Enterprise Account Manager (San Francisco, Los Angels, San Diego, CA)

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

Abbott Molecular is a leader in molecular diagnostics and the analysis of DNA, RNA, and proteins at the molecular level. We realize the potential of personalized care as the laboratory’s most trusted and preferred source for molecular diagnostic solutions. We are a division of Abbott Laboratories, a global, diversified healthcare innovator with a legacy of pioneering work in medical diagnostics.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and 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.

• An excellent retirement savings plan with 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 around the world 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 a best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

• This is a remote position.

• Qualified candidates must currently live in the San Francisco, Los Angels, San Diego, CA area.

• Must be able to travel up towards 70%.

• The territory covers the Northwest region, CA WA OR AND TX.   

An exciting opportunity exists for an experienced senior commercial professional, looking for success-based career progression, to join our Molecular Diagnostics division as an Enterprise Account Manager.  

Reporting to the Area Commercial Director, you will be responsible for forging deep and trusted relationships with our largest customers at the most senior levels. By leading a targeted team, you will gain an understanding of our customers’ key business and network needs and challenges and then create & provide solutions to enhance their operations to ultimately deliver measurably better performance. Through your customer and team interactions, you will demonstrate your brand as a trusted advisor, who develops insights and creates value. 

Armed with a strong commercial background in technology, healthcare, or business consultation services markets, you will work in a consultative style to uncover opportunities for us to expand our partnerships and grow the Molecular Diagnostics business. Your success will be the result high-level business relationships, strategy development and execution of aligned tactics that create measurable value for our customers. Ultimately, your drive to succeed will open doors to a rewarding career at Abbott. 

What You’ll Work On

This is a high paced role where you will be empowered and rewarded to drive and create value for our key customers. In this pivotal role your key responsibilities would include but not be limited to: 

• Establishing and building key stakeholder relationships inside and outside the customers’ laboratory, their wider health system, and leverage them to drive growth. 

• Providing end to end diagnostics solutions to large, complex enterprise accounts with a focus on retention, penetration, and growth to generate profitable and sustainable activity that exceeds customers’ expectations. 

• Leading an internal cross-functional team to execute a strategic account plan for each enterprise customer; coordinating activities across entire customer & healthcare network to maximize growth and customer outcomes. 

• Responsible for overall strategic account management planning, including uncovering a large complex organization's long-term strategic plan and converting this to a winning solution for the customer; oversee detailed account planning and sales forecasting; negotiate contracts and all pricing resulting in long-term commitments. 

• Providing organizational leadership, commercial development of teams and individuals through coaching and mentoring. 

Required Qualifications

• Bachelor's Degree is required.

• 3-5+ years’ experience in enterprise account sales in the Diagnostics or Medical Device industry is required.

• Cross-functional team leadership experience is required.

• Ability to travel 70% domestically.

• A powerful customer communicator at senior levels, able to develop customer business cases and value propositions. 

• Proven track record in delivering revenue targets in a complex, solution selling environment, preferably with major accounts. 

• Experience in setting budgets and forecasting is essential. 

• Experience in negotiating directly with all levels of customer management including CEO, CFO, Procurement & Department Managers. 

• A successful record of operating at a senior level in a commercial organization & strong team approach.  

Preferred Qualifications

• Bachelor’s degree in business, life sciences, engineering or related technical discipline is preferred while a post-graduate MBA or equivalent will be highly regarded. 

• Ability to examine business environment and develop/execute in response to market opportunities.

• Strong internal and external networking skills.

• Excellent presentation and demonstration skills.

• Strong personal skills to develop and enhance long-term relationships.

• Advanced analytical and communication skills.

• Able to manage multiple tasks and have excellent organizational skills.

• Strong computer skills.

• Broad knowledge of general laboratory practices.

• Established knowledge of healthcare, or technology or management consultation markets is preferred. 

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 and @AbbottGlobal.

The base pay for this position is $99,300.00 – $198,700.00. In specific locations, the pay range may vary from the range posted.

• enterprise account sales
• diagnostics solutions
• cross-functional team leadership
• customer communication
• strategic account management
• sales forecasting
• contract negotiation
• revenue target delivery
• business case development
• analytical skills
• presentation skills
• organizational skills
• healthcare knowledge
• networking skills
• customer relationship management
• market opportunity analysis