Area Vice President - Enterprise Accounts

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 Summary:

The Area Vice President, Enterprise Accounts develops sales strategy and solutions that strengthen Abbott’s Medical Device value position to healthcare partners. This leadership role will strengthen relationships with Regional hospital & IDN accounts, medical groups and other healthcare intermediaries. This role will partner with sales leadership and work collaboratively to execute access strategies and drive sales which includes developing and maintaining IDN/system level relationships, conducting business reviews, and securing optimal position within key accounts.

ROLES & RESPONSIBILITIES

• Build and execute against short- and long-term business plans uniting all relevant ABT Medical Device divisions to maximize ABT return on investment.
• Collaborate and consult with stakeholders across the matrixed organization to develop total solutions that meet customer needs and bring value to all parties.
• Penetrate key regional accounts and assigned National accounts to uncover business opportunities by developing solid professional relationships with key decision makers.
• Identify emerging customers and evolve team efforts/focus to lead the development and implementation of innovative sales and account strategies.
• Engage and partner with a range of key stakeholders beyond contracting to developing solutions and services.
• Lead the development and implementation of comprehensive business plans, with customers and internal reviews.
• Steward of all financial and non-financial resources.
• Manage a team of Corporate Sales Executives responsible for delivering sales in assigned accounts.
• Ensure the development of high-performance teams and effective working relationships externally and internally.

EDUCATION & COMPETENCIES

Required:

• Bachelor’s degree requires, Masters Degree preferred
• A minimum of 10+ plus years increasingly responsible experience in the Cardiology or related Medical Device industries with at least 7+ years in leading sales teams
• Exhibit enterprise thinking by considering implications of decision-making beyond immediate area of responsibility and effectively engage broader organization
• Proven teamwork and collaboration skills with a demonstrated track record leading matrixed, cross-functional work teams comprised of high-level managers and executives.
• Demonstrates “best in industry” expertise and knowledge of the competitive landscape, emerging trends in the marketplace, contracting and negotiating strategies, etc.
• Demonstrated knowledge of vascular, cardiology, electro-physiology, or cardiac electro-physiology procedures
• Able to effectively manage competing priorities with strong sense of urgency.
• Creative/innovative thinker with an understanding of legal/regulatory environment.
• Strong written and verbal communication skills.
• Highly developed analytical skills with demonstrated ability to conceptualize issues and synthesize data to provide strategic direction.

Equipment:

Works with cellular phone, personal computer, iPad and product line technology. Operates a motor vehicle for trips to various company sites and outside vendor, field, and customer locations; and to commute to various airports for airline travel.

Working Conditions:

Work environment varies from office/field- including physician office procedure rooms and hospital operation rooms/personal residence with a low to moderate noise level to a variety of conditions caused by travel requirements such as customer offices, research labs, hospitals, hotels, use of automobiles, commercial travel, weather, etc.

Physical Demands:

Job activities require mobility and stamina involving a significant amount of walking, standing climbing stairs and sitting; manual dexterity to carry, reach, manipulate, handle and demonstrate company products as well as to write, telephone, use computer keyboard, etc.; stooping and kneeling to pick up and carry equipment; and the ability to communicate clearly. Lifting requirements are normally up to 25 pounds but may exceed that on occasion. Requires clear vision and good depth perception.

The base pay for this position is $162,000.00 – $324,000.00. In specific locations, the pay range may vary from the range posted.