Enterprise Account Manager, INR - Chicago/Dallas

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 will also have access to: 

• Career development with an international company where you can grow the career you dream of. 

• Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year

• 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 Remote in the Abbott Heart Failure, Acelis Connected Health business. Our Heart Failure solutions are helping address some of the World’s greatest healthcare challenges. 

As the Enterprise Account Manager, INR, you will be responsible for growing our INR home monitoring for patients on warfarin, and digital business, in large, complex healthcare systems.   

Principle Responsibilities 

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons. 

• Responsible for the growth of assigned IDNs and large volume Regional Accounts. 

• Masters “top-down” sales approach to drive adoption throughout large health systems. 

• Engages with C-Suite and aligns our service offering with their strategic vision. 

• Ensures overall growth for assigned territory by meeting or exceeding defined New Prescription and New Active goals 

• Identify key influencers and decision-makers within target accounts and establish executive/corporate level relationships to drive system-wide adoption. Accounts may include:  

• IDN/health systems (large, enterprise-wide sales)  

• High Volume/High Potential anticoagulation clinics 

• Hospitals are account targets 

• Focuses on achieving organizational goals of adoption and penetration within targeted accounts   

• Conduct quarterly business reviews with key IDN/health system and accounts to reinforce value proposition and identify incremental opportunities.  

• Conduct regular meetings with Abbott internal support teams to leverage resources and capabilities 

• Guides professional clinical organizations to a new modality of care using implementation guidelines for patient self-testing. 

• Masters Sales Cycle Management to assist key customers in understanding their needs and moving effectively and swiftly on a path toward achieving customer goals for successful outcomes. 

• Initiates compelling clinical, evidence-based, and business-based sales conversations with all customer call points regarding Acelis Connected Health service offerings. 

• Provides consultative insight into professional practices and efficiencies using data management. 

• Demonstrates consistency, proficiency, and accuracy in daily use of operating systems related to specific job function (including Salesforce.com, Concur, & ADP Timesaver). 

• Guides business development using Acelis Connected Health clinical, financial, and efficiency model showing value of patient self-testing. 

• Works with multiple internal functional areas (Marketing, Sales, Clinical/Training, Operations) in planning and coordination of growth efforts and initiatives. 

• Coordinates Acelis Connected Health clinical staff and trainers with key accounts as needed. 

• Provides professional consultative reports to build collaborative results-oriented relationships with key Customers & provides patient educational resources. 

• Uses sales and negotiating experience to overcome barriers to adoption of prospective customers resulting in INR program development and expansion. 

• Provides simple product presentation demonstrations as needed. 

• Maintains courteous and respectful working relation with all sales and service partners and all teammates. 

• Maintains professional working relationship with manufacturer representatives. 

• Follows all regulatory policies and procedures, privacy, and security standards in accordance with government agencies to include HIPAA requirements. 

• Participates in development opportunities and on-going training. 

Required Qualifications  

• Bachelor’s Degree 

• 7+ years of relevant work experience, of which 1-3 years should be sales experience selling to healthcare industry executive level decision-makers  

• 2-5 years of complex selling and negotiation experience  

• Travel is estimated to be 50% or more, and must live within the designated region and proximity to major airport  

• Seven plus years of related sales experience in Medical Device, DME, or Pharmaceutical. 

• Applicable experience with Acelis Connected Health or Abbott. 

• Ability to make decisions while following company procedures and governmental guidelines. 

• Ability to utilize available time to organize and complete work within given deadlines. 

• Ability to work both independently and as part of a team. 

• Ability to use critical thinking and reasoning skills to solve problems. 

• Attend job related courses & seminars as required. 

• Ability to use equipment that is relevant to job functions and requirements. 

• Ability to travel as required to perform job functions. 

• Organize activities or projects and meet set deadlines. 

Preferred Qualifications 

• Experience with traveling, position requires 50% travel. 

• Experience with mainstream office software including MS Windows, Word, Outlook, PowerPoint, and Excel.  

• Experience with Salesforce.com 

• Detail oriented 

• Persuasive and influential 

• Sales skills & aptitude 

• Professional demeanor via phone and in person 

• Strong computer/software skills 

• Strong verbal and written communication skills 

• Organization/time Management skills 

• Human relations skills 

Physical Requirements 

• Experience with traveling, position requires 50% travel.

• Able to sit at desk for extended periods of time 

Territory includes - Midwest = IL, IN, MN, MO, OH, PA (Pitts),WI + West = AZ, CA, CO, SD, TX, U