Enterprise Account Manager, Toxicology - Nashville, TN

Working at Abbott
At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life.You’llalso have access to:

• Career development with an international company where you can grow the career you dream of.
• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• An excellent retirement savings plan with a 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 asa great placeto work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune.
• A company thatis recognizedas one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

The Enterprise Account Manageris part of ourToxicology Divisionat Abbott. This position will support one large strategic customer withour entire Abbott US Workplace Services product line.  

The primaryresponsibilities includeestablishing and building senior-level relationships andleveragingthem in driving new profitable sales and protecting base business.Understanding and assessing customers’ businessobjectives, strategies, and requirements,identifyinginnovative solutions to meet account needs, and overall account management including detailed account planning and sales forecasting.

This is a field-based sales position that requires candidates toresidein the Nashville, TN area. The role involves up to 50%travel, including customer visits and other business-related travel.

WhatYou’llWork On

• Responsible fordriving profitable revenue and closing opportunities within strategic named accounts by initiating,developingand/or delivering unique solutions thatresult in improved customer outcomes and benefits Abbott, ensures all commitmentsare met.
• Investigates and understands the strategic account and their business environment including goals,objectives,strategiesand competitivesituation.
• Identifies industry trends and changing market regulations and understandsimpacton strategic accounts.
• Experience in managing & negotiatingB2Bcomplex, multi-level, multi-stakeholder solution selling processes.
• Maintains a detailed understanding of customer decision makers and influencers, builds and preserves customer relationships toleveragein drivingnew salesand protecting base business.
• Identifiesopportunities or acts upon previouslyidentifiedopportunities to prepare and deliver account-specific Abbott value propositions resulting in positive action.
• Understands, analyzes, and accurately interprets key financial performance indicators for strategic accounts and how Abbott’s solutions willimpacttargeted financialobjectives. Negotiates contracts resulting in long-term commitments.
• Provides leadership and directionregardingall Abbott interactions with strategic accounts, and 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 allappropriate Abbottresources 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.
• Acts as an internal advocate for the customer, cultivatesAbbottinternal relationships and leverages to drive businessobjectives.
• Direct sales responsibility selling to the ‘C Suite’ or senior executivesestablishinglong-term relationships that mustbeleveragedto drive new and protect existingbusiness.
• Responsible for the P&L for each customer as well as developing the profitable growth thatis neededto achieve LRP commitments.

Education and Experience 

• Bachelor’s degree
• 7+ years of experience as a consultative partner/seller managing B2B businesses with proof ofworkingwith executives and C-suites in healthcare. Hasled complex enterprise deals led byselfof $1 MM+.
• Proven ability tobuild long-term strategic and senior-level relationships anddemonstratedcapability to uncover a large complex organization’s strategic long-term plan and short-term tactics and translate them into a winning solution.
• Proven success as an expert in all aspects of value-based,solutionsellingand ability to work in cross-functional teams to meet clearly definedobjectivesthatbenefitthe company and customer.
• Executive-level business and financial acumen,strong teamleadership skills, and knowledge of all products and services. They should be an expert in ‘getting things done’ within the company andpossessstrong negotiation skills, critical thinking, andproblem-solving skills.
• Stronginternal and external networking skills with robustinterpersonal skillsthat will develop and enhance long-term relationships.
• Advanced degree, such as MBA a plus

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.