Abbott Enterprise Account Manager_Diagnostic Division in Rome, Italy

For Abbott's Diagnostic Division we are looking for an enthusiastic candidate to fill the position of

Enterpr i se Account Manager

Primary Objective of Position

  • The Enterprise Account Manager is responsible for establishing and building executive level relationships and leveraging them in driving new profitable sales and protecting base business.

Major Accountabilities

  • Full responsibility for sales quota with a volume of 2-3MM USO including forecasting and target performance achievement.

  • Drive profitable growth and close opportunities inlarge,complex enterprise¬≠ named accounts by initiating,developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott; ensures all commitments are met.

  • Build senior level relationships and leverage them to drive profitable new sales to support delivery of long range plan.

  • Manage and drive the development of their accounts, including key activities such as: strategic acco unt management, post-sales implementation process, pipeline management, opportunity management and territory management with minimal oversight.

  • Drive strategy development and the execution of the strategic plan in a matrix environment.

  • Establish and build deep understanding of account needs, stakeholders and competitive situation.

  • Build and lead internal cross functional selling team to execute sales strategies.

  • Analyse impact of market trends and factors on customers.

  • Identify new business opportunities by initiating, developing or delivering unique solutions that result in improved outcomes for customer and Abbott.

  • Negotiate long term contracts.

  • Oversee progress of cross-functional implementation team (post-sale).

  • Success inthis role is measured by sales quota achievement, economic profitability, renewal rate, win rate of new customers and customer satisfaction score (NPS).

Education

  • University degree, ideally in medical technology.

Background

  • Minimum of 3-5 years track record in the diagnostic industry with an emphasis on establishing and building executive level relationships and leveraging them in driving new profitable sales and protecting base business.

  • Working healthca re and diagnostics industry knowledge that includes the following: changing market dynamics, key competitors,terminology, challengesandpotential government regulations.

  • Extensiveexperience managing strategic I enterprise accounts.

  • Extensive experience developing relationships with, selling to and negotiating with senior level stakeholder in large, complex enterprise-named accounts is a pre-requisite.

  • Proven success at winning contracts at large, complex accounts.

  • Ability to influence team member activities(without direct reportingrelationship).

  • Strong understanding of key stakeholders and customer dynamics.

  • Strong solution selling and relationship building skills.

  • Strong communicati on skills.

  • Long term, strategic focus on account.

  • Portfolio management skills.

  • Candidates need to be fluent in local language and English,additional languages are advantageous.

  • The position requires the willingness to travel on a frequent basis, i.e. on average three days per week.

Impact of position

Establish and build executive level relationships and lever them in driving new profitable sales and protecting base business

Location

Lazio, Marche, Umbria

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com