-value, high-impact projects and for the coordination of the entire sales process to closure for all Abbott Molecular Diagnostic products. The key outcomes and success factors are achieving incremental revenue, growing profitability (Margin $), driving innovation partnerships across the business units, and ensuring contracting is done in a compliant and high integrity manner. Leads cross-functional resources including matrix sales, marketing, training, commercial operations, strategic pricing, and contracting. Primary responsibilities include establishing and building senior level relationships and leveraging them in driving new profitable sales and protecting base business at the agency, regional, and healthcare facility levels. Understanding and assessing customers’ business objectives, strategies, and requirements, identifying innovative solutions to meet account needs and overall account management including detailed account planning and sales forecasting. Responsible for driving profitable revenue and closing opportunities within strategic named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott, ensures all commitments are met. Investigates and understands the strategic account and their business environment including goals, objectives, strategies, and competitive situation. Identifies industry trends and changing market regulations and understands impact on strategic account. Maintains a detailed understanding of customer decision makers and influencers, builds and preserves customer relationships to leverage in driving new sales, and protecting base business. Identifies opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott value proposition resulting in positive action. Understanding, analyzes, and accurately interprets key financial performance indicators for strategic accounts and how Abbott’s solutions will impact targeted financial objectives. Negotiates contracts resulting in long-term commitments. Provides leadership and direction regarding all Abbott interactions with strategic accounts, acts as a trusted advisor to the customer. Integrates information from ongoing business analysis and assessment into a multi-year plan and leads through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results. Coordinates all appropriate Abbott resources to execute the strategic account plan including assigning roles, expectations, responsibilities, and timelines, engages members of the team through ongoing communication, tactical planning, and execution. Acts as an internal advocate for the customer, cultivates Abbott internal relationships and leverages to drive business objectives. Design, develop and launch US Government Enterprise Strategy for targeted Government Segments to include the VA HealthCare System, Department of Defense, Indian Health, and Public Health Laboratories. Create US support infrastructure to help grow and develop the Enterprise strategy. Drive profitable growth by taking a customer focused approach in working with the USO to create and implement the Government Enterprise Financial and Strategic Business Plans. Lead cross-divisional efforts to improve MDx and Abbott’s overall success in the practice of Government Enterprise Account Management. Achieve or exceed the US Government Enterprise annual financial plans and ROI objectives. Provides leadership and coordination of US Government Enterprise resources to develop and implement business plans, practices, and relationships with customers. Develop internal and external relations and leverage those relationships to optimize issue resolution. FSS Contract responsibility and Sales Strategy integration Strategic Planning (customer insights, external competitive trends) Marketing: Go-to-Market Strategy (Account Selection, Segmentation, & Portfolio), Communications, Customer Satisfaction, E-commerce, National/Regional Account Programs, New Strategic Account Management, Technology: CRM, SFA, Communication Tools, Value Creation/Innovation. Business Performance / financial management (plan-forecast) Sales: Account Planning, Critical Success Factors for Strategic Government Accounts, Finance/C&P: Contracts & Agreements, Financial Analysis.

Key Success Factors

Broad federal healthcare knowledge, to include factors influencing hospital/health system (i.e., government regulations; consolidation, key opinion leaders and associations; advocacy groups). Federal contracting vehicles, BPA, IDIQ, FSS, eCAT, along with extensive government solicitation and contracting experience. Interpersonal skill and savvy to effectively work with C- suite level and coordinate internal resources to effectively create personalized solutions that meet decision maker’s expectations. Highly skilled negotiator capable of running possible scenarios that address key elements for closing desired deals. Results oriented; anticipate where sales shortfalls might be and implements contingency plans to close the gap.

Territory

The territory covers West Region of the United States Easy access to major metropolitan airport Relocation assistance is not authorized for this position. Willingness to travel 75%, will include overnights.

Required Qualifications

Bachelor’s degree 7-10 years of relevant experience Proven sales experience at executive level selling broad and complex product line. Proven ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large complex organization’s strategic long- term plan and short- term tactics and translate into a winning solution. Proven success as an expert in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer. Ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must.

Preferred Qualifications

Bachelor’s degree in business, life sciences, engineering, or related technical discipline. 7+ years’ experience in sales, strategic account leadership experience, and federal government contracts management. 5+ years of experience developing and selling customized solutions to senior level/C-suite executives in healthcare institutions. 5+ years of experience understanding performance metrics in Hospital or Laboratory settings and recommending solutions accordingly. Ability to examine business environment and develop/execute in response to market opportunities Cross-functional team leadership experience required without direct reports. Advanced analytical, communication, and critical thinking skills. Proven sales management experience is a plus Additionally, ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must. The candidate must have executive level business and financial acumen, strong team leadership skills and knowledge of all products and services. They should be an expert in ‘getting things done’ within the company and possess strong negotiation skills, critical thinking, and problem-solving skills. Additionally, must have strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.

Equal Opportunity Employer Statements

Abbott is an Equal Opportunity Employer, committed to employee diversity.

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

Salary

The base pay for this position is $99,300.00 - $198,700.00

Job Family and Location

JOB FAMILY: Sales Force
DIVISION: AMD Molecular
LOCATION: United States of America : Remote
ADDITIONAL LOCATIONS: WORK SHIFT: Standard
TRAVEL: Yes, 75 % of the Time
MEDICAL SURVEILLANCE: No
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.

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. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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