AbbottSales Development Manager - Point of Care Diagnostics - N. CA
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 115,000 colleagues serve people in more than 160 countries.
JOB DESCRIPTION:
Working at Abbott
At Abbott, you can do work that matters, grow, and learn, care for yourself and your 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.
Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
An excellent retirement savings plan with a 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 worldwide 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 the best place to work for diversity, working mothers, female executives, and scientists.
The Opportunity
Abbott Rapid and Molecular Diagnostics (RMDx) – Infectious Disease (ID) is seeking a dynamic, results oriented Sales Development Manager to drive new business acquisition in N. CA. This is more than a sales position, it is a chance to make a real impact in healthcare by delivering cutting edge diagnostic solutions where they matter most. This role is ideal for professionals with a strong background in clinical diagnostics and a passion for identifying and converting new opportunities within hospital networks, including Laboratory, ED, Clinic, Physician Office Lab and Urgent Care settings.
As a Sales Development Manager, you will be responsible for penetrating untapped accounts and expanding Abbott’s footprint in the ID diagnostics space. You will be at the forefront of innovation, helping healthcare providers make faster, smarter decisions that improve patient outcomes. You’ll leverage your technical expertise and strategic selling skills to open doors, build relationships from scratch, and deliver tailored diagnostic solutions that meet the unique needs of new customers. This role is focused exclusively on new business development and does not include management of existing accounts. You will be responsible for identifying and qualifying competitive leads and owning a territory pipeline from lead generation to close.
You will be responsible for achieving annual new business targets across the following product lines: ID NOW™ PLATFORM (Influenza, Covid-19, RSV, Strep A), BinaxNOW™ COVID-19/Flu A&B Combo, DETERMINE HIV-1/2™, BinaxNOW™ Streptococcus pneumoniae & Legionella, BinaxNOW® Malaria, Clearview™ hCG, Clearview™ PBP2a SA.
What you’ll work on
New Business Development
Identify, target, and engage accounts with zero current business
Develop and execute territory strategies to generate leads, qualify prospects, and convert opportunities
Develop deep understanding of territory business while utilizing tools to analyze data for most effective planning
Drive the full sales cycle from initial contact to contract close
Build and maintain strong competitive product knowledge
New opportunities must be located with specified territory
Cold calling, gaining access into competitive accounts and generating interest with HCPs and administrative stakeholders, establishing the ID value proposition
Strategic Territory Management
Analyze market trends, competitive activity, and customer needs to develop sales strategy
Provide sales funnel, territory planning and forecasts though the business review process with Abbott leadership
Responsibility for forecasting new business revenue
Collaborate with internal teams to develop contract proposals and pricing strategies
Use sales metrics and standardized tools to document the sales process and influence purchasing decisions
Ownership in sales funnel (SFDC) and account analysis (PowerBI) to ensure clear roadmap for growth within zero billing accounts
Must exhibit strong analytical skills and use of Microsoft Platform for account analysis and internal communication and planning
Forecasts future needs based on market, regulatory, or environmental trends
Plan, coordinate and manage the sales performance of third-party distributor sales force(s) in the assigned territory. Train and develop these sales force(s) to establish and maintain the ability to effectively represent Abbott’s products in the marketplace
Support distribution partners in the sale of products, including training, sales meetings, technical expertise, and marketing support of the Abbott product lines and distributor private branded products
Cross-Functional Collaboration
Partner with Sales, Marketing, Medical Affairs, Technical Service, Finance, Contracts and Pricing, to deliver a cohesive customer experience
Escalate and resolve customer challenges and objections during the sales process in collaboration with local teams
Participate in standardized weekly communication cadence with manager which includes providing field insights, coaching, strategy and problem solving
Responsible for managing successful account handoff after the initial selling process, ensuring successful implementation with local team
Complies with US Food and Drug Administration (FDA) regulations, other regulatory requirements, company policies, operating procedures, processes and task assignments. Responsible for exhibiting professional behavior with both internal and external business associates that reflects positively on Abbott and is consistent with Abbott’s policies and procedures
Collaboration is essential, you will be part of a high performing team that’s united by purpose and driven by results.
Required Qualifications
Bachelor’s degree
4+ proven success in relevant sales experience.
Track record of success with competitive conversions, from lead generations to close
Demonstrated individual contributor experience including problem solving, complex selling, planning and execution
Willingness to travel within the assigned territory (4 days/week, up to ~50% overnight travel)
Preferred Qualifications
Bachelor’s degree in business, healthcare, life sciences
Medical Sales experience, ideally diagnostics
Understanding of laboratory and point-of-care settings, health system operations, and health economics
Experience working with Distribution Partners
Strong financial acumen and ability to analyze healthcare market data
Excellent interpersonal skills and documented success in team selling environment with the ability to effectively communicate at multiple levels of the organization
Skilled negotiator with a strong track record of securing agreements that support both organizational objectives and customer priorities
Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.abbottbenefits.com
Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.
Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott, and on Twitter @AbbottNews.
The base pay for this position is
$68,000.00 – $136,000.00
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
ID Infectious Disease
LOCATION:
United States > California : Remote
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 50 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day), Driving a personal auto or company car or truck, or a powered piece of material handling equipment
Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.
EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO\_English.pdf
EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO\_Spanish.pdf