Regional Sales Manager - Infectious Disease Diagnostics - West

About Abbott

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.

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

We have an exciting opportunity for a Regional Sales Manager within our Rapid and Molecular Diagnostics Infectious Disease business.

The scope of this position includes management of a team of 8 Key Account Managers and Sales Development Managers as needed to meet company plans and direct sales responsibility for the West Region (NM/AZ/CA/NV/ID/OR/WA/HI/AK).

The primary sales focus is in the Hospital, Physician Office Labs, Urgent Care Clinics, Free Standing Emergency Departments and Private Lab market with an emphasis on Abbott Rapid Diagnostic’s Infectious Disease product lines including : 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

• Plan, coordinate and manage the sales activities of the regional team to achieve the sales goals.
• Train and develop the regional team to understand customer needs, to identify sales opportunities and to effectively represent Abbott and its products in the marketplace.
• Manage the performance of the Account Managers sales force to meet individual, department and Company sales goals and objectives including feedback on performance appraisals, recommendations for merit increases, career counseling, etc.
• Identify and recruit direct sales professionals.
• Direct the field implementation of Company sales, marketing and national account programs.
• Meet established sales goals and objectives while maintaining sales budget.
• Plan, coordinate and manage the sales performance of the Company's distributor sales force(s) in the assigned Region. Act as the primary contact for the distributor's sales and management team(s).
• Act as a resource for contract negotiation, pricing, proposal, bid preparation, customer service, and customer follow-up.
• Identify customer issues and resolve sales-related difficulties.
• Assist in the formulation of strategic sales plans and tactics, including annual Territory/Regional Plans and Sales Forecasting.
• Assist in the development and management of annual sales budget.
• Assist in the design and implementation of sales force compensation and incentive programs.
• Monitor market, customer, and competitor trends and advise management on methods to improve company competitiveness.
• Work closely with the Company marketing department to assist in the identification of new opportunities and to develop marketing plans and programs.
• Provide regular sales reports, forecasts, and communication with sales and marketing management.
• Maintain a superior level of knowledge of the applications and technologies related to Company products to assure accurate representation to the marketplace.
• Establish, develop, and maintain the business and client relationship with national, regional and other key accounts in region.
• Understands and is aware of the quality consequences which may occur from the improper performance of their specific job. Has awareness of device defects that may occur in their area of responsibility, including product design, verification and validation, manufacturing and testing activities.

Required Qualifications

• BA/BS, preferably in sales, marketing, business management, or related coursework.
• Additional training in product sales and the diagnostics industry.

Preferred Qualifications

• 7+ years’ experience in sales with 3+ years managing field staff.
• Strong knowledge of complex sales methods and techniques in the diagnostic market and demonstrated ability in execution of sales strategies.
• Proficient computer skills; MS Office (Word, Excel, PowerPoint) working knowledge of Salesforce.com or equivalent specific solutions.

Learn more about our benefits that add real value to your life to help you live fully : www.abbottbenefits.com

Follow your career aspirations to Abbott for diverse opportunities with a company that provides the growth and strength to build your future. Abbott is an Equal Opportunity Employer, committed to employee diversity.

The base pay for this position is $113,300.00 – $226,700.00. In specific locations, the pay range may vary from the range posted.

Key skills/competency

• Sales Management
• Team Leadership
• Diagnostic Sales
• Market Analysis
• Strategic Planning
• Business Development
• Client Relationship Management
• Sales Forecasting
• Contract Negotiation
• Performance Management