Strategic Account Manager

📋 Description

• Establishing enduring partnerships between Abbott and key strategic account clients, including outside lab decision-makers, hospital/commercial lab executives, procurement personnel, lab department managers, consultants, scientific officers, and end users.

• Offering comprehensive solution options across Abbott Diagnostics’ portfolio and services that promote growth for both Abbott and the customer, as well as enhance the customer’s healthcare performance.

• Leading intricate, end-to-end, multi-stakeholder sales and contract negotiations, ensuring the fulfillment of commitments made to customers and Abbott.

• Responsible for driving market share growth through the realization of new business opportunities and contract renewals.

• Managing C-suite relationships within hospitals and major commercial lab accounts.

• Driving sales growth initiatives and business acquisition within these accounts to achieve planned sales growth.

• Cultivating long-term relationships with key public and commercial accounts to secure business, contract, and tender renewals.

• Gaining in-depth knowledge of customer businesses, financials, industry trends, and regulations to formulate multi-year account strategies.

• Identifying key acquisition opportunities for designated accounts within the rolling five-year long-range plan.

• Building a pipeline and tracking progress effectively.

• Implementing country strategies to secure new business wins.

• Collaborating with local teams, TSD (Total Solution Design), Service, DHS, and Applications teams to conduct activities throughout the sales cycle.

• Engaging in business planning and conducting regular business reviews and monthly forecasting for key accounts to prioritize sales activities.

• Ensuring completion of account strategy planning and implementing a time utilization process to enhance sales effectiveness.

• Confirming that all company activities are performed in accordance with the Abbott Code of Business Conduct and relevant laws.

⛳️ Requirements

• Bachelor's Degree in science or related fields preferred, particularly in IVD, medical devices, molecular, life sciences, or the healthcare industry.

• A minimum of 5 years of IVD experience in developing and selling customized solutions to senior levels in healthcare and hospital institutions.

• Demonstrated sales experience in account management, sales forecasting, and planning, alongside strong people management skills.

• Proven history of maintaining positive customer relationships and effective communication skills.

• Ability to forge strong cross-functional relationships and collaborate within the organization, acting as a motivator to drive consistent performance within the sales team.

• Successful experience engaging with customers, particularly senior management and key stakeholders.

• Knowledge of the healthcare and diagnostics industry, including changing market dynamics, key competitors, terminology, challenges, and regulations.

• Understanding of performance metrics in hospital, tender process, or laboratory environments, with the ability to recommend solutions accordingly.

• Customer-oriented approach that achieves exceptional levels of customer satisfaction by understanding client needs and overcoming challenges, while adapting product and service delivery to meet those needs.

• Proficiency in software applications (Excel, PowerBI, and CRM dashboard management).

🏝️ Benefits

• Exceptional health and wellness benefits and perks.

• Career development opportunities with an international company where you can build the career you aspire to.

• A company noted as a great place to work in numerous countries globally, recognized as one of the most admired companies in the world by Fortune.