Sales Development Manager - Point of Care Diagnostics - N. CA

Sales Development Manager

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.

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