ABBOTT LABORATORIES Account Manager – Structural Heart – TAVR - East Salary in the United States

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 103,000 colleagues serve people in more than 160 countries.

Responsible for ensuring that the assigned territory meets or exceeds sales objectives.

Works with regional manager to identify and evaluate market opportunities and sales potential and to establish and achieve annual sales objectives in assigned territory.

Coordinates activities with clinical consultants.

Negotiates contracts with external customers. Keeps the company informed of market dynamics and competitive activity.

Main Responsibilities

• Sells products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives assigned by company on a monthly/quarterly/annual basis.
• Develops and implements sales strategies by determining the relevant factors (e.g., product, competition and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel and physicians.
• Develops action plans (i.e., weekly, quarterly, monthly) by analyzing quarterly and monthly sales figures and reports identifying the needs of particular accounts and discussing issues with regional manager to help the organization achieve its sales goals.
• Identifies key accounts, health care professionals, and business issues that have greatest effect on use of company products by meeting with existing and potential customers to identify their clinical needs, goals and constraints related to patient care.
• Observes actual procedures in the labs and operating rooms of hospital accounts to gain insight into the characteristics and specific needs of each physician and each member of the lab staff.
• Establishes pricing packages by working with relevant Abbott Vascular personnel to establish price points that address specific customer's needs while satisfying company guidelines and policies.
• Develops relationships with hospital personnel (e.g. through casual conversation, meetings, participation in conferences) to make new contacts in other departments within hospital and to identify key purchasing decision makers in order to facilitate future sales.
• Strengthens customer relationships by performing sales support activities (e.g. internal and external customer training, VIP trips, orientations, launches, and updates).
• Builds networks of contacts on behalf of company to stimulate interest in company's products by attending and participating in trade shows, educational conferences, and seminars.
• Educates external customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms (e.g., slides, transparencies, manuals) to secure purchasing commitments.
• Maintains clinical and technical expertise by attending company product training sessions.
• Assesses trends in managed care, competitors' strategies, and new product development by monitoring internal (e.g. sales growth, product mix, and pricing trends) and external indicators (e.g. competitors’ activities, technologies, web-sites, journals, and newsletters).
• Prepares and submits reports to sales management by analyzing and compiling data, projections, and other relevant information.

Accountability

(Influence/Leadership)

• Understands business environment and relates extensive knowledge of internal and external activities to trends.
• Interfaces with a variety of management levels on significant matters, often requiring the coordination of activity across organizational units.
• Participates in the development of others by facilitating training and providing feedback and guidance.
• May lead a project team.
• Provides technical leadership to business units.
• Acts as a mentor to less-experienced staff.
• Exercises judgment independently.

(Planning/Organization)

• Plans and organizes project assignments of substantial variety and complexity.
• Initiates or maintains schedule for projects and project milestones.
• Establishes priorities of individual or project assignments.

(Decision Making/Impact)

• Selects methods and techniques to lead a project to completion.
• Erroneous decisions or recommendations would typically result in failure to achieve organizational objectives.

Will travel up to 75%

Qualifications

• Bachelor's degree plus 9+ years of related work experience with a complete understanding of specified functional area, or an equivalent combination of education and work experience.
• Advanced degree preferred.  

(Technical/Business Knowledge)

(Job Skills) Comprehensive knowledge and application business concepts, procedures and practices. TAVR experience and Echo. Uses in-depth knowledge of business unit functions and cross group dependencies/ relationships. Is recognized as an expert in work group. Will perform this job in a quality system environment. Failure to adequately perform tasks can result in noncompliance with governmental regulations.

(Cognitive Skills) Works on complex problems where analysis of situations or data requires an in-depth evaluation of various factors. Exercises judgment within broadly defined practices and policies in selecting methods, techniques and evaluation criteria for obtaining results. Has broad knowledge of various technical alternatives and their potential impact on the business.