Enterprise Account Manager / Sales Executive (Laboratory Diagnostics)

icon building Company : Abbott
icon briefcase Job Type : Full Time
icon geo-alt Bucharest, Bucharest

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Job Description - Enterprise Account Manager / Sales Executive (Laboratory Diagnostics)

The Opportunity

For our Abbott Core Diagnostics Division CDx we are currently looking for an Enterprise Account Manager / Sales Executive to join our commercial team in Romania. This will be a field-based, regional role requiring regular travelling across assigned area.

The Enterprise Account Manager (EAM) is responsible for establishing and building executive level relationships and leveraging them in driving new profitable sales and protecting base business.

What You'll do:

  • Full responsibility for sales quota includingforecastingand target performance achievement.
  • Drive profitable growth and close opportunities in large, complex enterprise­ named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott; ensures all commitments are met.
  • Build senior level relationships and leverage them to drive profitable new sales to support delivery of long range plan.
  • Manage and drive the development of their accounts, including key activities such as:strategic account management, post-sales implementation process,pipeline management, opportunity management andterritory managementwith minimal oversight.
  • Drive strategy development and the execution of the strategic plan in a matrix environment.
  • Establish and build deep understanding of account needs, stakeholders and competitive situation.
  • Build and lead internal cross functional selling team to execute sales strategies.
  • Analyze impact of market trends and factors oncustomers.
  • Identify new business opportunities by initiating, developing or delivering unique solutions that result in improved outcomes for customer and Abbott.
  • Negotiate long term contracts.
  • Oversee progress of cross-functional implementation team (post-sale).
  • Success in this role is measured by sales quota achievement, economic profitability, renewal rate, win rate of new customers and customer satisfaction score (NPS).

    • Required qualifications and background:

  • University degree, preferably inmedical technology, science or related field.
  • Minimum of 3 years track record in the diagnostic industry with an emphasis on establishing and building executive level relationships and leveraging them in driving new profitable sales and protecting base business.
  • Working healthcare and diagnostics industry knowledge that includes the following: changing market dynamics, key competitors, terminology, challenges and potential government regulations.
  • Extensive experience managing strategic/ enterprise accounts.
  • Extensive experience developing relationships with, selling to and negotiating with senior level stakeholder in large, complex enterprise-named accounts is a pre-requisite.
  • Proven success at winning contracts at large, complex accounts.
  • Ability to influence team member activities (without direct reporting relationship).
  • Strong understanding of key stakeholders and customer dynamics.
  • Strongsolution sellingand relationship building skills.
  • Strong communication skills.
  • Long term, strategic focus on account.
  • Portfolio managementskills.
  • Fluency in Romanian and English, additional languages are advantageous.
  • The position requires the willingness to travel on a frequent basis, i.e. on average three days per week.
     
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