Enterprise Account Manager, Molecular Diagnostics - Florida

About the role

At Abbott Molecular, we realize the potential of personalized care as the laboratory's most trusted and preferred source for molecular diagnostic solutions. We are a division of Abbott Laboratories, a global, diversified healthcare innovator with a legacy of pioneering work in medical diagnostics. Abbott Molecular currently has an opportunity for an Enterprise Account Manager. The Enterprise Account Executive position sells the entire AMD product line to large, complex strategic named accounts and/or strategic named prospect accounts. This role is the guardian of the strategic customer relationship and is focused on retention, penetration and net new customer selling.

Territory

This is a remote field-based position covering the states of Florida, Alabama, and Louisiana. The ideal candidate would be based in a Florida metro area, preferably Orlando or Miami. Must be able to travel up to 70%, including overnights.

Responsibilities

• Drive profitable revenue and close opportunities within strategic named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits
• Investigate and understand the strategic account and their business environment including goals, objectives, strategies and competitive situation
• Identify industry trends and changing market regulations and understand impact on strategic account
• Establish and build senior level relationships and leverage them in driving new profitable sales and protecting base business
• Understand and assess customers' business objectives, strategies and requirements
• Lead an internal 'selling team' (territory sales representative, specialists, others) to maximize growth
• Overall account management including detailed account planning and sales forecasting
• Maintain a detailed understanding of customer decision makers and influencers; build and preserve customer relationships to leverage in driving new sales and protecting base business
• Identify opportunities or act upon previously identified opportunities to prepare and deliver account-specific Abbott value proposition resulting in positive action
• Understand, analyze and accurately interpret key financial performance indicators for strategic accounts and how Abbott's solutions will impact targeted financial objectives
• Negotiate contracts resulting in long-term commitments
• Provide leadership and direction regarding all Abbott interactions with strategic accounts, act as a trusted advisor to the customer
• Integrate information from ongoing business analysis and assessment into a multi-year plan and lead through persuasion and personal influence an internal 'selling' team to develop an actionable account strategy with short-term tactics to achieve desired results
• Coordinate all appropriate Abbott resources to execute the strategic account plan including assigning roles, expectations, responsibilities and timelines; engage members of the team through ongoing communication, tactical planning and execution
• Act as an internal advocate for the customer; cultivate Abbott internal relationships and leverage to drive business objectives

Required Qualifications

• Bachelor's Degree
• 3-5+ years' experience in enterprise account sales in the Diagnostics or Medical Device industry

Preferred Qualifications

• Ability to examine business environment and develop/execute in response to market opportunities
• Cross-functional team leadership experience
• Strong internal and external networking skills
• Excellent presentation and demonstration skills
• Strong personal skills to develop and enhance long-term relationships
• Advanced analytical and communication skills
• Able to manage multiple tasks and have excellent organizational skills
• Strong computer skills
• Broad knowledge of general laboratory practices

Benefits

• Career development with an international company
• Employees can qualify for free medical coverage in the Health Investment Plan (HIP) PPO medical plan in the next calendar year
• Excellent retirement savings plan with a high employer contribution