Job: Regional Account Manager - Midwest Region - MO

Jobing Description

Job Title Regional Account Manager - Midwest Region - MO
AutoReqId 99147BR
Job Family Sales
Job Category Full-Time
Job Classification Experienced/Established
Division Ibis Biosciences
Shift First
Relocation Assistance None
Overview

At Abbott, we provide the perspectives and experience necessary to translate science into real solutions for patients in over 130 markets worldwide. Today, Abbott's nearly 90,000 employees are doing work that matters.

Job Description PRIMARY FUNCTION / PRIMARY GOALS / OBJECTIVES:
Contacts potential customers, negotiates product acceptance, and obtains contract commitments for the company's products. Develops and maintains contacts within the industry to provide information, remain abreast of competitors' activities. Works with federal and state government facilities, state Department of Public Health facilities, state medical associations, hospitals and physician clinics to increase sales in their segments of the market. Participates in efforts, sponsors seminars and continuing education programs and provides studies and product information to client base. Develops appropriate value-added programs for each account. Responsible for the sales growth in designated segments (e.g., managed healthcare, etc.). May call on and/or be responsible for national accounts within their region. This is a field based territory sales position responsible for the sale of the entire Abbott Molecular product line for the assigned Regional Customers. The overall objective is to achieve product specific sales goals within the assigned accounts, selling the AM product line to all molecular laboratories, including hospital-based molecular laboratories. This will be accomplished through high-level relationships, networking all levels within the customer organization and must have an intimate understanding of a customer's molecular and financial objectives. The Regional Account Manager will be responsible for creating and implementing comprehensive account specific strategies and executing the appropriate tactics for each assigned customer, and must be skilled at working independently, driving towards business objectives, and comfortable with the goal achievement accountability.

MAJOR RESPONSIBILITIES:
Responsible for implementing and maintaining the effectiveness of the quality system.

Regional Account Manager s are responsible for sales and profitability objectives for all Abbott Molecular products in their assigned accounts.

Principal Duties:
1. Focus on the top 10-15 targeted accounts for the region to include working in concert with the local Molecular Sales Specialist and the Regional Sales Manager to develop a strategy and written business plan for each of the targeted accounts. Update monthly on progress with the local Molecular Sales Specialist and the Regional Sales Manager on the progress and travel to each of the targeted accounts at least twice/quarter. Develop and maintain relationships with the targeted accounts at the senior levels of the organization and conduct HIV grand rounds at least once/year.
2. Drive the government VA and Public Health strategies for the region, develop a regional business plan for each segment and execute across the region. Present a business review to the Regional Sales Manager and Director of Sales on a quarterly basis.
3. Mentor and Train new Molecular Sales Specialists in the field.
4. Provide additional field sales support for the FISH and Alliance product lines.
5. Serve as a Marketing liaison to Field Sales, communicating new product updates and supporting launch strategies, including sales training assistance for new products.
6. Coordinate regional symposiums, local reference account site visits, and corporate visits to Des Plaines for the region.
7. Works in partnership with the local molecular sales specialists and the regional sales manager to consistently achieve or exceed (monthly, quarterly, yearly) sales goals as listed in the annual sales plan, while supporting the corporate goals. Directly promotes the profitable sales of all Abbott Molecular products, utilizing good time/territory management practices within assigned territory.
8. Plans, schedules and executes multi-level sales calls to prospects and current customers for Abbott Molecular products. Utilize consultative selling skills based on a thorough knowledge of molecular technology to meet the identified needs of assigned customers. Activities include: Needs assessment, high level selling, product demonstrations, evaluations, customer presentations, financial proposals, contract negotiations, start-ups and troubleshooting, as appropriate..
9. Up to approximately 80% travel required within assigned accounts. This is an estimate and will vary by territory and opportunities.
10. Complies fully with all Abbott Requirements, including Office of Ethics and Compliance, LERN, Quality (QMS), and abides by the Abbott Code of Business Conduct.
11. Maintains up-to-date customer files and database, utilizing SalesForce.com.
12. Prepare and forward periodic reports to Abbott Molecular Sales management (to include, but not limited to: LBE, Monthly Highlights, Forecasts - SFDC, expense reports, etc.)
13. Utilize CSS Selling Skills and Miller Heimann sales models in all aspects of customer contact.
14. Participates in sales meetings, conventions and local technical society meetings as appropriate.
15. Follows AM Standard Operating Procedures for handling complaints. Participates in product complaint resolutions as directed by manager.
16. Plans, organizes and supports the use of technical seminars and workshops to educate/inform assigned customers on Abbott Molecular products and technology.
17. Provides suggestions for new or improved products, packaging, and promotion and sales methods.
18. Budget Responsibility: Manages and operates assigned territory within annual budget.
19. Provides timely feedback and responses to both external and internal customers. Responds to all external customer phone calls and emails within 24 hours. Works directly with Abbott Molecular counterparts, Tech Service, Order Entry, ADD Contacts and National Account Managers on building Abbott Molecular business.

ACCOUNTABILITY / SCOPE:
RAM represents Abbott Molecular in a professional, forthright and ethical manner. Achieves sales objectives, manages budget, maintains accounts and manages time independently keeping Sales Manager apprised of critical decisions through written reports, email, phone communication as well as personal contact. RAM must prepare weekly, monthly and quarterly reports, as directed by management. Utilize and maintain up to date information in SalesForce.com for customer database and forecasting. Analyzes monthly sales data as it relates to the accounts and determines new opportunities for growth within assigned accounts. Integrate CSS and Miller Heimann sales skills models into daily sales calls, planning and execution.
Skills/Experience Requirements Knowledge of regulations and standards affecting IVDs and Biologics.

A valid U.S. Drivers license is required, and an acceptable DMV Report.

5 to 7 years of demonstrated consistent successful sales performance in selling molecular products or 12+ years successful sales performance within Abbott (AMD or ADD) or within the Diagnostics industry is required. It is expected that candidates will have distinctions such as achieving multiple President s Clubs or finishing in the Top 20% of their respective stack rankings, by exceeding stated goals. General lab experience and knowledge of general nucleic acid chemistry utilized in molecular pathology, cytogenetics and research cancer market is preferred.

Demonstrated knowledge of competing molecular technologies and products is required.

Excellent skills demonstrated in the following areas are required: leadership, negotiating/closing sales, organizational skills including follow-up, time and territory management, written and verbal communications, analytical, problem solving skills, listening, and presentations skills. Regional Account Manager demonstrates teamwork and a positive attitude. RAM must have proficient PC skills, to include experience in navigating on the Internet and competency with Microsoft Office suite.
Education Requirements BA in technical or business discipline required. BS in biological science degree or equivalent or advanced degree preferred. Experience in molecular techniques a plus.
Significant Work Activities & Conditions Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
Driving a personal auto or company car or truck, or a powered piece of material handling equipment
Percent of Travel 50+ %
Country United States
State/Province Missouri
Site Location Field Sales - FS
Sales Territory # (if applicable) CIOSB
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