Corporate Sales Executive, Rmdx

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.

Corporate Sales Executive – RMDx

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.
• Free medical coverage for employees* via the Health Investment Plan (HIP) PPO
• 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 remote based position is within our Rapid Diagnostics Division (RMDx).

Rapid Diagnostics is currently looking for a Corporate Sales Executive. This position sells, negotiates, and contracts the entire Rapid Diagnostics Division (RMDx) product line to large national Group Purchasing Organizations (GPOs) and Integrated Delivery Networks (IDNs).

This role is the guardian of the master contract terms and conditions (T&C’s) and the key liaison across Rapid and Molecular Diagnostics (RMDX) to drive strategic customer relationships and business strategies at the corporate level down through the GPO / IDN system. This role is focused on net new customer selling, retention and expanding penetration, and strategic nontraditional growth.

What You’ll Work On

• Setting and driving national strategy with owned GPO and/or IDN – Corporate business to business (B2B) relationship through regional aggregators/equity members and cascading to field level.
• Establishing and building GPO / IDN senior level relationships (C Suite) and leveraging them in negotiating favorable contract terms and business initiatives to drive new profitable sales and protecting base business.
• Developing, quantifying, and delivering account specific Abbott value propositions to protect and/or gain competitive share in targeted markets.
• Selling, negotiating, winning national contracts, and managing related contract documentation. Defending and protecting Abbott’s best interests in all aspects.

• Providing leadership and direction regarding RMDx interactions with GPO / IDN; acts as a trusted advisor to the customer.
• Maintaining a detailed understanding of customer decision makers and influencers; building, preserving, and leveraging customer relationships to drive new sales and protecting base business.
• Investigating and understanding the strategies associate with the GPO / IDN and their business environment including goals, objectives, strategies, and competitive situation.
• Building and driving strategies with RMDx regional and national sales teams to maximize impact and leverage of the customer contract.
• Coordinating all appropriate Abbott resources to execute the GPO/ IDN strategic account plan including assigning roles, expectations, responsibilities, and timelines, engages members of the team through ongoing communication, tactical planning, and execution.
• Identifying new and innovative ways to position and drive strategic business across all Abbott’s modalities whether on contract or adjacent.
• Subject Matter Expert on GPO / IDN T&C’s and general business elements – working with national and regional sales teams to ensure compliance and maximum benefit from overall contract.
• Working closely with corporate contract management and legal staff to ensure all contracts meet internal management and legal requirements.
• Field travel and direct selling with regional teams through partnership and alignment on overarching strategy.
• Primary liaison between RMDx and GPO / IDN regional sales leads and primary representative at national GPO / IDN meetings.
• Leading and influencing organizational thinking on evolving healthcare landscape and partnering with customers and key stakeholders to navigate systems e.g., healthcare reform, distribution channel consolidation, etc.

• Driving and maintaining long-term profitable revenue and closing advantageous national contracts with GPO / IDN.
• Identifying industry trends and changing market regulations and understands impact on strategic account.
• Understanding, analyzing and accurately interpreting key financial performance indicators for strategic accounts and how Abbott’s solutions will impact targeted financial objectives.
• Integrating information from ongoing business analysis and assessment into a multi-year plan and leading through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results.
• Acting as an internal advocate for the customer; cultivates Abbott internal relationships and leverages to drive business objectives.
• Implementing and maintaining the effectiveness of the quality system.

Position Accountability / Scope

• This position reports to the Area Enterprise Solutions Director (Sr Director) and will help build the United States Enterprise Organization designed to address special requirements of Group Purchasing Organizations.
• This role is a strategic ‘upper level’ sales leader (individual contributor) selling the Abbott solution to the GPO / IDN.
• The individual will cover a highly complex GPO / IDN and its key members. The coverage is national and requires frequent field travel to all states.
• The role will better leverage the full portfolio of Abbott Rapid and Molecular Diagnostics (RMDx) and be the primary liaison with Abbott Core Diagnostics, Medical Devices, Nutrition, and other business units to co create unique customer value to Abbott. This will include where appropriate, cross divisional contracting and client engagements.
• The incumbent has direct sales responsibility selling to the GPO / IDN ‘C Suite’ or senior executives establishing long term relationships that must be leveraged to drive new and protect existing business.
• The incumbent will be responsible for achieving base business sales and new business growth targets at a GPO / IDN level through the direct sales activities of the frontline sales force. The incumbent will not perform the same role as the frontline sales force as a duplicative activity. They will track and ensure GPO / IDN achieves annual and quarterly revenue targets in line with expectations from US commercial leadership.
• The incumbent will provide detailed analysis of the GPO / IDN to US commercial leadership proactively through regular (quarterly) business review and on demand.
• Matrix leadership. Because the GPO / IDN organizations along with their key members are highly complex organizations; successful closing of new business requires having an internal selling team of local sales representatives and managers; product specialists for each line of business. The incumbent will be expert at internal relationship management and keep abreast of ALL the portfolio developments within RMDx and be well versed cross divisionally (such as CoreDx) to have an informed position to guide the ‘matrix’ through the complex account.
• The incumbent will be at expert level regarding contracting, financial acumen and negotiating. This will form a key element in the ‘expert’ skillset leveraged by the commercial leadership and front-line sales teams.
• The function of the incumbent is a long-term strategic position who will be able to manage short-, medium- and long-term objectives. Building and executing a GPO / IDN Long Range Plan (LRP) to drive the business over a multi-year cycle yielding successes at a GPO / IDN contractual level.

Required Qualifications

• Bachelor’s degree required. Advance degree preferred.
• The candidate will have proven sales experience and success at executive level selling broad and complex product line for a minimum for 7+ years with a minimum of 10+ years of related sales experience.
• Ability to travel 50-75% to cover assigned accounts.

Preferred Qualifications

• Proven ability to build long term strategic and senior level relationships and demonstrated capability to uncover a large complex organization’s strategic long-term plan and short term tactics and translate into a winning solution.
• Proven success as an expert in all aspects of value-based, solution selling and ability to work in cross-functional teams to meet clearly defined objectives that benefit the company and customer.
• Ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must.
• Executive level business and financial acumen, strong team leadership skills and knowledge of all products and services.
• Possess strong negotiation skills, critical thinking and problem-solving skills.
• Strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.
• Diagnostics experience is preferred.

Apply Now

• Participants who complete a short wellness assessment qualify for FREE coverage in our HIP PPO medical plan. Free coverage applies in the next calendar year.

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.

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The base pay for this position is $125,300.00 – $250,700.00. In specific locations, the pay range may vary from the range posted.