Enterprise Account Manager
About Abbott
Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
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 Will Have Access To
• Career development with an international company where you can grow the career you dream of.
• 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 position works at Istanbul location in the Core Diagnostics Division that we’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.
Our diagnostic solutions are used in hospitals, laboratories and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.
What You'll Do
Full responsibility for sales quota 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 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 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).
Required Qualifications:
University degree, ideally in medical technology.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 I 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.Candidates need to be fluent in local language 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 .