Director, Strategic Accounts and Sales Operations - Abbott Nutrition

WORKING AT ABBOTT:

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You’ll also have access to:

• Career development with an international company where you can grow the career you dream of
• Free medical coverage for employees* via the Health Investment Plan (HIP) PPO
• An excellent retirement savings plan with high employer contribution
• Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists

Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac®, PediaSure®, Pedialyte®, Ensure®, and Glucerna® – to help get the nutrients they need to live their healthiest life.

Our location in Columbus, OH, currently has an opportunity for a Director, Strategic Accounts and Sales Operations. 

The Director, Strategic Accounts and Sales Operations will be responsible for leading a cross-functional team comprised of the strategic accounts team as well as the sales operation and analytics functions for the Pediatric Nutrition Business Unit.  Primary responsibilities include driving a vision of Operational Excellence through; 1) leading the strategic accounts team (National Accounts Managers and Clinical Specialists) that drive relationships with key hospital systems, 2) leading the analysis and insights to support the sales organization, 3) sales reporting, analysis and bonus development and execution for the sales team,  4) working in conjunction with the Marketing and Sales Training team on development of field sales tactical plan leveraging insights and best practices from the field.

• →Sales Force strategy and business planning for >300-person sales organization.
  • →Lead Sales Analytics and Sales Operations teams
  • →Translate business insights into sales strategy, field priorities, and growth initiatives to front line sales team as well as integration of sales best practices into marketing strategy.

• →Partner with senior leadership on business planning, resource allocation, and execution strategy

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  • →Development and execution of sales force geographical alignments
  • →Lead bonus plan development and execution      
  • →Monthly sales analysis and reporting including the usage of sales tracking software (saleforce.com or other system of record) for field sales analytics

• →Supply Chain support on hospital inventory management and forecasting

• →Commercial strategy and customer engagement for national hospital systems

• →Lead the National Account Manager team that is responsible for national and/or multi-regional scope or broad hospital system accounts. 

• →Alignment on Clinical Specialist team priorities for execution of strategies and programs with key healthcare customers.

• →Direct contract strategy, account growth initiatives, and executive-level customer relationships

• →Oversee market access strategies and account engagement plans for priority health systems and strategic customers

• →Coordinate cross-functional resources to drive customer adoption, contract performance, and business growth

• →Executive Leadership & Influence

• →Serve as a strategic advisor to senior commercial leadership

• →Present recommendations and influence decisions impacting sales performance, customer strategy, and organizational priorities

• →People Leadership
  • →Recruit and develop organizational talent
  • →Collaborate with Sr. Manager of Sales Training in the planning and execution of sales meetings
• →Travel:  30-50% as business requires

• BS degree, MS/MBA preferred. 
• Minimum 8 years’ experience in sales and 3 years of leadership experience.
• Strong ability to work with cross functional partners to drive engagement and achieve results
• Proven success at leading team to deliver insight.  Must have demonstrated ability to lead analyses to completion and present and communicate complex data in non-technical way to guide organizational thinking, strategy development and execution.
• Demonstrated strong presentation and communication skills. Proven success in presenting complex data to executive senior leaders in an organization and interacting and conducting strategic discussions with multi-divisional leaders.
• Strong work ethic, passion for the business and driving results.
• Proven success in ability to recruit, coach and develop organizational talent.