Enterprise Accounts Corporate Sales Executive

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.

CORPORATE SALES EXECUTIVE

ABOUT ABBOTT

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

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 student debt program and 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.

JOB DESCRIPTION

The Corporate Sales Executive role is responsible for selling the entire portfolio of cardiovascular product categories (Coronary / Endo, CRM / EP, Structural Heart, Heart Failure and Capital), by executing business plans for assigned accounts to include Independent Delivery Networks (IDN), Independent Hospital Networks (IHN) and multi-hospital health systems, with a mix of mature and emerging product segments.

KEY RESPONSIBILITIES

• Establish and maintain relationships with key decision-makers and influencers within assigned IDNs and hospital systems;
• Proactively build deep executive level relationships with customers across a range of segments, therapeutic areas and business functions, such as the C-suite, supply chain, health economics and quality committees;
• Engage and partner with a range of key stakeholders beyond contracting to developing solutions and services;
• Drive, create and negotiate complex contract structures with IDNs / national aggregation groups;
• Drive integrated product agreements and create business solutions to drive share and deliver growth;
• Develop and implement business plans for targeted accounts;
• Prepare and deliver corporate proposals and branding / positioning presentations to key customers and decision-makers;
• Work closely with corporate contract management and legal staff to ensure all contracts meet internal management and legal requirements;
• Partner and assist all sales team counterparts in the development, implementation and management of strategic initiatives within targeted accounts and geography;
• Meet or exceed annual sales objectives for assigned accounts by mobilizing people to action across a multi-line organization, catalyzing growth and exerting broad influence across a diverse set of business unit leaders;
• Influence organizational thinking on evolving healthcare landscape and partner with customers and key stakeholders to navigate systems e.
• g. healthcare reform, distribution channel consolidation, etc.;
• Proactively keep the broader organization updated and informed; both account business planning and progress post implementation;
• Optimize account management by leveraging sales ops data, supporting colleagues and the full range of Abbott’s capabilities (inside sales team, marketing, etc.).

SUPERVISORY / MANAGEMENT RESPONSIBILITIES

Candidate will report to the Vice President, Enterprise Accounts and will network and work collaboratively with Enterprise Account and Business Unit peers in a matrixed environment.

This role is an individual contributor role and does not have direct supervisory or management responsibilities.

QUALIFICATIONS

• Bachelor’s degree required. Advance degree preferred;
• Prior experience working with GPOs / IDNs and knowledge of medical devices and market strongly preferred;
• At least 7+ years of related work / sales experience required with a proven track record of sales success with particular focus on negotiation skills, ASP management and revenue and market share enhancement;
• The incumbent should have a history of seeking and undertaking self-development and self-improvement projects and opportunities;
• The CSE must have the ability to work with and influence others as well as be able to prepare and deliver effective oral and written communications;
• The CSE must be able to demonstrate the ability to prioritize tasks, analyze problems, develop solution alternatives and implement tactics needed to secure positive outcomes;
• Experience managing both high growth and mature businesses and multiple product portfolios is required;
• 50%-75% travel covering assigned geographic territory.
6 days ago