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National Account Manager-US Distribution

Abbott Laboratories

This is a Full-time position in Princeton, NJ posted November 22, 2021.

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 109,000 colleagues serve people in more than 160 countries.

Abbott Point of Care develops, manufactures and markets critical medical diagnostic and data management products for rapid blood analysis. The i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making. The i-STAT System has the industry’s most comprehensive menu of tests in a single, with-patient platform, including tests for blood gases, electrolytes, chemistries, coagulation, hematology, glucose, and cardiac markers.

Job Summary

The National Account Manager US Distribution is accountable for design, maintenance and operation of  the +$80 million(80% total business) Abbott Point of Care US Distribution Network.    The NAM will partner/collaborate with USOP leadership in the development of a distribution strategy/network to ensure the network is aligned with and supports the execution of the USOP business strategy.  She/he will provide insight and shape distribution strategy, contracts, influence distributor performance, and provide analytic-driven insights on distributor opportunities & risks.   S/he will help define and monitor compliance with business requirements for distributor partners, while providing guidance on improving distributor engagement and performance. The NAM will develop the analytics infrastructure for distributor-related dashboards & reports, and distributor performance against a set of key performance indicators and service level agreements.  S/he will identify and assess business risk, proactively communicate to USOP leadership, and collaboratively create plans to manage and mitigate risk .  This position will report into the General Manager US Outpatient, while working collaboratively and cross-functionally with the USOP leadership team, USOP Marketing, Pricing & Contracting, Finance, Legal, Quality, Compliance, IT and Distributor partners.  

An ideal candidate for this role will have demonstrated experience in working with distributors and handling business complexity, as well as a solid understanding of the sales process for medical equipment in the US.    S/he is a strategic thinker with strong business acumen, financial understanding and analytical thinking.

Job Location

This position can be field based or located at Abbott Point of Care (APOC) Global Headquarters in Princeton, NJ

Position Responsibilities

  • Provide oversight and ensure best in class performance of the ~ $80 million Abbott Point of Care US Distribution network
  • Lead engagements with Executive-level/key decision makers  (e.g. QBR’s )to define and shape how distributors strategies will help support and drive USOP’s strategic imperatives.
  • APOC alignment:  ensure all Distributor and National Account-related activities are understood by Sales Team.  Synthesize and share industry knowledge and competitive intelligence from the field and account visits to further shape APOC Distributor strategy.
  • Externally Focused:  remain alert to changing market conditions or opportunities that would directly impact the business’s effectiveness; communicate to USOP leadership in timely manner. 
  • Bring forward recommendations for business process improvement based on market/distributor feedback.
  • Contract Optimization:  Collaborate with marketing, C&P, Finance, Legal and sales to ensure alignment with distributor contract terms and proactively identify opportunities to revise agreement terms to help maximize APOC performance. 
  • Thought leader for the USOP commercial team for developing the Abbott Point of Care distributor strategy for the US market.   Manages and influences all areas of distributor performance including financial, operational, compliance, quality, and customer satisfaction.
  • Develop analytics infrastructure for distributor-related dashboards and reports to measure & assess team performance against key performance indicators and service level agreements
  • Conduct analyses relating, but not limited, to opportunity/risk identification and assessment, quantification of new distributor potential, performance, optimization, segmentation, etc. 
  • Develop and implement change management process across US and International teams to drive improvement effort against KPI’s and SLA’s
  • In close partnership with QA/RA, this individual is responsible for ensuring the implementation of the  APOC Quality & Compliance System
  • Adhere to and promote Abbott Code of Business Conduct

Education Requirements

  • Bachelor’s degree required
  • Advanced degree in business or supply chain preferred

Position Requirements

  • 5+ years of relevant experience required
  • Experience working with or for distributors required
  • Understanding of sales and distributor practices required
  • Strategic thinking and demonstrated ability to lead through highly complex business change efforts
  • Strong problem-solving skills and project management skills with a proven ability to lead x-functional teams within a matrixed organization
  • Strong analytical skills and meticulous attention to detail
  • Highly effective communicator – strong presentation and written communication skills
  • Travel ~60-80%, to manage accounts, key leaders / stakeholder and industry conferences

Key Competencies include

  • Strategic thinker, combined with s demonstrated track record of delivering business results
  • Strong analytical and problem-solving skills, with the ability to communicate actionable analytical findings
  • Thorough understanding of distributor dynamics required
  • Business intuition:  ability to quickly assimilate new knowledge
  • Functional expertise in business strategy, sales, account management and finance
  • Strong attention to detail, with a quality-focused mindset
  • A forward thinker and self-starter that thrives on new challenges