Regional Key Account Manager - Point of Care Diagnostics

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

JOB DESCRIPTION:

Abbott Point of Care (APOC), a $600 million division of Abbott (NYSE: ABT), enables health care professionals to accurately achieve real-time, lab-quality diagnostic results at the point of care within minutes.  Testing at the point of care enables health care professionals to make rapid triage and treatment decisions when diagnosing a patient’s condition or monitoring a treatment response. By simplifying the testing process, clinicians can focus on what matters most caring for the patient. Our i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life. You’ll also have access to:

• Career development with an international company where you can grow the career you dream of.

• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.

• An excellent retirement savings plan with a high employer contribution

• Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.

• A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune.

• A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

The Regional Key Account Manager (RKAM) is responsible for selling Abbott Point of Care (APOC) products to large, regional Integrated Delivery Networks (IDNs). This role involves developing and managing strategic customer relationships to retain and expand the APOC portfolio. They will sets and execute effective account strategies, leveraging the full scope of APOC commercial team resources. They drive profitable revenue growth within assigned Enterprise Accounts by understanding customer needs and market dynamics, positioning company solutions effectively, and delivering solutions that improve customer outcomes and Abbott’s business results.  This RKAM will support the Western Region and is ideally based in KC, St. Louis, Oklahoma, or Nebraska.

What You’ll Work On

• Achieving sales goals and maintaining the sales budget.

• Establishing and building senior-level relationships within assigned accounts.

• Understanding customer decision-makers and influencers to drive profitable sales and protect base-business.

• Identifying innovative strategic solutions for the commercial team.

• Providing accurate and timely forecasting to senior leadership.

• Collaborating across APOC US Commercial functions to ensure commercial goal achievement.

• Planning, coordinating, and managing the activities of the broader commercial team (sales, marketing, finance, etc.).

• Identifying sales opportunities and effectively representing the company and its products.

• Working with the leadership team to assign roles, expectations, responsibilities, and timelines.

• Acting as an internal advocate for the customer and leveraging internal relationships to drive business objectives.

• Handling contract negotiation, pricing/proposal/bid preparation, customer service, and follow-up.

• Assisting in the formulation of strategic sales plans and tactics, including annual territory/regional plans and sales forecasting.

• Monitoring market, customer, and competitor trends and advising management on improving company competitiveness.

• Working closely with APOC US Marketing to identify new opportunities and develop marketing plans and programs.

• Providing regular sales reports, forecasts, and communication with sales and marketing management.

• Supporting the commercial team through active sharing of ideas, techniques, and approaches.

• Complying with established business policies and exhibiting professional behavior with internal/external business associates.

Required Qualifications

• Bachelor Degree in sales, marketing, business management or related coursework. 

• 7+ years of relevant work experience, of which 1-3 years should be sales experience selling to executive level decision-makers.

• Experience in laboratory / Point of Care product sales, Medical Device or diagnostics industry.

• Extensive Contracting Experience

• Demonstrated leadership (with or without authority) experience including problem solving, conflict resolution, complex selling, and planning and execution. Must have excellent interpersonal skills and documented success in team selling environment.

• Ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large, complex organization’s long-term strategic plan and short-term tactics and translate them 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.  Additionally, ability to effectively communicate, speak in public, and adapt to rapidly changing environments.

• Executive level business and financial acumen, strong team leadership skills and knowledge of all products and services. Possess strong negotiation skills, critical thinking and problem-solving skills.

• Must have strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.

• Availability to travel at least 60%.

Preferred Qualifications

• 3+ years of Enterprise Account and IDN sales experience.

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives:  www.abbottbenefits.com

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott, and on Twitter @AbbottNews.

The base pay for this position is

In specific locations, the pay range may vary from the range posted.

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