ABBOTT LABORATORIES Corporate Sales Executive - Heart Failure Solutions (Northeast) 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.

* 50-75% travel covering assigned geographic territory - must be located near a major airport in the Northeastern U.S. *

Primary Job Function

Sell the entire portfolio of Abbott Heart Failure solutions by executing business plans for targeted accounts selected by customer prioritization process.  Focus on increasing Abbott’s heart failure market share through holistic strategic program delivery, C-suite penetration and impact, and strategic client management.  Interface between target accounts, Corporate Sales Executives, and Integrated Heart Failure team to ensure the products and services delivered meet the strategic objectives of the customer.

Core Job Responsibilities

• Establish and maintain relationships with key decision-makers and influencers within assigned targets 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 develop solutions and services. 
• 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.
• Assist Heart Failure business unit to meet or exceed annual sales objectives 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, program solutions, etc.
• Proactively keep the broader organization updated and informed  
• 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

IHF Consultant reports to the Director, Integrated Heart Failure Solutions.  IHF Consultant will be responsible for building strong business relationships across Abbott heart failure and CSE teams and drives insightful, “big picture” heart failure and health care discussions with customers and other key stakeholders.  Relationship building is critical to the success in this position.

Position Accountability / Scope

This position is responsible for driving the awareness and adoption of heart failure therapies resulting in revenue for the company and brand leadership for Abbott as the leading heart failure company in the country.

Minimum Education

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

Minimum Experience/Training Required

The successful IHF Sales Consultant must have a proven track record of sales success with particular focus on market and therapy development, a focus on revenue and market share enhancement, confidence in health care economic evidence, and a strategic mindset for process-related solutions.  The IHF Solutions Consultant must have the ability to work with and influence others, as well as be able to prepare and deliver effective oral and written communications.  The IHF Solutions Consultant must be able to demonstrate the ability to prioritize tasks, analyze problems, develop solution alternatives and implement tactics needed to secure positive outcomes. 

At least 7+ years of related work/sales experience required.  Prior experience and knowledge of medical devices strongly preferred.  Experience in health care economics, market development, heart failure therapies, and working in a matrix environment also strongly preferred.