Enterprise Account Manager - Southwest

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 113,000 colleagues serve people in more than 160 countries.

JOB DESCRIPTION:

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people's health. We're always looking towards the future, anticipating changes in medical science and technology.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and 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 .
• Free medical coverage for employees* via the Health Investment Plan (HIP) PPO
• An excellent retirement savings plan with 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 around the world 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 a best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

Acelis Connected Health is part of Abbott's Diagnostics family of businesses, bringing together exceptional teams of experts and industry leading technologies. We provide comprehensive INR and VAD services for patients and providers.

The Enterprise Account Manager is based out of Texas calling on IDN/Health Systems in Texas and surrounding states and is responsible for achieving and/or exceeding defined goals and the overall business growth of Acelis Connected Health sales and service. The EAM is a service sales leader working in collaboration with the account community of inside sales representatives, inside account executives, clinical specialists and outside sales account executive teams to drive the adoption and growth of all strategic offerings within the Acelis Connected Health (ACH) VAD and INR portfolio of products.

They are the quarterback and owner of the overall strategic sales opportunities within key target IDN Accounts and leads efforts in specific strategically selected named accounts by identifying or creating opportunities, leading customer engagement, sales process navigation, solution architecture, and negotiation discussions, with internal alignment in the larger account community.

What You'll Work On

• Responsible for the growth of assigned Target IDNs and Health Systems.
• Masters "top-down" sales approach to drive adoption throughout large health systems.
• Engages with C-Suite and/or Executive Leadership and aligns our service offering with their strategic vision.
• Designs and lead sales strategy in collaboration with the account community to maximize key account penetration at specifically assigned accounts
• Development and management of a robust sales funnel for all strategic offerings within the portfolio at specifically assigned accounts.
• Ensures overall growth for assigned territory by meeting or exceeding defined New Prescription goals, including growth in suitable active patients.
• Identify key influencers and decision-makers within target accounts and establish executive/corporate level relationships to drive system-wide adoption.
• Conduct quarterly business reviews with key IDN/health system and accounts to reinforce value proposition and identify incremental opportunities.
• Guides professional clinical organizations to a new modality of care using implementation guidelines for patient self-testing.
• Initiates compelling clinical, evidence-based, and business-based sales conversations with all customer call points regarding Acelis Connected Health service offerings.
• Guides business development using Acelis Connected Health clinical, financial, and efficiency models showing value of patient self-testing.
• Uses Integrity Selling process and negotiating experience to overcome barriers to adoption of prospective customers resulting in PST program development and expansion.
• Follows all regulatory policies and procedures, privacy and security standards in accordance with government agencies to include HIPAA requirements.
• Liaison between internal teams and the customer to drive the creation of customized solutions for system-wide healthcare organizations
• Collaborates with the sales teams & sales operations to coordinate strategic account opportunities associated with target accounts, generating proposals, presentations, cost/benefit analysis as appropriate
• Collaborates with ACH operations, finance, marketing and legal for contract terms.

Required Qualifications

• BS/BA in related discipline or advanced degree, or equivalent combination of education and experience
• 7+ years of successful experience in healthcare sales of which 1-3 years selling to industry executive level decision-makers, account management, strategic account management or similar field
• 2-5 years of complex selling and negotiation experience
• Must be willing and able to travel 50% or more as required, and must live within the designated region and proximity to major airport
• Valid driver's license required.

Preferred Qualifications

• MBA or MHA
• 3+ years of Enterprise Account and IDN sales experience preferred.
• Experience with mainstream office software including MS Windows, Word, Outlook, PowerPoint and Excel Salesforce.com.
• Demonstrates commitment to the development, implementation and effectiveness of ARDx Quality Management System per ISO, FDA, and other regulatory agencies.

* Participants who complete a short wellness assessment qualify for FREE coverage in our HIP PPO medical plan. Free coverage applies in the next calendar year.

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

Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal.

JOB FAMILY:
Sales Force

DIVISION:
CSP ARDx Consumer Services and Products

LOCATION:
United States > Texas > Austin : 12501B Research Boulevard

ADDITIONAL LOCATIONS:

WORK SHIFT:
Standard

TRAVEL:
Yes, 50 % of the Time

MEDICAL SURVEILLANCE:
Not Applicable

SIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Keyboard use (greater or equal to 50% of the workday)

Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.

EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf

EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf