National Account Manager - US Distribution

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 115,000 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 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.

Abbott Point of Care is a global leader in providing critical medical diagnostic and data management products for rapid blood analysis that are intuitive, reliable, and cost-effective. Our i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making. The i-STAT System has the industry’s most comprehensive menu of tests in a single, with-patient platform, including tests for blood gases, electrolytes, chemistries, coagulation, hematology, glucose, and cardiac markers. By delivering lab-quality results in minutes, our i-STAT System fosters a collaborative, patient-centered environment while driving improved operational performance. 

The Opportunity

Abbott Point of Care is hiring a   National Account Manager,   US Distribution  . Ideal candidate will be based in NJ and is accountable for operation of the APOC US Distribution Network. The   National Account Manager ( NAM) will partner with US Sales leadership in the development of a   distribution strategy . She/he will provide insight and shape   distribution strategy , contracts, influence distributor performance while providing guidance on improving distributor engagement and performance. This position will report into the Director, US Commercial Excellence, while working collaboratively and cross-functionally with the Sales Leadership team, Outpatient Marketing, Pricing & Contracting, Finance, Legal, Quality, Compliance, IT and Distributor partners.

An ideal candidate for this role will have demonstrated experience in working with distributors, as well as a solid understanding of the   sales process   for medical equipment in the US. She/he is a strategic thinker with strong business acumen, financial understanding, and   analytical thinking .

What You’ll Work On • Provide oversight and ensure best in class performance of the ~ $80 million Abbott Point of Care US Distribution network

• Lead engagements with Executive-level/key decision makers (e.g., Quarterly Business Reviews) to define and shape how distributors strategies will help support and drive US Outpatient strategic imperatives.

• Ensure all Distributor and National Account-related activities are understood by Sales Team.  Synthesize and share industry knowledge and   competitive intelligence   from the field and account visits to further shape APOC Distributor strategy.

• Remain alert to changing market conditions or opportunities that would directly impact the  business’s effectiveness; communicate to US Commercial leadership in timely manner.

• Bring forward recommendations for   business process improvement   based on   market/distributor  feedback.

• Collaborate with Marketing, C&P, Finance, Legal and sales to ensure alignment with distributor contract terms and proactively identify opportunities to revise agreement terms to help maximize APOC performance.

• Be a strategic partner and thought leader for the US Outpatient team for developing the Abbott Point of Care distributor strategy for the US market. Manage and influence all areas of distributor performance including financial, operational, compliance, quality, and customer satisfaction.

• Develop analytics infrastructure for distributor-related dashboards and reports to measure & assess team performance against key performance indicators and service level agreements

• Conduct analyses relating, but not limited, to opportunity/risk identification and assessment,  quantification of new distributor potential, performance, optimization, segmentation, etc.

• Develop and implement   change management   process across cross functional teams to drive improvement effort against KPI’s 

• In close partnership with QA/RA, this individual is responsible for ensuring the implementation of the APOC Quality & Compliance System

• Adhere to and promote Abbott Code of Business Conduct

Required Qualifications • B.A. or B.S. Degree

• 5+ years of relevant experience

• Experience working with or for distributors

• Understanding of sales and distributor practices

• Strategic thinking and demonstrated ability to lead through highly complex business change efforts

• Strong problem-solving skills and   project management   skills with a proven ability to lead cross functional teams within a matrixed organization

• Strong analytical skills and meticulous attention to detail

• Highly effective communicator with strong presentation skills

• Travel ~60-80%, to manage accounts, key leaders / stakeholder, and industry conferences

Preferred Qualifications • Advanced degree in business or supply chain preferred

* Participants who complete a short wellness assess

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