Sales Development Manager - Point of Care Diagnostics - N. CA
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Overview
Job Description
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’llalso 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 asa great placeto 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 understandingof territory business whileutilizingtools to analyze data formost effective planning
Drive the full sales cycle frominitialcontact to contract close
Build andmaintainstrong competitive product knowledge
New opportunities must belocatedwith specified territory
Cold calling, gaining access into competitive accounts and generating interest with HCPs and administrative stakeholders,establishingthe ID value proposition
Strategic Territory Management
Analyze market trends, competitive activity, and customer needs todevelopsales strategy
Provide salesfunnel,territory planning andforecaststhough the business review processwithAbbott leadership
Responsibility for forecasting new business revenue
Collaborate with internal teams to developcontractproposalsandpricing 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 growthwithinzero billing accounts
Mustexhibitstrong analytical skills and use ofMicrosoft Platform for account analysis and internal communication and planning
Forecasts future needs based on market, regulatory, or environmental trends
Plan,coordinateand manage the sales performance of third-party distributor sales force(s) in the assigned territory. Train and develop these sales force(s) toestablishand maintain the ability to effectivelyrepresentAbbott’s products in the marketplace
Support distribution partners in the sale of products, including training, sales meetings, technicalexpertise, 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 challengesand objections during the sales processin collaboration with local teams
Participate in standardized weekly communication cadence with manager which includesprovidingfield insights, coaching,strategyand problem solving
Responsible for managing successful account handoff after theinitialselling process, ensuring successful implementation with local team
Complies withUS Food and Drug Administration (FDA) regulations, other regulatory requirements, company policies, operating procedures,processesand task assignments. Responsible forexhibitingprofessional behavior with both internal and external business associates that reflects positively on Abbott and is consistent with Abbott’s policies and procedures
Collaboration isessential,you will be part of a high performing teamthat’sunited by purpose and driven by results.
Required Qualifications
Bachelor’s degree
4+ proven success in relevant sales experience.
Track recordof success with competitive conversions, from lead generations to close
Demonstrated individual contributor experience including problem solving, complex selling,planningand 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 strongtrack recordof securing agreements that support both organizationalobjectivesand 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 – $136,000.00In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales ForceDIVISION:
ID Infectious DiseaseLOCATION:
United States > California : RemoteADDITIONAL LOCATIONS:
WORK SHIFT:
StandardTRAVEL:
Yes, 50 % of the TimeMEDICAL SURVEILLANCE:
Not ApplicableSIGNIFICANT 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 equipmentAbbott 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.pdfEEO is the Law link- Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdfAutomate your job search with Sonara.
Submit 10x as many applications with less effort than one manual application.
