Senior Retail Account Manager - Lingo Biowearables at Abbott Laboratories

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.

This position sells the Lingo product to large, complex strategic named accounts and/or strategic named prospect accounts, including Amazon. This role is the guardian of the strategic customer relationship and is focused on retention, penetration and net new customer selling. Primary responsibilities include: 1) establishing and building senior level relationships and leveraging them in driving new profitable sales and protecting base business, 2) understanding and assessing customers’ business objectives, strategies and therefore, requirements, 3) identifying innovative solutions to meet account needs, 4) leading an internal ‘selling team’ (retail account managers, specialists, and others) to maximize growth, 5) overall account management including detailed account planning and sales forecasting.

What You’ll Work On

Retail Account Management
•    Responsible for driving profitable revenue and closing opportunities with Amazon and other strategic named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits to Abbott. 
•    Achieve national sales targets identified in annual planning. Conduct on-going internal and external team business reviews to measure, evaluate and present sales performance; provide input into future growth opportunities.
•    Demonstrate a strong understanding of customer P&L management. Work with customer and internal teams on account financial management with a solid understanding of gross and promo margin management, trade spend efficiency, and overall customer funding management.
•    Identify industry trends and changing market regulations and understand impact on strategic account. Maintain a detailed understanding of customer decision makers and influencers, build and preserve customer relationships to leverage in driving new sales and protecting base business.
•    Lead contract negotiations, resulting in long-term commitments. Assess requirements to onboard new retail partners and work cross-functionally to drive these initiatives to completion.  
•    Integrate information from ongoing business analysis and assessment into a multi-year plan and develop an actionable account strategy with short-term tactics to achieve desired results.
•    Coordinate all appropriate Abbott resources to execute the strategic account plan including assigning roles, expectations, responsibilities and timelines. Engage members of the team through ongoing communication, tactical planning and execution.

Team Development
•    Manage, coach, develop, and evaluate performance of team personnel through field visits, meetings and training sessions.
•    Foster effective and open communication from team members regarding both internal and external information, including competitive intelligence, pricing, marketing activities, merchandising opportunities/risks, forecast changes and supply issues. 

This position reports to the Head of Commercial Sales, Strategy & Operations and will help build the Commercial Organization designed to address special requirements of large, complex accounts, achieve a competitive advantage and create future growth. The incumbent has direct sales responsibility selling to the ‘C Suite’ or senior executives establishing long term relationships that must be leveraged to drive new and protect existing business. For each account, this role will lead a team that will offer solutions customized to each customer while ensuring the solutions delivered are of high quality and meet their expectations and needs. The individual will solicit leads for new business development. The accounts managed can be located either in one state or multiple states. The incumbent will be responsible for the P&L for each customer as well as developing the profitable growth that is needed to achieve LRP commitments. Impact of actions will be measured on a quarterly and annual basis and will be reflected in merit increases, compensation plans and annual performance reviews.

Required Qualifications

• Bachelor’s degree required (4 years college or equivalent).  
• Proven sales experience at executive level selling broad and complex product line for a minimum of 2-5 years required.
• 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.
• Executive level business and financial acumen, strong team leadership skills and knowledge of all products and services.
• Expert in ‘getting things done’ within the company and possess strong negotiation skills, critical thinking and problem solving skills.
• Strong internal and external networking skills with robust inter-personal skills that will develop and enhance long term relationships.

Preferred Qualifications

• Understanding of medical device and/or wellness industry would be a plus but is not mandatory.

Apply Now

* 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.

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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.