Now Hiring - Director Strategic Accounts in Abbott Park, IL

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.

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.

In Abbott’s Electrophysiology (EP) business, we’re advancing the treatment of heart disease through breakthrough medical technologies in atrial fibrillation, allowing people to restore their health and get on with their lives.

WHAT YOU’LL DO

• Create robust business planning, and subsequent programs for IDNs in conjunction with EA and AVPs
• Establish operating processes with finance, VP Commercial, and the DVP US Commercial on market assessment, entry strategies, and partnership programs with other ABT business units to maximize EP revenue.
• Serve as liaison to marketing, sales and other functions to create market expansion/entry
• support programs that are to be executed by commercial teams post contract changes to maximize revenue and share penetration in IDNs at the account level.
• Develop IDN revenue forecasts based on current and expected future contract status
• Create metrics, in partnership with EA and EP finance, to measure contract outcomes and compliance, market share, revenue, and other performance metrics.
• Track and provide regular reporting and updates for EP senior management on the status of all IDN contracts (current, potential, in process, etc.)
• In cases of contract non-compliance (i.e. below target EP share in key product categories), work with the DVP Commercial, AVPs and Sales team to ensure plans and strategies in place to achieve compliance.
• Work with sales team to ensure strategies in place and plans being executed to achieve
• maximum pull-through of product sales relative to contract position.
• Proactively identify upcoming or potential upcoming IDN RFPs
• Ensure that long term pro-active strategies in place and being executed for off contract IDNs
• Identify opportunities and develop strategies to accelerate contract initiations at off contract IDNs (disrupt competitor contracts)
• Participate in RFP response development and Price Counsel preparation to ensure high quality and consistent approach applied to each RFP
• Review and approve IDN proposals to ensure compelling, easy to understand and of the highest quality.
• Monitor customer satisfaction with Abbott EP current contracts – identify areas of dissatisfaction and work with local sales team or EA to address
• Identify best practices from various IDN RFP proposals and share across EA and EP sales

EDUCATION AND EXPERIENCE YOU’LL BRING

Required

• Experience with key-account sales and enterprise accounts processes
• Minimum of 10 years of top performance in sales (medical device or pharmaceutical/biopharmaceutical), sales management experience up to a Region Sales Director or Area Vice President, with revenue in excess of $100MM.
• Prior experience in Enterprise Accounts proficient with RFP / contracting, or previous work
  experience with one to the Top 10 IDNs a plus.
• Proficient with complex contracting mechanisms and recognized as a creative problem solver.
• Creative problem solver with strong interpersonal skills with capacity to work across
  boundaries using formal and influence skills.
• EP product and business process knowledge.
• Excellent communication skills in both written and presentation methods.

The base pay for this position is $136,000.00 – $272,000.00. In specific locations, the pay range may vary from the range posted.