Government Enterprise Account Manager, Molecular Diagnostics - West Region

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. Understands, 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.

The incumbent will be responsible for the P&L for each customer as well as developing the profitable growth that is needed to achieve LRP commitments.

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.

Apply Now

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: https://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.

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