Enterprise Account Manager

Capus HR Management / Säljarjobb / Solna
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Abbott Diagnostics Division (ADD) Europe offers the position of Enterprise Account Manager (EAM) Nordics, based in Stockholm.
The EAM role is responsible for selling total solutions to these current ADD hospital / lab accounts and/or strategic named prospect accounts. The role will own the strategic customer relationship and is focused on retention, penetration and net new customer selling while ensuring economic profitability of operations and protecting base business.
The position requires a dynamic person with broad experience from commercial operation and a strategic mind set, someone who leads with sophistication and comfortably forms business relationships at the executive level. You handle large contracts in complex organizations with multiple decision makers and drives deal cycles over a long period of time.
The EAM will manage and drive the development of their accounts, including key activities such as: strategic account management, post-sales implementation process, pipeline management, opportunity management and territory management with minimal oversight.
The position requires the willingness to travel on a frequent basis.

Major accountabilities
• Full responsibility for sales quota with a volume of 2-3 MM USD including forecasting and target performance achievement
• Drive profitable growth and close opportunities in large, complex enterprise-named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott; ensure all commitments are met.
• Build senior level relationships and leverage them to drive profitable new sales to support delivery of long range plan.
• Drive strategy development and the execution of the strategic plan in a matrix environment
• Establish and build deep understanding of account needs, stakeholders and competitive situation.
• Build and lead internal cross functional selling team to execute sales strategies
• Analyse impact of market trends and factors on customers.
• Identify new business opportunities by initiating, developing or delivering unique solutions that result in improved outcomes for customer and Abbott
• Negotiate long term contracts
• Oversee progress of cross-functional implementation team (post-sales)

Publiceringsdatum
2014-03-14

Kompetenser
Qualifications
• University degree, ideally in Medical Technology or Health Economy, or a solid economic education (MBA)
• Minimum of 3-5 years track record in the diagnostic industry with an emphasis on establishing and building executive level relationships and leveraging them in driving new profitable sales and protecting base business
• Working healthcare and industry knowledge that includes the following: changing market dynamics, key competitors, terminology, challenges and potential government regulations
• Broad experience managing strategic /enterprise accounts
• Extensive experience developing relationships with, selling to and negotiating with senior level stakeholder in large, complex enterprise-named accounts is a pre-requisite
• Proven success at winning contracts at large, complex accounts
• Ability to influence team member activities (without direct reporting relationship)
• Strong understanding of key stakeholders and customer dynamics
• Long term, strategic focus on account as well as portfolio management skills
• Candidates need to be fluent in local language and English
Competitive terms are offered. An offer will be based on the candidate's present experience and competencies and adapted to general wage policy at Abbott.

Arbetstider och omfattning
Tillsvidare
Heltid

Tillträde
As soon as possible

Ersättning
Fast lön
Competitive terms are offered.

Så ansöker du
Sista dag att ansöka är 2014-04-06
Apply by send a cover letter describing yourself and your interest in the position, along with your resume in English, using the link. : Klicka på denna länk för att göra din ansökan

Kontakt
Gunilla Andersson, Senior Advisor, mobil +47-969 04 667 gunilla.andersson@capus.no

Företag
Capus HR Management

Övriga kontaktuppgifter
Telefonnummer: +47-22941100

Jobbnummer
1808131

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