Government Enterprise Account Manager, Molecular Diagnostics - West Region

What You'll Do

• Responsible for dynamic account control to targeted strategic accounts with significant, high-value, high-impact projects and for the coordination of the entire sales process to closure for all Abbott Molecular Diagnostic products.
• Leads cross-functional resources including matrix sales, marketing, training, commercial operations, strategic pricing, and contracting.
• Establishes and builds senior level relationships and leverages them in driving new profitable sales and protecting base business at the agency, regional, and healthcare facility levels.
• Understands and assesses customers' business objectives, strategies, and requirements, identifying innovative solutions to meet account needs and overall account management including detailed account planning and sales forecasting.
• Drives profitable revenue and closes opportunities within strategic named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott.
• Investigates and understands the strategic account and their business environment including goals, objectives, strategies, and competitive situation.
• Identifies industry trends and changing market regulations and understands impact on strategic account.
• Maintains a detailed understanding of customer decision makers and influencers, builds and preserves customer relationships to leverage in driving new sales, and protecting base business.
• Negotiates contracts resulting in long-term commitments.
• Provides leadership and direction regarding all Abbott interactions with strategic accounts, acts as a trusted advisor to the customer.
• Coordinates all appropriate Abbott resources to execute the strategic account plan including assigning roles, expectations, responsibilities, and timelines.
• Designs, develops and launches US Government Enterprise Strategy for targeted Government Segments to include the VA HealthCare System, Department of Defense, Indian Health, and Public Health Laboratories.
• Drives profitable growth by taking a customer focused approach in working with the USO to create and implement the Government Enterprise Financial and Strategic Business Plans.
• Achieves or exceeds the US Government Enterprise annual financial plans and ROI objectives.
• Responsible for the P&L for each customer as well as developing the profitable growth that is needed to achieve LRP commitments.

Key Success Factors

• Broad federal healthcare knowledge, to include factors influencing hospital/health system (i.e., government regulations; consolidation, key opinion leaders and associations; advocacy groups).
• Federal contracting vehicles, BPA, IDIQ, FSS, eCAT, along with extensive government solicitation and contracting experience.
• Interpersonal skill and savvy to effectively work with C-suite level and coordinate internal resources to effectively create personalized solutions that meet decision maker's expectations.
• Highly skilled negotiator capable of running possible scenarios that address key elements for closing desired deals.
• Results oriented; anticipate where sales shortfalls might be and implements contingency plans to close the gap.

Territory

The territory covers West Region of the United States. Easy access to major metropolitan airport. Relocation assistance is not authorized for this position. Willingness to travel 75%, will include overnights.

Required Qualifications

• Bachelor's degree
• 7-10 years of relevant experience
• Proven sales experience at executive level selling broad and complex product line.
• Proven ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large complex organization's strategic long-term plan and short-term tactics and translate into a winning solution.
• Proven success as an expert in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer.
• Ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must.

Preferred Qualifications

• Bachelor's degree in business, life sciences, engineering, or related technical discipline.
• 7+ years' experience in sales, strategic account leadership experience, and federal government contracts management.
• 5+ years of experience developing and selling customized solutions to senior level/C-suite executives in healthcare institutions.
• 5+ years of experience understanding performance metrics in Hospital or Laboratory settings and recommending solutions accordingly.
• Ability to examine business environment and develop/execute in response to market opportunities.
• Cross-functional team leadership experience required without direct reports.
• Advanced analytical, communication, and critical thinking skills.
• Proven sales management experience is a plus.