Sales Development Manager, Infectious Disease - Ohio

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.

About the role

Abbott Rapid and Molecular Diagnostics (RMDx) – Infectious Disease (ID) is seeking a dynamic, results-oriented Sales Development Manager to drive new business acquisition in Ohio. 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, 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

Responsibilities

• Identify, target, and engage accounts with zero current business.
• Develop and execute territory strategies to generate leads, qualify prospects, and convert opportunities.
• Develop a deep understanding of the territory business while utilizing tools to analyze data for the most effective planning.
• Drive the full sales cycle from initial contact to contract close.
• Build and maintain strong competitive product knowledge.
• Cold calling, gaining access into competitive accounts, and generating interest with HCPs and administrative stakeholders, establishing the ID value proposition.
• Analyze market trends, competitive activity, and customer needs to develop a sales strategy.
• Provide sales funnel, territory planning, and forecasts through 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 (Power BI) to ensure a clear roadmap for growth within zero billing accounts.
• Plan, coordinate, and manage the sales performance of third-party distributor sales force(s) in the assigned territory.
• Train and develop these sales forces 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.
• 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 the manager, which includes providing field insights, coaching, strategy, and problem-solving.
• Manage successful account handoff after the initial selling process, ensuring successful implementation with the local team.
• Comply with US Food and Drug Administration (FDA) regulations, other regulatory requirements, company policies, operating procedures, processes, and task assignments.
• Exhibit professional behavior with both internal and external business associates that reflects positively on Abbott and is consistent with Abbott’s policies and procedures.

Requirements

• Bachelor’s degree.
• 4+ years of proven success in relevant sales experience.
• Track record of success with competitive conversions, from lead generation 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, or life sciences.
• Medical Sales experience, ideally in 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 a team selling environment.
• Skilled negotiator with a strong track record of securing agreements that support both organizational objectives and customer priorities.

Benefits

• 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.
• 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.
• 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.

Pay

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.

Schedule

Willingness to travel within the assigned territory (4 days/week, up to ~50% overnight travel).