National Strategic Accounts Manager

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 114,000 colleagues serve people in more than 160 countries.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and your 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.
• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• An excellent retirement savings plan with a 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 worldwide 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 the best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

This position works out remote in our Core Diagnostics Division.

We’re empowering smarter medical and economic decision-making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.

Our diagnostic solutions are used in hospitals, laboratories, and clinics around the globe. The crucial information derived from our tests, instruments, and informatics systems is often the first step in patient care decision-making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.

What You’ll Work On

This position manages the entire Abbott Core Diagnostics Division (Core Dx) relationship and product line to extremely large national and/or multi-region Integrated Delivery Networks (IDNs).

This role is the guardian of the master contract terms and conditions (T&C’s) and drives strategic customer relationships and business strategies at the senior executive level down through the local customer management. This role is focused on customer satisfaction, value expansion, retention, renewals as well as ensuring assigned accounts serve as strong references for Abbott.

Core Job Responsibilities

• Strategy and Relationship Management:
  • Set and drive national strategy with owned accounts, establish and build senior-level (C-Suite) relationships, leveraging them to negotiate favorable contract terms and business initiatives.
  • Investigate and understand accounts’ business environments, including goals, objectives, strategies, and competitive situations.
• Collaboration and Leadership:
  • Partner with regional sales and service leadership to drive compliance and customer-centric initiatives.
  • Provide leadership and direction for all Abbott interactions with accounts, acting as a trusted advisor.
  • Coordinate Abbott resources to execute strategic account plans, assigning roles, expectations, responsibilities, and timelines.
  • Build relationships across Abbott portfolio of businesses to drive a consistent value proposition at the c-suite by working with molecular, APOC, Rapid and/or other key businesses
• Innovation and Business Development:
  • Identify new and innovative ways to position and drive strategic business across all Abbott modalities, including novel technologies and unique solutions (e.g., AlinIQ).
  • Work closely with corporate contract management and legal staff to ensure contracts meet internal and legal requirements.
• Market and Industry Insight:
  • Lead and influence organizational thinking on the evolving healthcare landscape, partnering with customers and stakeholders to navigate systems like healthcare reform and distribution channel consolidation.
  • Identify industry trends and changing market regulations, understanding their impact on strategic accounts.
• Account Strategy and Execution:
  • Integrate information from business analysis into a multi-year plan, leading an internal team to develop actionable account strategies with short-term tactics.
  • Act as an internal advocate for the customer, cultivating internal relationships to drive business objectives.
  • Identify and implement strategies to expand Abbott’s share of the account and drive incremental value for the clients and Abbott
  • Maintain a detailed understanding of customer decision-makers and influencers, building and preserving relationships to drive new sales and protect base business.
• Financial and Quality Management:
  • Understand, analyze, and interpret key financial performance indicators for strategic accounts, negotiating contracts for long-term commitments.
  • Implement and maintain the effectiveness of the quality system.

Position Accountability / Scope

• IDNs in scope are extremely large with Reoccurring Annual Value (RAV) ranging from ~$18-$50MM per account and growing.
• The incumbent will provide detailed analysis of the key accounts to USO commercial leadership proactively through regular (quarterly) business review and on demand.
• Matrix leadership.  The incumbent will be expert at internal relationship management and keep abreast of ALL the portfolio developments within Core Dx and be well versed cross divisionally (such as ARDX) to have an informed position to guide the ‘matrix’ through the complex account.
• This is a long-term strategic position that manages the short-, medium- and long-term objectives of assigned accounts, building and executing Long-range plans to drive the business over multiyear cycles.

Required Qualifications

• Bachelor’s degree required.
• The candidate will have proven sales experience and success at executive level selling broad and complex product line for a minimum for 7+ years with a minimum of 10+ years of related sales experience.  ​
• Ability to travel 50-75% to cover assigned accounts.

Preferred Qualifications

• Diagnostics experience
• Advance degree preferred.
• Proven ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large complex organization’s strategic long-term plan and short-term tactics and translate 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, with a focus on end to end solution selling.
• Ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must.
• Possess strong negotiation skills, critical thinking and problem-solving skills.
• Strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.
• Consulting experience is preferred.

Apply Now

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.

The base pay for this position is $111,300.00 – $222,700.00. In specific locations, the pay range may vary from the range posted.