Key Account Manager

Il y a 7 mois

Rungis, France Abbott Laboratories Temps plein

**About the organization**

Abbott is a global leader in in vitro diagnostics and offers a broad range of innovative instrument systems and tests for hospitals, reference labs, blood banks and clinics. Our products offer automation, convenience, cost-effectiveness and flexibility. Abbott has helped transform the practice of medical diagnosis from an art to a science, helping to create the modern diagnostics industry through the company's commitment to improving patient care and lowering overall costs.

Abbott’s global Enterprise Account Management Program is a result of our dynamic customer environment. Today, there are fewer, larger, and more complex customers than ever before. Our “Enterprise Accounts” are the most complex networks with multiple, interconnected locations with elevated decision makers who exist both in and outside of the core laboratory. The Enterprise Account Manager role within Abbott Diagnostics is responsible for selling total solutions to these current ADD hospital / lab accounts and/or strategic named prospect accounts. The role will own the strategic customer relationship and is focused on retention, penetration and net new customer selling while ensuring economic profitability of operations.

**Primary objective of the position**

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.

**Major accountabilities**
- Full responsibility for sales quota with a volume of 2-3MM EUR including forecasting and 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 and territory management with mínimal 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.
- Analyse impact of market trends and factors on customers.
- 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).

**Educational background**

University degree, ideally in medical technology.

**Requirements / Work experience**
- Minimum of 3-5 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.
- Strong solution selling and relationship building skills.
- Strong communication skills.
- Long term, strategic focus on account.
- Portfolio management skills.
- The position requires the willingness to travel on a frequent basis, i.e. on average three days per week.

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