National Manager - Key Accounts, CPT

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.

National Manager – Key Accounts, CPT

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’s 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.

Neuromodulation

Our Neuromodulation business includes implantable devices compatible with mobile technology to help people who suffer from chronic pain and movement disorders. These non-opioid therapies allow us to provide interventional pain therapy to patients throughout the pain continuum.

The Opportunity

Our Neuromodulation business is an area of expertise for Abbott. This business includes implantable devices compatible with mobile technology to help people who suffer from chronic pain and movement disorders. Our deep brain stimulation technology for progressive diseases helps people manage their Parkinson’s disease and essential tremor symptoms, steering away from side effects.

The National Manager - Key Accounts, CPT sells the entire Neuromodulation portfolio of Abbott Medical Devices to large, complex strategic Integrated Delivery Networks (IDN) and/or Group Purchasing Organizations (GPO). This role leads and manages the Corporate Sales Executive team, is the guardian of the strategic customer relationships and is focused on retention, penetration, and net customer growth across the Neuromodulation business. Primary responsibilities include: 1) Leading and managing the Corporate Sales Executive team 2)Establishing and building senior level relationships and leveraging them in driving new profitable sales growth and protecting base business, 3) understanding and assessing customers’ business objectives, strategies and, requirements, 4) identifying innovative solutions to meet account needs, 5) leading an internal ‘selling team to maximize growth, and 6) Developing and implementing commercial pricing strategy including detailed business planning, sales forecasting and Abbott executive reviews.

What You’ll Work On

• Responsible for driving profitable revenue and closing opportunities within accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott. Ensures all commitments are met.
• Investigates and understands the strategic account and their business environment including goals, objectives, strategies, and competitive situation.
• Identifies industry trends and changing market regulations and understands impact on accounts. · Maintains a detailed understanding of customer decision makers and influencers, builds, and preserves customer relationships to leverage in driving new sales growth and protecting base business via CSE team.
• Identifies opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott value proposition resulting in positive action. · Understands, analyzes, and accurately interprets key financial performance indicators for accounts and how Abbott’s portfolio solutions will impact targeted financial objectives.
• Negotiates contracts resulting in long-term commitments.
• Provides leadership and direction regarding all Abbott interactions with accounts, acts as a trusted advisor to the customer.
• Integrates information from ongoing business analysis and assessment into a multi-year plan and leads through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results.
• Coordinates all appropriate Abbott resources to execute the strategic account plan including assigning roles, expectations, responsibilities, and timelines, engages members of the team through ongoing communication, tactical planning, and execution.
• Work closely with corporate contract management, OEC and legal staff to ensure all contracts meet internal management and legal requirements.
• Proactively keep executive leadership and the broader organization updated and informed, both account strategic planning and progress post implementation of key initiatives, strategies, and product launches.
• Travel: 50-75%.

Supervisory/Management Responsibilities:

• Incumbent reports to the Director, Commercial Strategy and Enterprise Accounts
• Incumbent leads Corporate Sales Executive team

Required Qualifications

• Bachelor’s degree required (4 years college or equivalent).
• Proven sales experience at executive level selling broad and complex product lines for a minimum of 5-8 years required.
• The candidate should have 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. With existing customer relationships.
• 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.
• Proven sales management experience is a plus.
• Ability to effectively communicate, speak in public, and adapt to rapidly changing environments is necessary.
• The candidate must have executive level business and financial acumen, strong team leadership skills and knowledge of all products and services.
• They should be an expert in ‘getting things done’ within the company and possess strong negotiation skills, critical thinking, and problem-solving skills.
• Must have strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.

• 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.

Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews.

The base pay for this position is $138,000.00 – $257,500.00. In specific locations, the pay range may vary from the range posted.