The Enterprise Account Manager will be responsible for driving sales and managing strategic enterprise accounts in Ankara or Istanbul within Abbott's Core Diagnostics Division. This role focuses on building senior-level relationships, delivering unique solutions, and achieving sales targets to support improved healthcare outcomes through diagnostic technologies.
What You'll Do
- Full responsibility for sales quota including forecasting and target performance achievement
- Drive profitable growth and close opportunities in large, complex enterprise named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott
- Ensure all commitments are met
- Build senior level relationships and leverage them to drive profitable new sales to support delivery of long-range plan
- Manage and drive the development of their accounts, including key activities such as: strategic account management, post-sales implementation process, pipeline management, opportunity management and territory management with minimal oversight
- Drive strategy development and the execution of the strategic plan in a matrix environment
- Establish and build deep understanding of account needs, stakeholders, and competitive situation
- Build and lead internal cross functional selling team to execute sales strategies
- Analyze impact of market trends and factors on customers
- Identify new business opportunities by initiating, developing, or delivering unique solutions that result in improved outcomes for customer and Abbott
- Negotiate long term contracts
- Oversee progress of cross-functional implementation team (post-sale)
- Success in this role is measured by sales quota achievement, economic profitability, renewal rate, win rate of new customers and customer satisfaction score (NPS)
What We're Looking For
- University degree, ideally in medical technology
- Minimum 5 years of experience in diagnostics
- At least 10 years of total sales experience within the healthcare industry
- Emphasis on establishing and building executive level relationships and leveraging them in driving new profitable sales and protecting base business
- Working healthcare and diagnostics industry knowledge that includes the following: changing market dynamics, key competitors, terminology, challenges and potential government regulations
- Extensive experience managing strategic enterprise accounts
- Extensive experience developing relationships with, selling to and negotiating with senior level stakeholder in large, complex enterprise-named accounts is a pre-requisite
- Proven success at winning contracts at large, complex accounts
- Ability to influence team member activities (without direct reporting relationship)
- Strong understanding of key stakeholders and customer dynamics
- Strong solution selling and relationship building skills
- Strong communication skills
- Long term, strategic focus on account
- Portfolio management skills
- Candidates need to be fluent in local language and English
- Residency in Istanbul or Ankara; being in Ankara is an advantage
- The position requires the willingness to travel on a frequent basis, i.e. on average three days per week
Nice to Have
- Additional languages are advantageous
Work Mode
This is a local-city role based in Ankara or Istanbul, with remote flexibility available.
Abbott is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, or any other characteristic protected by law.
