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 115,000 colleagues serve people in more than 160 countries.
JOB DESCRIPTION:
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’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 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 out in our facility of Lake Forest IL in the Diagnostics Division.
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.
What You’ll Work On
This position sells, negotiates and contracts the entire Abbott Core Diagnostics Division (Core Dx), product line to extremely large National Group purchasing organizations.
This role is the guardian of the master contract terms and conditions (T&C’s) and the key liaison cross divisionally with Rapid and Molecular Diagnostics (RMDX) and other divisions (such as Medical devices) to drive strategic customer relationships and business strategies at the corporate level down through the members of the GPO. This role is focused on net new customer selling, retention and expanding penetration, and strategic nontraditional growth.
Primary responsibilities include:
Setting and driving national strategy with owned GPO – Corporate business to business (B2B) relationship through regional aggregators/equity members and cascading to field level.
Selling, Negotiation, Winning national contracts and managing related contract documentation. Defending and protecting Abbott’s best interests in all aspects.
Establishing and building GPO senior level relationships (C Suite) and leveraging them in negotiating favorable contract terms and business initiatives to drive new profitable sales and protecting base business.
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 strategic account.
Ownership of sub GPO relations and contracting – driving compliance, adoption and strategic initiatives in conjunction with the national and regional sales teams.
Provides leadership and direction regarding all Abbott interactions with GPO and sub GPO, acts as a trusted advisor to the customer.
Building and driving strategies with Abbott’s regional and national sales teams to maximize impact and leverage of the GPO contract.
Coordinates all appropriate Abbott resources to execute the GPO and sub GPO strategic account plan including assigning roles, expectations, responsibilities and timelines, engages members of the team through ongoing communication, tactical planning and execution.
Identifying new and innovative ways to position and drive strategic business across all Abbott’s modalities whether on contract or adjacent – such as novel breakthrough technology, markers or unique solutions that do not fit into GPO categories (e.g., AlinIQ).
Subject Matter Expert on GPO T&C’s and general business elements – working with national and regional sales teams to ensure compliance and maximum benefit from GPO contract.
Work closely with corporate contract management and legal staff to ensure all contracts meet internal management and legal requirements.
Field travel and direct selling with regional teams through partnership, alignment through Strategic Account Management (SAM).
Primary liaison between Abbott and GPO regional sales leads.
Primary representative of Abbott Core Dx at all national GPO meetings.
Lead and influence organizational thinking on evolving healthcare landscape and partner with customers and key stakeholders to navigate systems e.g., healthcare reform, distribution channel consolidation, etc.
Present the “Value of the Lab” with support from Marketing to GPO and Sub GPO – Positioning to prevent/protect from outsourcing to competitors such as reference labs.
Core Job Responsibilities
Responsible for bidding, negotiating, winning & contracting, maintaining, renegotiating and expanding national contracts with GPO for all Core Dx products (CCIA, Automation, Hema, AlinIQ).
Responsible for bidding, negotiating, winning & contracting, maintaining, renegotiating and expanding national contracts with SUB GPO for all Core Dx products (CCIA, Automation, Hema, AlinIQ).
Responsible for driving and maintaining profitable revenue and closing advantageous National contracts with GPO.
Responsible for strategic partnership with national and regional sales teams. Driving opportunities within strategic named aggregator/equity/sub GPO 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 strategic account.
Maintains a detailed understanding of customer decision makers and influencers; builds and preserves customer relationships to leverage in driving new sales and protecting base business.
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 strategic accounts and how Abbott’s solutions will impact targeted financial objectives. · Negotiates contracts resulting in long-term commitments.
Provides leadership and direction regarding all Abbott interactions with strategic 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.
Acts as an internal advocate for the customer; cultivates Abbott internal relationships and leverages to drive business objectives.
Position Accountability / Scope
The role will better leverage the full portfolio of Abbott Core Diagnostics (Core Dx). And be the primary liaison with Abbott RMDX, Diabetes care, Vascular and other business units to co create unique customer value to Abbott Core Diagnostics (Core Lab). This will include where appropriate, cross divisional contracting and client engagements.
Success in this position includes:
1) Core Dx on GPO/Sub GPO on contract (Master Agreements - MA) for ALL products and services (i.e., CCIA, Hema, Automation, DHS),
2) Compliant and protected business (100% favorable renewal of GPO/Sub GPO MA),
3) Accelerated adoption of new and novel products/services launched by Abbott Core Dx,
4) Above country plan growth,
5) Preferential contracting to Abbott as the ‘partner of choice’ within the GPO and Sub GPO.
Required Qualifications
Bachelor’s degree required (4 years college or equivalent).
The candidate will have proven sales experience and success at executive level selling broad and complex product line for a minimum for 7+ years with a minimum of 10+ years of related sales experience.
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. 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. Additionally, ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must. 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. Additionally, must have strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships. Understanding of diagnostics industry would be a plus but is not mandatory.
* 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 and @AbbottGlobal.
The base pay for this position is
$125,300.00 – $250,700.00
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
HIAC Core Lab
LOCATION:
United States > Lake Forest : CP01
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 50 % of the Time
MEDICAL SURVEILLANCE:
No
SIGNIFICANT WORK ACTIVITIES:
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Keyboard use (greater or equal to 50% of the workday)
Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.
EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf
EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf