Account Executive - Core Lab Diagnostics - New England

The Opportunity

This position works remotely for our Core Diagnostics Division. We are looking for a highly motivated and entrepreneurial Account Executive to join our Diagnostics team managing the New England Territory (MA/ME/VT/NH/CT). This role is designed for a hunter—a sales professional who excels at identifying and capturing new business opportunities. You will be responsible for expanding Abbott’s diagnostics footprint by acquiring new key accounts and driving revenue growth in a competitive and fast-paced environment.

The Account Executive is a strategic sales professional adept at identifying and closing new business opportunities. This role involves working with multiple stakeholders, including C-suite executives, to expedite complex decisions and achieve quick wins. The ideal candidate is a self-starter who develops and implements best practices, leverages customer insights to drive business, and consistently exceeds expectations.

What you'll do

• Manage the entire lifecycle of new business opportunities, partnering with customer decision-makers to enhance their performance using the Abbott Core Diagnostics product portfolio.
• Drive market share growth by identifying opportunities across the respective territory and cultivating these into new business opportunities.
• Collaborate with the Enterprise Account Manager (EAM) to secure business in larger hospital systems.
• Manage and drive the renewal process to ensure customer retention and satisfaction for non-enterprise customers.
• Gain understanding of client goals and objectives through strong relationship skills across multiple stakeholders (Laboratory, procurement, medical directors, clinical engineering, C-suite) and identify and quantify the impact of the Abbott solution(s).

Key Success Factors

• Exceptional selling skills.
• Strong pipeline and opportunity development skills across account base.
• Strong financial acumen.
• Resilience in challenging situations.
• Urgency and accountability in achieving goals.
• Effective business planning and prioritization.
• Strategic, solutions-based thinking.
• Successful leveraging of cross-functional teams and resources.
• Ability to quickly build trust and partnerships with distributor partners and customers by understanding their short- and long-term needs and providing win-win solutions.
• Proficiency in cutting through complexity and developing best practices.
• Savvy, polished, and professional interpersonal skills.
• Results-oriented, with the ability to anticipate sales shortfalls and implement contingency plans.
• Ability to learn and apply technical and scientific knowledge in sales situations.
• Management of complex and long-term capital sales cycles.

Required Qualifications

• Bachelor’s Degree, or Associate’s degree with 2 years of sales experience or other applicable commercial experience.
• 4 years of relevant experience.
• Willingness to travel up to 80%.

Preferred Qualifications

• Bachelor’s Degree.
• 5+ years of experience in capital sales and/or multi-stakeholder environments, developing and selling customized solutions to senior-level laboratory leadership and C-suite executives.
• Proven success in strategic sales, including exceeding plans and turning around underperforming territories.
• Experience in capital sales and/or multi-stakeholder environments, developing and selling customized solutions to senior-level/C-suite executives.
• Innovation and change management skills, with the ability to bring new ideas forward and drive them through the organization.
• Strong business planning process and attention to detail.
• Proficiency in Microsoft Office suite of products.
• Proficiency in SalesForce.com Customer Relationship Management (CRM) system.