Enterprise Account Manager

2 weeks ago

Central Singapore Abbott Laboratories Full time
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.

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.


Primary Job Function:


The Enterprise Account Manager is responsible to profitably grow and protect Abbott Core Diagnostics Immunoassay and Clinical Chemistry (IACC) business enterprise accounts/Landmark Accounts through the development of high-level business relationships, strategies and execution of aligned tactics that ultimately closes business and grows Abbott's market share.


Major Responsibilities:

  • Responsible for selling IACC 'total solutions" to large, complex enterprisenamed / Landmark accounts focused on new business and retention of current customers, so as to generate profitable and sustainable growth (achieve targets) that satisfies customers' expectations.
  • Establishes and builds key stakeholder relationships inside and outside the laboratory and leverages them in driving new profitable sales in the 'core lab' and helping to protect current business.
  • Utilizes consultative techniques and tools to elevate customer engagement and build valuable customer and Abbott insight. Develop value quantified solutions to solve identified customer challenges and leverage discovered opportunities.
  • Leads an internal crossfunctional 'selling team' (sales executives, ambassadors, specialists (TSD, HPS and ISS) and others to execute a strategic account plan for each enterprise customer; coordinates IACC activities across entire customer network to maximize profitable growth.
  • Provides leadership (nonreports) of the Abbott Diagnostics team and coordinates activities when required. Negotiates for resources, plans and executes activities for the long term and sustainable growth of Abbott Diagnostics, aligned with its corporate strategy.
  • Responsible for overall account management, including uncovering a large complex organization's strategic longterm plan and translating into a winning solution for IACC; oversees detailed account planning and sales forecasting (monthly and annual); negotiates contracts and all pricing resulting in longterm commitments. Utilizes and models Abbott's best practice selling, strategic planning and management tools.
  • Has a strategic plan to amplify and protect existing Landmark and large customers through clear value expansion activities including regular Business reviews. Working with customer experience teams, ensures customer satisfaction through a well developed and executed loyalty plan.
  • Provides organizational leadership, commercial development of teams and individuals through coaching and mentoring.

Requirements:

  • Bachelor's Degree in Science, Business or related disciplines. Postgraduate MBA or other related qualifications are advantageous.
  • Minimum 1215 years of successful Sales and Enterprise Account Management experience in complex, multilevel, multisite selling environments within pathology/diagnostics/healthcare industry
  • Strong and deep understanding of Singapore market
  • Ability to liaise with customer executives to achieve objectives
  • Demonstrated leadership and team management
  • Excellent communication, negotiation, commercial, influencing, and strategic planning skills
  • Strategic selling capabilities


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.

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