Enterprise Account Manager, Toxicology - Nashville, TN

About this role

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 122,000 colleagues serve people in more than 160 countries. JOB DESCRIPTION: 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  

The  Enterprise Account Manager   is part of our   Toxicology Division   at Abbott.   This position will support one large strategic customer with   our entire Abbott US Workplace Services product line.    

The p rimary   responsibilities include   establishing and building senior-level relationships and   leveraging   them in driving new profitable sales and protecting base business.   Understanding and assessing customers’ business   objectives , strategies, and requirements,   identifying   innovative solutions to meet account needs, and overall account management including detailed account planning and sales forecasting.  

This is a field-based sales position that requires candidates to   reside   in the Nashville, TN area. The role involves up to 50%   travel , including customer visits and other business-related travel.  

What   You’ll   Work On  

• Resp onsible for   driving profitable revenue and closing opportunities within strategic named accounts by initiating,   developing   and/or delivering unique solutions that   result in improved customer outcomes and benefits Abbott, ensures all commitments   are met .   • Investigates and understands the strategic account and their business environment including goals,   objectives ,   strategies   and competitive   situation .   • Identifies industry trends and changing market regulations and understands   impact   on strategic accounts.   • Experience in managing & negotiating   B 2 B   complex, multi-level, multi-stakeholder solution selling processes.   • Maintains a detailed understanding of customer decision makers and influencers, builds and preserves customer relationships to   leverage   in driving   new sales   and protecting base business.   • Identifies   opportunities or acts upon previously   identified   opportunities to prepare and deliver account-specific Abbott value propositions resulting in positive action.   • Understands, analyzes, and accurately interprets key financial performance indicators for strategic accounts and how Abbott’s solutions will   impact   targeted financial   objectives . Negotiates contracts resulting in long-term commitments.   • Provides leadership and direction   regarding   all Abbott interactions with strategic accounts, and acts as a trusted advisor to the customer.   • Integrates information from ongoing business analysis and assessment into a multi-year plan and leads through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results.   • Coordinates all   appropriate Abbott   resources to execute the strategic account plan including assigning roles, expectations, responsibilities, and timelines, engages members of the team through ongoing communication, tactical planning, and execution.   • Acts as an internal advocate for the customer, cultivates   Abbott   internal relationships and leverages to drive business   objectives .   • Direct sales responsibility selling to the ‘C Suite’ or senior executives   establishing   long-term relationships that must   be   leveraged   to drive new and protect existing   business .   • Responsible for the P&L for each customer as well as developing the profitable growth that   is needed   to achieve LRP commitments.  

Education and Experience   

• Bachelor’s degree   • 7+ years of experience as a consultative partner/seller managing B2B businesses with proof of   working   with executives and C-suites in healthcare.  Has   led complex enterprise deals led by   self   of $1 MM+.   • 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 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. They should be an expert in ‘getting things done’ within the company and   possess   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.   • Advanced degree, such as MBA a plus  

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