Abbott
Healthcare
SalesDevelopmentManager-InfectiousDiseasePointofCareDiagnostics
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“Sales Development Manager - Infectious Disease Point of Care Diagnostics at Abbott. Skills: New business development, Territory management, Diagnostic solutions sales, Competitive conversions. Identify, target, and engage accounts with zero current business. Develop and execute territory strategies to generate leads”
What You'll Achieve.
Achieving annual new business targets; Drive new business acquisition; Penetrate untapped accounts; Expand Abbott’s footprint in the ID diagnostics space; Deliver tailored diagnostic solutions that meet the unique needs of new customers; Own a territory pipeline from lead generation to close; Ensure clear roadmap for growth within zero billing accounts; Establish and maintain the ability to effectively represent Abbott’s products in the marketplace
Industry & Context.
Problem solving; Complex selling; Problem solving
Willingness to travel within the assigned territory (4 days/week, up to ~50% overnight travel), Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Driving a personal auto or company car or truck, or a powered piece of material handling equipment
What They're Looking For.
Must Have
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)
Nice to Have
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, 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 track record of securing agreements that support both organizational objectives and customer priorities
What You'll Do.
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
Analyze data for effective planning
Drive the full sales cycle from initial contact to contract close
Build and maintain competitive product knowledge
Generate leads and gain access into competitive accounts
Establish the ID value proposition
Analyze market trends
Develop sales strategy
territory planning and forecasts
Forecast new business revenue
Collaborate with internal teams to develop contract proposals
Develop pricing strategies
Use sales metrics and standardized tools to document sales process
Influence purchasing decisions
Manage sales funnel (SFDC) and account analysis (PowerBI)
Ensure clear roadmap for growth within zero billing accounts
Exhibit analytical skills and use of Microsoft Platform
Forecast future needs based on market
or environmental trends
coordinate and manage sales performance of third-party distributor sales force(s)
Train and develop distributor sales force(s)
Support distribution partners in the sale of products
and marketing support
Contracts and Pricing
Deliver a cohesive customer experience
Escalate and resolve customer challenges and objections
Participate in standardized weekly communication cadence with manager
Provide field insights
strategy and problem solving
Manage successful account handoff after initial selling process
Ensure successful implementation with local team
Comply with US Food and Drug Administration (FDA) regulations
Comply with other regulatory requirements
Comply with company policies
processes and task assignments
Exhibit professional behavior with internal and external business associates
How You'll Work.
Team & Collaboration
Collaborate with internal teams to develop contract proposals and pricing strategies; Collaborate with Sales, Marketing, Medical Affairs, Technical Service, Finance, Contracts and Pricing, to deliver a cohesive customer experience; Collaborate with local teams to escalate and resolve customer challenges and objections; Participate in standardized weekly communication cadence with manager which includes providing field insights, coaching, strategy and problem solving; Manage successful account handoff after the initial selling process, ensuring successful implementation with local team; Part of a high performing team that’s united by purpose and driven by results
Communication Scope
Ability to effectively communicate at multiple levels of the organization
Full Job Description
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:** Our diagnostic solutions are used in hospitals, laboratories, and clinics around the globe. The crucial information derived from our tests, instruments, and informatics systems is often the first step in patient care decision-making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers. Working at Abbott **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](https://www.abbott.com/corpnewsroom/strategy-and-strength/tackling-student-debt-for-our-employees.html) student debt program, and [FreeU](https://www.abbott.com/corpnewsroom/strategy-and-strength/college-degree-for-free-its-possible-with-freeu.html) 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) – Inf
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