Abbott National Enterprise Account Innovation Manager, Informatics in United States
National Enterprise Account Innovation Manager, Informatics
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The Rapid Diagnostics Division is part of Abbott’s Diagnostics family of businesses, bringing together exceptional teams of experts and industry leading technologies to support diagnostic testing which provides important information for treatment and management of diseases and other conditions.
The position of National Enterprise Account Innovation Manager is within our ARDx Informatics . This role will be responsible for establishing and achieving sales goals and objectives for assigned regional account organizations in support of the Company’s overall strategic plan. The position is focused on regional integrated delivery networks served by the company, which include hospital chains, alliances and group purchasing organizations. As well as tactical and strategic development of POCT Informatics sales opportunities, working closely with each IE or RAM and support teams. Must have a thorough knowledge of how reimbursement, value-based pricing, insurance, providers (hospital and physicians), and patients are interrelated. Knowledge of the many departments in hospitals and how to string together a complex sale by creating relationships with coaches and decision-makers. Performance will be assessed using several factors which may include win rate for zero billing accounts for IDNs, customer satisfaction, account standardization growth and other relevant criteria. Requires at least 50% travel, and may average as much as 80% travel, occasionally with less than a week’s notice.
Cross functional. Understands both acute and non-acute marketsales processes.
Identify regional accountsales opportunities and capitalize on them. Targets include individualhospitals and regional IDNs covered under national GPO/health system contractsas well as hospitals and IDNs covered under regional health system contracts.
Grow the opportunities withinthe region by working with the sales teams to develop and grow therelationships with the key departments and administration necessary to closethe sales opportunities.
Meet established sales goalsand objectives while maintaining expenses within budget.
Establish, develop andmaintain the business relationships with key individuals at multiple levelswithin assigned regional organizations. Coordinate the participation andinvolvement of ARDx Informatics field sales personnel and senior management inthe business relationship.
Identify opportunities toexpand and secure regional account business through contracts, programs orother initiatives. Develop proposals, bids, pricing, programs and contractswith support from ARDx Informatics sales and marketing management. Negotiatecustomer agreements that are profitable to the Company.
Conduct quarterly orsemi-annual Business Reviews with key IDN’s in the region
Plan and coordinate theactivities of the ARDx Informatics field sales team, the distributor fieldsales force, distributor corporate accounts and national accounts to supportthe development and implementation of regional account strategies. Ensurethorough and timely communication of all national and regional accountprograms, developments and activities throughout the ARDx Informatics anddistributor teams within the region. Act as a resource to help train anddevelop the regional field teams to effectively represent ARDx Informatics intargeted accounts.
Identify and resolve customerissues and sales related difficulties.
Monitor market, customer andcompetitor trends and advise management on methods to improve companycompetitiveness. Provide feedback to assist in the determination of optimalmulti-hospital account strategies.
Support sales team successthrough active sharing of ideas, techniques and approaches.
Implement sales and marketingprograms as directed by Company management. Provide regular sales reports,forecasts and other communication to sales management.
Maintain a superior level ofknowledge of the applications related to Company products and of the businessneeds of multi-hospital organizations to assure effective representation in themarketplace.
Demonstrates commitment to thedevelopment, implementation and effectiveness of ARDx Informatics Quality ManagementSystem per ISO, FDA and other regulatory agencies.
Candidate will have a thoroughunderstanding of National Accounts and GPO’s and be able to utilize thoserespective resources to drive new business growth.
Obtain certification withinthe Vendor Credentialing requirements by following current immunizations,required training, background checks and competency assessments.
BS in Life Sciences orEngineering; MS in Health Administration (in progress okay)
A minimum of 10 years trackrecord with demonstrated success in capital sales and POCT sales
Proven consultative sales supportexperience in large IDNs, strong knowledge of sales methods and techniques inthe diagnostic market
Leadership experience,including managing client expectations, multi-disciplinary team, and meetingscope/schedule/budget
Excellent interpersonal andinfluencing skills; Willingness to work in cross-functional teams
An equalopportunity employer, Abbott welcomes and encourages diversity in ourworkforce.
We provide reasonable accommodation to qualified individuals with disabilities. To request an accommodation, please send an email to firstname.lastname@example.org .
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 email@example.com