IDN, Enterprise Account Manager – East Region

Job Description

At Abbott, diverse ideas, perspectives, and expertise allow us to create the life-changing solutions that help people live healthier lives. In 150 countries and with businesses spanning nutrition, diagnostics, medical devices, and branded generic pharmaceuticals, Abbott offers you enormous opportunities to explore your interests and help you achieve your career and personal goals.

Abbott Rapid Diagnostics (formerly Alere) is part of Abbott’s Diagnostics family of businesses, bringing together exceptional teams of experts and industry leading technologies. The position of Enterprise Account Manager is within our Acelis Connected Health, Consumer Group business unit covering the East Region area including FL, GA, AL, N & S Carolina, TN, KY, VA, WDC, MD, DE, Philly & NJ. This role will be responsible for achieving and/or exceeding defined New Prescription goals and the overall business growth of Acelis Connected Health sales and service within a the defined geographic area and within IDN’s and large volume Regional Accounts.

• Responsible for the growth of assigned IDNs and large volume Regional Accounts.
• Masters “top-down” sales approach to drive adoption throughout large health systems.
• Engages with C-Suite and aligns our service offering with their strategic vision.
• 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. Accounts may include:
• IDN/health systems (large, enterprise-wide sales)
• High Volume/High Potential Warfarin Utilization Accounts
• Mechanical Heart Valve Target Accounts
• Focuses on achieving organizational goals of adoption and penetration within targeted accounts
• Conduct quarterly business reviews with key IDN/health system and accounts to reinforce value proposition and identify incremental opportunities.
• Conduct regular meetings with Abbott internal support teams to leverage resources and capabilities
• Guides professional clinical organizations to a new modality of care using implementation guidelines for patient self-testing.
• Masters Sales Cycle Management to assist key customers in understanding their needs and moving effectively and swiftly on a path toward achieving customer goals for successful outcomes.
• Initiates compelling clinical, evidence-based, and business-based sales conversations with all customer call points regarding Acelis Connected Health service offerings.
• Demonstrates consistency, proficiency, and accuracy in daily use of operating systems directly related to specific job function (including Salesforce.com, Concur, & ADP Timesaver).
• Guides business development using Acelis Connected Health clinical, financial, and efficiency model showing value of patient self-testing.
• Works with multiple internal functional areas (Marketing, Sales, Clinical/Training, Operations) in planning and coordination of growth efforts and initiatives.
• Coordinates Acelis Connected Health clinical staff and trainers with key accounts as needed.
• Provides professional consultative reports to build collaborative results-oriented relationships with key Customers & provides patient educational resources.
• Uses sales 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.

• Bachelor’s Degree and 7+ years of applicable healthcare sales experience of either a product or service
• Established relationships and experience within major IDNs/health systems is required
• 2-5 years of complex selling and negotiation experience with C-level decision makers
• Start up and/or experience working in a newly created role is ideal
• Travel is estimated to be 75% or more, and must live within the designated region and proximity to major airport

At Abbott, we're committed to helping people live their best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 99,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce. We provide reasonable accomodation to qualified individuals with disabilities. To request accomodation, please send an email to [email protected].