ABBOTT LABORATORIES Corporate Sales Executive, East Coast 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.

Job Function

Represent the entire portfolio of cardiovascular product categories (Coronary/ Endo, CRM/EP, Structural Heart, Heart Failure and Capital), by executing contracts, solutions and programs for assigned accounts to include Independent Delivery Networks (IDN), Independent Hospital Networks (IHN) and multi-hospital health systems; with a mix of mature and emerging product segments.

Main Responsibilities

Establish and maintain relationships with key decision-makers and influencers within assigned IDNs and hospital systems.  Proactively build deep executive level relationships with customers across a range of segments, therapeutic areas and business functions, such as the C-suite, supply chain, health economics and quality committees.  Engage and partner with a range of key stakeholders beyond contracting to developing solutions and services. Drive, create and negotiate complex contract structures with IDNs, IHNs and multi-hospital systems.  Drive integrated product agreements and create business solutions to drive share and deliver growth. Develop and implement business plans for targeted accounts.  Prepare and deliver corporate proposals and branding/positioning presentations to key customers and decision-makers.  Work closely with corporate contract management and legal staff to ensure all contracts meet internal management and legal requirements. Partner and assist all sales team counterparts in the development, implementation and management of strategic initiatives within targeted accounts and geography. Meet or exceed annual sales objectives for assigned accounts by mobilizing people to action across a multi-line organization, catalyzing growth and exerting broad influence across a diverse set of Business Units Lead and influence organizational thinking on evolving healthcare landscape and partner with customers and key stakeholders to navigate systems e.g. healthcare reform, distribution channel consolidation, etc. Proactively keep the broader organization updated and informed; both account business planning and progress post implementation.   Optimize account management by leveraging sales ops data, support colleagues and full range of Abbott’s knowledge and capabilities (Situation Room, inside sales team, marketing, etc.)

Supervisory/Management Responsibilities

Incumbent reports to the Director, Enterprise Accounts.  Incumbent will be responsible for building strong business relationships across all Abbott cardiovascular product franchises and drives insightful, “big picture” healthcare discussions with customers and other key stakeholders.  Relationship building is critical to the success in this position.

Accountability

On average, this position is responsible for delivering $80-100mm in revenue for the company.  The loss of a contract or account can have a multiple million dollar impact to revenue.

Qualifications

Bachelor’s degree required.  Advanced degree preferred.  The incumbent should have a history of seeking and undertaking self-development and self-improvement projects and opportunities.

The successful CSE must have a proven track record of leadership sales success with focus on negotiation skills, ASP management and revenue and market share enhancement.  The CSE must have the ability to work with and influence others, as well as be able to prepare and deliver effective oral and written communications in addition to salesforce experience.  The CSE must be able to demonstrate the ability to set expectations, prioritize tasks, develop strategies, analyze problems, create solution alternatives and implement and execute on tactics needed to secure positive outcomes. 

At least 5+ years of related work/sales and 2+ years of sales management experience required.  Prior experience and knowledge of the medical devices strongly preferred.  Experience in growth and mature businesses as well as multiple product portfolios a must.  50-75% travel covering assigned geographic territory.