Enterprise Account Manager - Point of Care Diagnostics West

The Enterprise Account Manager - Point of Care Diagnostics West is responsible for selling Abbott Point of Care (APOC) products to large, regional Integrated Delivery Networks (IDNs).

• Achieving sales goals and maintaining the sales budget
• Establishing and building senior-level relationships within assigned accounts
• Understanding customer decision-makers and influencers to drive profitable sales and protect base-business
• Identifying innovative strategic solutions for the commercial team
• Providing accurate and timely forecasting to senior leadership
• Collaborating across APOC US Commercial functions to ensure commercial goal achievement
• Planning, coordinating, and managing the activities of the broader commercial team (sales, marketing, finance, etc.)
• Identifying sales opportunities and effectively representing the company and its products
• Working with the leadership team to assign roles, expectations, responsibilities, and timelines
• Acting as an internal advocate for the customer and leveraging internal relationships to drive business objectives
• Handling contract negotiation, pricing/proposal/bid preparation, customer service, and follow-up
• Assisting in the formulation of strategic sales plans and tactics, including annual territory/regional plans and sales forecasting
• Monitoring market, customer, and competitor trends and advising management on improving company competitiveness
• Working closely with APOC US Marketing to identify new opportunities and develop marketing plans and programs
• Providing regular sales reports, forecasts, and communication with sales and marketing management
• Supporting the commercial team through active sharing of ideas, techniques, and approaches
• Complying with established business policies and exhibiting professional behavior with internal/external business associates

• Bachelor Degree in sales, marketing, business management or related coursework
• 7+ years of relevant work experience, of which 1-3 years should be sales experience selling to executive-level decision-makers
• Experience in laboratory/Point of Care product sales, Medical Device or diagnostics industry
• Extensive Contracting Experience
• Demonstrated leadership (with or without authority) experience including problem-solving, conflict resolution, complex selling, and planning and execution
• Excellent interpersonal skills and documented success in team selling environment
• Ability to build long-term strategic and senior-level relationships and demonstrated capability to uncover a large, complex organization's long-term strategic plan and short-term tactics and translate them 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
• Executive-level business and financial acumen, strong team leadership skills and knowledge of all products and services
• Strong negotiation skills, critical thinking and problem-solving skills
• Strong internal and external networking skills with robust interpersonal skills that will develop and enhance long-term relationships
• Availability to travel at least 60%

• 401k matching
• Health insurance
• Freedom 2 Save student debt program
• FreeU education benefit
• Free medical coverage in our Health Investment Plan (HIP) PPO medical plan
• An excellent retirement savings plan with a high employer contribution
• Tuition reimbursement

Abbott is a global healthcare leader that helps people live more fully at all stages of life.