Enterprise Account Manager

This is a fully remote position, open to applicants in New York, +1 more state.

📋 Description

• Promote the complete product line of Abbott's Core Laboratory Diagnostics Division to large, intricate strategic named accounts and potential clients.

• Cultivate strategic customer relationships, focusing on retention, growth, and acquiring new clients.

• Establish and nurture senior-level connections to enhance profitable sales and safeguard existing business.

• Evaluate customer business objectives, strategies, and needs.

• Discover innovative solutions tailored to account requirements.

• Create account plans and project sales forecasts.

• Generate profitable revenue and finalize opportunities within strategic named accounts.

• Research strategic accounts, their business environments, goals, and competitive landscapes.

• Recognize industry trends and evolving market regulations and assess their effects.

• Oversee and negotiate comprehensive, multi-level, multi-stakeholder solution-selling processes.

• Prepare and present account-specific value propositions for Abbott.

• Analyze financial performance metrics and negotiate contracts leading to long-term commitments.

• Provide leadership and guidance for Abbott's engagement with strategic accounts.

• Act as a trusted advisor and advocate for internal customers.

• Lead internal sales teams in formulating actionable, multi-year account strategies.

• Coordinate Abbott resources to implement strategic account plans.

• Sell directly to C-suite executives and senior leaders.

• Manage a varied portfolio of multi-location accounts and drive annual growth through acquisition and expansion.

• Own customer P&L and cultivate profitable growth to meet LRP commitments.

• Travel across Pennsylvania, Western New York, and other US locations, including overnight trips.

⛳️ Requirements

• Bachelor’s degree.

• Over 5 years of experience in a consultative partner/seller role managing B2B businesses.

• Experience collaborating with executives and C-suite leaders in healthcare, informatics, communications, technology, or consultancy.

• Led complex enterprise deals exceeding $1 million.

• Proven ability to cultivate long-term strategic and senior-level relationships.

• Capable of uncovering intricate organizations’ strategic plans and translating them into successful solutions.

• Relevant qualifications and credentials in healthcare, technology, or consultancy.

• Proficiency in value-based and solution selling.

• Ability to function effectively within cross-functional teams.

• Strong communication skills, public speaking abilities, and adaptability to rapidly changing environments.

• Executive-level business and financial acumen.

• Exceptional team leadership, negotiation, critical thinking, and problem-solving skills.

• Strong networking and interpersonal skills, both internally and externally.

• Willingness to travel up to 75%-80% within the assigned territory and other US locations.

• Preferred: Advanced degree (MBA) in business, life sciences, engineering, or a related technical field.

• Preferred: 7+ years of experience in developing and selling tailored solutions to senior-level/C-suite executives in healthcare institutions.

• Preferred: 7+ years of experience in understanding performance metrics in hospital or laboratory settings and recommending solutions.

• Preferred: Familiarity with the diagnostics industry.

🏝️ Benefits

• Opportunities for career advancement within an international company.

• Complimentary medical coverage through the Health Investment Plan (HIP) PPO medical plan (eligibility starts in the following calendar year).

• Retirement savings plan featuring a generous employer contribution.

• Tuition reimbursement to support your education.

• Freedom 2 Save program for student debt assistance.

• FreeU education benefit available for pursuing a bachelor’s degree.

• Comprehensive health and wellness benefits.

• A variety of diverse career opportunities.