Health Systems Executive - Infectious Disease Diagnostics - Great Lakes

The Opportunity

Abbott Rapid and Molecular Diagnostics (RMDx) – Infectious Disease (ID) is seeking a dynamic and driven Health System Account Executive to cover the Great Lakes Territory. This role is ideal for professionals with a strong background in clinical diagnostics and a relentless passion for uncovering new opportunities and driving impactful growth within strategic health systems.

In this role, you will be responsible for developing influential, trust-based relationships at all levels, including corporate level stakeholders across the C-Suite, lab, procurement and service lines. You will collaborate closely with the field sales teams to ignite adoption and accelerate expansion of the ID Portfolio.

This role is responsible for achieving annual business targets across the following product lines: ID NOW™ PLATFORM (Influenza, Covid-19, RSV, Strep A), BinaxNOW™ COVID-19/Flu A&B Combo, DETERMINE HIV-1/2™, BinaxNOW™ Streptococcus pneumoniae & Legionella, BinaxNOW® Malaria, Clearview™ hCG, Clearview™ PBP2a SA.

What you will do

Strategic Account Development

• Responsible for a defined group of Hospital Systems, owning executive level engagement and driving contracts top-down
• Develop and manage relationships with Key Opinion Leaders (KOLs), establishing flagship reference sites, identifying strategic business opportunities, and meeting defined sales objectives
• Work with the Medical Affairs team to assist customers with high impact clinical educational programs
• Organize and conduct regular customer business reviews to assist in contract management, compliance and to understand trends within each account
• Identify and strategize competitive opportunities
• Strong understanding of deal strategy, pricing levers, and portfolio value propositions to successfully negotiate and close favorable contracts
• Identify decision makers, proactively understand needs, and build lasting partnerships that deliver mutual value

Regional Business Management

• Analyze market trends, competitive activity, and customer needs to develop a winning sales strategy
• Conduct regular business reviews with Abbott leadership, showcasing execution and territory performance
• Forecasting responsibility for strategic accounts
• Must exhibit strong analytical skills and use of Microsoft Platform for territory analysis and trends, as well as internal communication and planning
• Forecasts future needs based on market, regulatory, or environmental trends
• Lead strategic distribution partnerships, executing aligned initiatives that drive measurable results
• Support the delivery and facilitation of both technical and sales training programs

Cross-Functional Collaboration

• Partner with Sales, Marketing, Medical Affairs, Technical Service, Finance, Contracts and Pricing, to support high-value customers and implement business strategies that foster long-term, profitable relationships
• Work in partnership with the Infectious Disease (ID) Account Managers and Territory Sales Specialists to pinpoint high value opportunities, accelerate the sales process, and drive expansion
• Escalate and resolve customer challenges and objections during the sales process in collaboration with local team
• Participate in standardized weekly communication cadence with manager which includes providing field insights, coaching, strategy and problem solving
• Will work closely with Regional Sales Manager and effectively lead/support local sales team, creating shared goals and aligning responsibilities to maximize impact across all levels of the Health System

Required Qualifications

• Bachelor’s degree
• Minimum 6 years proven success calling on large health systems
• Deep understanding of laboratory and point-of-care settings, health system operations, and health economics
• Willingness to travel within the assigned territory (4 days/week, up to ~50% overnight travel)

Preferred Qualifications

• Bachelor’s degree in business, healthcare, life science
• Experience working with Distribution Partners
• Strong financial acumen and ability to analyze healthcare market data
• Excellent interpersonal skills and documented success in team selling environment with the ability to effectively communicate at a multiple levels of the organization
• Skilled negotiator with a strong track record of securing agreements that support both organizational objectives and customer priorities