Job Information
Abbott Key Account Executive, Clinical Trials in Boston, Massachusetts
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 114,000 colleagues serve people in more than 160 countries.
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.
Abbott Point of Care (APOC), a $550 million division of Abbott (NYSE: ABT), enables health care professionals to accurately achieve real-time, lab-quality diagnostic results at the point of care within minutes. Testing at the point of care enables health care professionals to make rapid triage and treatment decisions when diagnosing a patient’s condition or monitoring a treatment response. By simplifying the testing process, clinicians can focus on what matters most—caring for the patient.
Abbott Point of Care’s i-STAT Analyzer is a handheld system that is used with single-use i-STAT test cartridges. Together they form the i-STAT System*—a blood analysis system that provides health care professionals with the information they need to rapidly make treatment decisions. Patient-side testing with the i-STAT System is as easy as inserting 2 or 3 drops of blood into the cartridge, inserting the cartridge into the handheld, and then viewing test results in as little as 2 minutes for most cartridges. Test results are uploaded automatically—delivered wirelessly with the i-STAT Wireless or directly when the i-STAT handheld is placed in a downloader. The i-STAT System eliminates process steps and handoffs to help reduce the incidence of errors and promote patient safety.
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 (https://www.abbott.com/corpnewsroom/strategy-and-strength/tackling-student-debt-for-our-employees.html) student debt program and FreeU (https://www.abbott.com/corpnewsroom/strategy-and-strength/college-degree-for-free-its-possible-with-freeu.html) 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
The Key Account Executive, Clinical Trials is a remote field sales role in our Abbott Point of Care Division and will prospect and drive sales for assigned accounts within the clinical trials industry as well as lead thought-provoking discussions to challenge the status quo and provide innovative solutions that address our clients’ key business challenges. Key customers will include Fortune 500/1000 Accounts (pharmaceutical) who are be managed strategically, analytically sophisticated, and are national in scope.
What You’ll Work On
Responsible for managing, forecasting, attaining and exceeding identified monthly, quarterly and yearly sales volume goals.
Gain intimate knowledge of the client and challenge with innovative ideas in order to develop and close opportunities, to provide end-to-end solutions, to grow the size/duration/value of sales over time.
Prospecting of net new end users and channel partners in National accounts market to include Fortune 500/1000 companies, national research organizations and third party research providers.
Manage account and brand level forecasts. Communicate forecast rationale including consumption trends, inventory positions, new item pipeline, discontinuations, etc. Proactively call out variances to forecasts.
Interacts closely with various internal department management, including Contracting and Pricing, Global commercial operations, Finance, and Customer service. Meets and communicates effectively on a regular basis to discuss issues that have a potential impact on improving sales.
Work in coordination with external customers to develop and execute account-specific promotional plans that increase: (1) awareness, (2) trial, (3) consumption, (4) retention, (5) brand equity, and (6) ROI
Utilize syndicated data, customer sales data to provide fact based analysis and deliver short and long-term business building initiatives.
Conduct internal and external account business reviews to measure, evaluate and present sales performance; and provide quarterly future growth opportunities.
Demonstrate strong understanding of customer P&L management. Work with customer and internal teams on account financial management with solid understanding of gross margin management.
Represent Abbott as the primary point of contact for assigned accounts and interact internally and externally through cross-functional relationships on account opportunities.
Communicate pertinent information about customers to the management team and team members. Possible information includes competitive intelligence, pricing, marketing activities and opportunities/risks
Required Qualifications
Bachelors Degree business or Life Sciences or other related areas (including but not limited tobiology, physiology, nutrition and/or clinical chemistry)
5+ years of experience
Extensive and creative prospecting skills in workplace/Fortune 1000/500.
Proven track record of managing a balanced pipeline of both short term and tactical opportunities and long-term strategic engagements.
Strong sales and opportunity management skills across the full sales cycle (from)lead identification to contract negotiations and closing)
Have 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.
Ability to effectively communicate, speak in public, and adapt to rapidly changing environments is a must.
Executive level business and financial acumen, strong team leadership skills and knowledge of all products and services.
Negotiation skills, critical thinking and problem solving skills.
Preferred Qualifications
Previous experience of account management of clients $5MM+ within pharmaceutical research, IDN, Diagnostics/Medical Device.
Medical / Clinical Background preferred.
Pharmaceutical or Biotech development experience is a plus\
An entrepreneurial thinker and self-starter that thrives on new and unstructured challenges.
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.
Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.abbottbenefits.com (http://www.abbottbenefits.com/pages/candidate.aspx)
- 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.
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.
The base pay for this position is $72,700.00 – $145,300.00. In specific locations, the pay range may vary from the range posted.
An Equal Opportunity Employer
Abbot welcomes and encourages diversity in our workforce.
We provide reasonable accommodation to qualified individuals with disabilities.
To request accommodation, please call 224-667-4913 or email corpjat@abbott.com