National Key Account Manager – Group Purchasing Organizations (Gpo)

Primary Job Function 

This position sells, negotiates and contracts the entire Abbott Core Diagnostics Division (Core Dx), product line to extremely large National Group purchasing organizations.   

This role is the guardian of the master contract terms and conditions (T&C’s) and the key liaison cross divisionally with Rapid and Molecular Diagnostics (RMDX) and other divisions (such as Medical devices) to drive strategic customer relationships and business strategies at the corporate level down through the members of the GPO. This role is focused on net new customer selling, retention and expanding penetration, and strategic nontraditional growth. 

Primary responsibilities include: 

• Setting and driving national strategy with owned GPO – Corporate business to business (B2B) relationship through regional aggregators/equity members and cascading to field level. 

• Selling, Negotiation, Winning national contracts and managing related contract documentation. Defending and protecting Abbott’s best interests in all aspects.  

• Establishing and building GPO senior level relationships (C Suite) and leveraging them in negotiating favorable contract terms and business initiatives to drive new profitable sales and protecting base business.  

• Investigates and understands the strategic account and their business environment including goals, objectives, strategies and competitive situation. 

• Identifies industry trends and changing market regulations and understands impact on strategic account. 

• Ownership of sub GPO relations and contracting – driving compliance, adoption and strategic initiatives in conjunction with the national and regional sales teams.  

• Provides leadership and direction regarding all Abbott interactions with GPO and sub GPO, acts as a trusted advisor to the customer. 

• Building and driving strategies with Abbott’s regional and national sales teams to maximize impact and leverage of the GPO contract. 

• Coordinates all appropriate Abbott resources to execute the GPO and sub GPOstrategic account plan including assigning roles, expectations, responsibilities and timelines, engages members of the team through ongoing communication, tactical planning and execution. 

• Identifying new and innovative ways to position and drive strategic business across all Abbott’s modalities whether on contract or adjacent – such as novel breakthrough technology, markers or unique solutions that do not fit into GPO categories (e.g.,AlinIQ).  

• Subject Matter Expert on GPO T&C’s and general business elements – working with national and regional sales teams to ensure compliance and maximum benefit from GPO contract.  

• Work closely with corporate contract management and legal staff to ensure all contracts meet internal management and legal requirements. 

• Field travel and direct selling with regional teams through partnership, alignment through Strategic Account Management (SAM).  

• Primary liaison between Abbott and GPO regional sales leads.  

• Primary representative of Abbott Core Dx at all national GPO meetings.  

• Lead and influence organizational thinking on evolving healthcare landscape and partner with customers and key stakeholders to navigate systems e.g.,  healthcare reform, distribution channel consolidation, etc. 

• Present the “Value of the Lab” with support from Marketing to GPO and Sub GPO – Positioning to prevent/protect from outsourcing to competitors such as reference labs.  

Core Job Responsibilities 

• Responsible for bidding, negotiating, winning & contracting, maintaining, renegotiating and expanding national contracts with GPO for all Core Dx products (CCIA, Automation, Hema, AlinIQ).  

• Responsible for bidding, negotiating, winning & contracting, maintaining, renegotiating and expanding national contracts with SUB GPO for all Core Dx products (CCIA, Automation, Hema, AlinIQ). 

• Responsible for driving and maintainingprofitable revenue and closingadvantageous National contracts with GPO.  

• Responsible for strategic partnership with national and regional sales teams. Driving  opportunities within strategic named aggregator/equity/sub GPOaccounts by initiating; developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott. Ensures all commitments are met.  

• Investigates and understands the strategic account and their business environment including goals;objectives; strategies and competitive situation.  

• Identifies industry trends and changing market regulations and understands impact on strategic account.  

• Maintains a detailed understanding of customer decision makers and influencers; builds and preserves customer relationships to leverage in driving new sales and protecting base business.  

• Identifies opportunities or acts upon previously identified opportunities to prepare and deliver account specific Abbott value proposition resulting in positive action.  

• Understands; analyzes and accurately interprets key financial performance indicators for strategic accounts and how Abbott’s solutions will impact targeted financial objectives. · Negotiates contracts resulting in long-term commitments.  

• Provides leadership and direction regarding all Abbott interactions with strategic accounts; acts as a trusted advisor to the customer.  

• Integrates information from ongoing business analysis and assessment into a multi-year plan and leads through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results. 

• Coordinates all appropriate Abbott resources to execute the strategic account plan including assigning roles;expectations; responsibilities and timelines; engages members of the team through ongoing communication; tactical planning and execution.  

• Acts as an internal advocate for the customer; cultivates Abbott internal relationships and leverages to drive business objectives. 

• Responsible for implementing and maintaining the effectiveness of the quality system.  

Position Accountability / Scope 

• This position reports to the Area Enterprise Solutions Director (Sr Director) and will help build the United States Enterprise Organization designed to address special requirements of Group Purchasing Organizations.  

• GPO’s are extremely large (>$0.5BN SAM for smallest up to $1.2BN SAM for largest); complex accounts that control >65% of the United Stated market. Working strategically with each GPO will achieve a competitive advantage and create future growth potential.  

• The individual will be responsible for approximately 10X SAM and # accounts than regional/national EAM ($0.5BN > $1.2BN SAM and 1200 > 2400 sites). This role is a strategic ‘upper level’ sales leader (individual contributor) selling the Abbott solution to the GPO and the Sub GPO’s that are not directly called on by frontline EAM’s.  

• The individual will cover a highly complex GPO and its key members (aggregators and equity members along with sub GPO’s). The coverage is national and requires frequent field travel to all states.  

• The role will better leverage the full portfolio of Abbott Core Diagnostics (Core Dx). And be the primary liaison with Abbott RMDX, Diabetes care, Vascular and other business units to co create unique customer value to Abbott Core Diagnostics (Core Lab). This will include where appropriate, cross divisional contracting and client engagements.  

• The incumbent has direct sales responsibility selling to the GPO and sub GPO ‘C Suite’ or senior executives establishing long term relationships that must be leveraged to drive new and protect existing business.  

• The incumbent will be responsible for achieving base business sales and new business growth targets at a GPO level through the direct sales activities of the frontline sales force such as EAM and Ambassadors.  The incumbent will not perform the same role as the frontline sales force as a duplicative activity. They will track and ensure GPO achieves annual and quarterly revenue targets in line with expectations from United States commercial leadership.   

• The incumbent will provide detailed analysis of the GPO to United stated commercial leadership proactively through regular (quarterly) business review and on demand.  

• Matrix leadership. Because the GPO organizations along with their key members are highly complex organizations; successful closing of new business requires having an internal selling team of local sales representatives and managers; product specialists for each line of business. The incumbent will be expert at internal relationship management and keep abreast of ALL the portfolio developments within Core Dx and be well versed cross divisionally (such as ARDX) to have an informed position to guide the ‘matrix’ through the complex account.  

• The incumbent will be at expert level regarding contracting, financial acumen and negotiating. This will form a key element in the ‘expert’ skillset leveraged by the commercial leadership and front line sales teams.  

• The function of the incumbent is a long-term strategic position who will be able to manage short, medium and long term objectives. Building and executing a GPO and Sub GPO LRP to drive the business over a multi year cycle yielding successes at a GPO and Sub GPO contractual level.  

Success in this position includes:  

• 1) Core Dx on GPO/Sub GPO on contract (Master Agreements - MA) for ALL products and services (i.e., CCIA, Hema, Automation, DHS),  

• 2) Compliant and protected business (100% favorable renewal of GPO/Sub GPO MA),  

• 3) Accelerated adoption of new and novel products/services launched by Abbott Core Dx,  

• 4) Above country plan growth,  

• 5) Preferential contracting to Abbott as the ‘partner of choice’ within the GPO and Sub GPO. 

Required Qualifications