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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in federal government sales and strategic account management, with a strong focus on building senior-level relationships and delivering value-based solutions. Proven ability to lead cross-functional teams and develop comprehensive business plans that drive profitability and compliance.
Highest-signal resume keywords
Federal Healthcare KnowledgeStrategic Account LeadershipValue-Based Solution SellingNegotiation CapabilityCross-Functional Team Leadership
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Strategy IntegrationFinancial PlanningContract ManagementAccount PlanningBusiness Performance AnalysisGovernment Contracting KnowledgeSales ForecastingP&L ManagementMarket Regulation AnalysisCustomer Relationship Management
Soft Skills
Communication SkillsInterpersonal SkillsProblem-Solving SkillsNetworking SkillsCritical Thinking Skills
Tools & Technologies
CRM/SFA TechnologyBPAIDIQFSSECAT
Industry Keywords
Government Enterprise StrategyHealthcare ExecutivesStrategic PartnershipsValue PropositionsMarket Trends
About the role
Key responsibilities & impact- Lead efforts to launch and further develop Abbott Molecular Diagnostics’ US Government Enterprise structure
- Manage federal government strategic customer relationships, generate net-new sales, and retain existing contractual customers
- Control targeted strategic accounts and coordinate the entire sales process through closure for Abbott Molecular Diagnostic products
- Achieve incremental revenue, grow profitability, drive innovation partnerships, and ensure compliant contracting
- Lead cross-functional resources across sales, marketing, training, commercial operations, strategic pricing, and contracting
- Establish and build senior-level relationships at agency, regional, and healthcare-facility levels
- Assess customer objectives, strategies, and requirements; identify innovative solutions and develop account plans and sales forecasts
- Drive profitable revenue and close opportunities within strategic named accounts
- Investigate strategic accounts, business environments, competitive situations, industry trends, and changing market regulations
- Maintain relationships with customer decision-makers and influencers
- Prepare and deliver account-specific Abbott value propositions
- Analyze financial performance indicators and negotiate contracts supporting long-term commitments
- Act as trusted advisor and provide leadership regarding Abbott interactions with strategic accounts
- Develop multi-year account plans and lead internal selling teams through persuasion and influence
- Coordinate Abbott resources to execute strategic account plans with defined roles, responsibilities, expectations, and timelines
- Design, develop, and launch US Government Enterprise Strategy for the VA HealthCare System, Department of Defense, Indian Health, and Public Health Laboratories
- Create US support infrastructure for the Enterprise strategy
- Develop Government Enterprise financial and strategic business plans with the USO
- Lead cross-divisional efforts to improve Government Enterprise Account Management
- Achieve or exceed annual financial plans and ROI objectives
- Develop and implement business plans, practices, and customer relationships
- Manage FSS contract responsibility and sales strategy integration
- Lead strategic planning, go-to-market strategy, marketing programs, CRM/SFA technology, value creation, and innovation
- Manage business performance, financial planning, and forecasting
- Lead account planning, contracts and agreements, financial analysis, and critical success factors for strategic government accounts
- Own P&L for each customer and develop profitable growth to achieve LRP commitments
- Travel 75% of the time, including overnight travel
Requirements
What you’ll need- Bachelor’s degree
- 7-10 years of relevant experience
- Proven sales experience at executive level selling broad and complex product line
- Proven ability to build long-term strategic and senior-level relationships
- Ability to uncover a large complex organization’s strategic long-term plan and short-term tactics and translate them into a winning solution
- Proven success in value-based, solution selling
- Ability to work in cross-functional teams to meet clearly defined objectives
- Ability to effectively communicate and speak in public
- Ability to adapt to rapidly changing environments
- Broad federal healthcare knowledge, including government regulations, consolidation, key opinion leaders and associations, and advocacy groups
- Knowledge of federal contracting vehicles, BPA, IDIQ, FSS, and eCAT
- Extensive government solicitation and contracting experience
- Highly skilled negotiation capability
- 75% travel willingness, including overnights
- Easy access to a major metropolitan airport
- Preferred: Bachelor’s degree in business, life sciences, engineering, or related technical discipline
- Preferred: 7+ years’ sales experience, strategic account leadership experience, and federal government contracts management
- Preferred: 5+ years developing and selling customized solutions to senior-level/C-suite healthcare executives
- Preferred: 5+ years understanding performance metrics in hospital or laboratory settings and recommending solutions
- Cross-functional team leadership experience without direct reports
- Advanced analytical, communication, and critical thinking skills
- Executive-level business and financial acumen
- Strong negotiation, problem-solving, networking, and interpersonal skills
- Knowledge of all products and services
Benefits
Comp & perks- Career development with an international company
- Free medical coverage eligibility through the Health Investment Plan (HIP) PPO medical plan in the next calendar year
- Excellent retirement savings plan with a high employer contribution
- Tuition reimbursement
- Freedom 2 Save student debt program
- FreeU education benefit toward a bachelor’s degree
- Relocation assistance is not authorized for this position