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Enterprise Account Manager

Mumbai, MH
Job Code:
  • Biotechnology & Science
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Job Details

Responsible to sell ADDs total solutions to large, complex strategic accounts. The role is the guardian of strategic customer relationships focused on net new customer selling, penetration and retentionProvide leadership and direction regarding all Abbott interactions with strategic accounts acting as a trusted advisorLead and coach in a matrix management environment, e.g. lead a team through persuasion and personal influence that will deliver innovative solutions, high quality, that meet customer needsFollow and flawlessly execute strategic account management (SAM) process.Master and be in a position to train and coach all core commercial skills to include SAM, consultative selling, territory management, coaching skills, strategy development, and financial management such as EPIC and deal construction)Establish and build deep understanding of account needs, stakeholders and competitive situationBuild and lead internal cross functional selling team to execute account strategiesAnalyse impact of market trends and factors on customersDevelop strategic account plans for achieving goals including sales and marginIdentify new business opportunities by initiating, developing or delivering unique solutions that result in improved outcomes for customer and companyNegotiate long term contractsOversee progress of cross-functional implementation team (post-sale)Identify new business opportunities to expand current ADD shareKnowledgeExtensive experience managing strategic / enterprise accountsExperience working with senior level stakeholdersAbility to influence team member activities (without direct reporting relationship)Strong understanding of key stakeholders and customer dynamicsStrong solution selling and relationship building skillsSuperior communication skillsFluent in local language and EnglishSkills and AbilitiesAbility to identify and drive resolution of issuesLong-term, strategic focus on accountPortfolio management skillsExcellent product and industry knowledge
Degree: MBA/ PGDM

Additional Degree: BA (Arts) | B.Com. (Commerce) | B.Pharm. (Pharmacy) | B.Plan. (Planning) | B.Sc. (Science) | BBA/ BBM/ BBS | BCA (Computer Application) | Diploma-Other Diploma | B.Ed. (Education) | BHM (Hotel Management)

Experience: 10-15


Corporate Sales | Relationship/Account Servicing | Technical Sales
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