Enterprise Account Manager

Job Description

Are you ready to help people live life to the fullest?

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 107,000 colleagues serve people in more than 160 countries.

An exciting opportunity for an experienced Senior Commercial Manager to join our laboratory Diagnostics division in Sydney as an Enterprise Account Manager. Reporting to the Enterprise Solutions Director, you will be responsible for forging deep and trusted relationships with our largest customers. By leading a targeted team, you will gain an understanding of their key needs and challenges and then enhance their operations to ultimately deliver measurably better healthcare outcomes.

Armed with a deep understanding of the pathology and or healthcare industry as well as customer needs, you will work in a consultative style to uncover opportunities for us to expand our partnerships and grow the Diagnostics business. Your success will be the result of high-level business relationships, strategy development and execution of aligned tactics.

You'll also keep your ear close to the ground and be up to date with the latest trends and business initiatives within your customer base.

What does a day in this role looks like:

At Abbott, we always like to keep things moving, and therefore no two days in this role would be the same. In this pivotal role your key responsibilities would include but not be limited to:

• Selling total diagnostics solutions to large, complex enterprise accounts with a focus on retention, penetration and growth to generate profitable and sustainable activity that exceeds customers’ expectations
• Establishing and building key stakeholder relationships inside and outside the laboratory and leverage them to drive new business in the ‘core lab’
• Leading an internal cross-functional team to execute a strategic account plan for each enterprise customer; coordinating activities across entire network to maximise growth and customer outcomes
• Responsible for overall account management planning, including uncovering a large complex organisation’s long-term strategic plan and converting this to a winning solution for the customer; oversee detailed account planning and sales forecasting; negotiate contracts and all pricing resulting in long-term commitments
• Providing organisational leadership, commercial development of teams and individuals through coaching and mentoring

What makes you a successful candidate

• Proven track record in delivering sales targets in a complex, solution selling environment, preferably with major accounts
• Experience in setting budgets and forecasting essential
• Experience in negotiating directly with all levels of healthcare management including CEO, CFO, Procurement, Laboratory Managers and clinicians
• A successful record of operating at a senior level in a sales organisation
• Established knowledge of medical industry, preferably Pathology/Diagnostics in a selling role strongly preferred
• A degree in Science, Laboratory Medicine and/or business studies is preferred
• A post-graduate MBA or equivalent will be highly regarded

Abbott provides some fantastic benefits for our employees, these include:

• Free Parking
• Onsite Gym
• Mothers Room
• Discounted Healthcare
• Discounted Shares program
• Wellness program that includes Fresh fruit etc.
• Easy access to public transport, bus and rail
• AND.....Lots, lots more

Abbott is committed to building a diverse workforce that values diversity across gender, age, culture, disability and lifestyle.

We ask that recruiters respect our internal recruitment process and PSA panel, and refrain from contacting us, or referring candidates to this role.