Government Enterprise Account Manager – Molecular Diagnostics

This is a fully remote position, open to applicants in United States.

📋 Description

• Spearhead initiatives to establish and enhance the US Government Enterprise structure for Abbott Molecular Diagnostics.

• Cultivate relationships with federal government strategic customers, drive new sales, and maintain existing contracts.

• Oversee key strategic accounts and manage the complete sales process through to closure for Abbott Molecular Diagnostic products.

• Drive incremental revenue, enhance profitability, foster innovation partnerships, and ensure compliant contracting practices.

• Coordinate cross-functional resources across sales, marketing, training, commercial operations, strategic pricing, and contracting.

• Forge and strengthen senior-level connections within agencies, regions, and healthcare facilities.

• Evaluate customer objectives, strategies, and needs; identify innovative solutions while developing account plans and sales forecasts.

• Propel profitable revenue and close opportunities within designated strategic accounts.

• Analyze strategic accounts, business contexts, competitive landscapes, industry trends, and evolving market regulations.

• Sustain relationships with decision-makers and influencers in customer organizations.

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

• Examine financial performance metrics and negotiate contracts that support long-term commitments.

• Serve as a trusted advisor while leading Abbott's engagement with strategic accounts.

• Create multi-year account plans and guide internal sales teams through influence and persuasion.

• Organize Abbott resources to effectively implement strategic account plans with clearly defined roles, responsibilities, expectations, and timelines.

• Design, develop, and implement the US Government Enterprise Strategy for the VA HealthCare System, Department of Defense, Indian Health, and Public Health Laboratories.

• Establish the support infrastructure for the Enterprise strategy in the US.

• Formulate financial and strategic business plans for the Government Enterprise alongside the USO.

• Oversee cross-divisional efforts to enhance Government Enterprise Account Management.

• Meet or surpass annual financial targets and ROI goals.

• Formulate and execute business plans, practices, and customer relationships.

• Manage FSS contract responsibilities and integrate sales strategies.

• Lead strategic planning, market entry strategies, marketing programs, CRM/SFA technologies, value creation, and innovation initiatives.

• Supervise business performance, financial planning, and forecasting activities.

• Direct account planning, contracts and agreements, financial analysis, and key success factors for strategic government accounts.

• Manage the P&L for each customer while driving profitable growth to meet LRP commitments.

• Willingness to travel 75% of the time, including overnight trips.

⛳️ Requirements

• Bachelor’s degree.

• 7-10 years of relevant experience.

• Demonstrated sales experience at the executive level, handling a broad and complex range of products.

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

• Capability to uncover complex organizational strategies and tactics, translating them into effective solutions.

• Established success in value-based, solution-oriented selling.

• Ability to collaborate in cross-functional teams to achieve clearly defined goals.

• Proficient in effective communication and public speaking.

• Adaptability to rapidly changing environments.

• Comprehensive federal healthcare knowledge, including government regulations, consolidation trends, key opinion leaders, associations, and advocacy groups.

• Familiarity with federal contracting mechanisms, including BPA, IDIQ, FSS, and eCAT.

• Extensive experience in government solicitation and contracting.

• Highly skilled in negotiation.

• Willingness to travel 75% of the time, including overnight stays.

• Convenient access to a major metropolitan airport.

• Preferred: Bachelor’s degree in business, life sciences, engineering, or a related technical field.

• Preferred: Over 7 years of sales experience, expertise in strategic account leadership, and federal government contract management.

• Preferred: More than 5 years of experience in developing and selling customized solutions to senior-level/C-suite healthcare executives.

• Preferred: Over 5 years of experience in understanding performance metrics in hospital or laboratory environments and recommending solutions.

• Experience leading cross-functional teams without direct reports.

• Advanced analytical, communication, and critical thinking abilities.

• Executive-level business and financial insight.

• Strong negotiation, problem-solving, networking, and interpersonal skills.

• Comprehensive knowledge of all products and services offered.

🏝️ Benefits

• Opportunities for career development with an international company.

• Eligibility for free medical coverage through the Health Investment Plan (HIP) PPO medical plan in the upcoming calendar year.

• Exceptional retirement savings plan featuring a substantial employer contribution.

• Tuition reimbursement program.

• Participation in the Freedom 2 Save student debt program.

• Access to the FreeU education benefit for pursuing a bachelor’s degree.

• Relocation assistance is not available for this position.