Distribution Field Manager, Region East - Point of Care Diagnostics

Abbott; Baltimore (MD); Remote; USD 99,000 - 199,000; Full time

Job summary

Abbott is a global healthcare leader seeking a Distribution Field Manager East to drive strategic distributor partnerships across the non-acute channel. This remote sales role requires building senior-level relationships and delivering profitable growth through distribution partners.

You will manage regional distributor relationships, collaborate with partners and Abbott sales teams, and lead performance reviews to meet annual sales goals.

Qualifications

• 7+ years of relevant sales experience in the Point of Care, Diagnostics or Healthcare Capital Equipment industry, including distribution partners
• Experience building senior-level relationships and driving sales with distributors
• History of value-based solution selling and executive-level negotiation skills
• Willingness to travel 70%, including overnight travel

Responsibilities

• Distributor Relationship Management: Establish and maintain strong relationships with distributors within the assigned region.
• Collaborate closely with distributors to understand their needs, challenges, and growth opportunities.
• Ensure timely communication and resolution of any issues or concerns.
• Manage sales activities with distributors to promote Abbott key products and grow market share.
• Coordinate with Sales and Marketing to win larger deals involving distribution partners

Skills

Sales experience

Distributor partnerships

Relationship management

Travel readiness

Education

Bachelor’s degree

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 122,000 colleagues serve people in more than 160 countries.

Working 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

The Distribution Field Manager East (DFM) is responsible for strategic customer relationships primarily focused on our non-acute Distribution partnerships. The DFM establishes and builds senior-level relationships and leverages them in driving new profitable sales and expanding utilization in current accounts. Understands and assesses customer’s business issues and objectives and presents innovative solutions. Responsible for leading an internal team without direct authority and overall management of our Regional distribution partners.

This is a remote sales opportunity with estimated 70% travel in the Eastern Region (WI/IL/IN/MI/OH/VA/W.VA/MD/PA/NJ/NY/MA/ME/VT/NH). Incumbent to live in a major metro area within the defined territory.

What You’ll Work On

• Distributor Relationship Management: Establish and maintain strong relationships with distributors within the assigned region.
• Collaborate closely with distributors to understand their needs, challenges, and growth opportunities.
• Ensure timely communication and resolution of any issues or concerns

Product Growth:

• Manage sales activities with distributors to promote our key products.
• Determine opportunities for expanding product reach and market share.
• Design strategies to drive growth, based on sales or opportunity data.
• Ability to get unfair mindshare and focus within a distribution channel that has hundreds of partners.
• Drive field collaboration and focus with Abbott field sales and management and distribution partners sales and management teams at a regional level.
• Evaluate and direct the value of selling through distribution to Abbott sales reps and managers.
• Coordinate with Sales and Marketing to help win larger deals that involve distribution and include their key stakeholders.

Performance:

• Establish and track key performance indicators (KPIs) related to distribution excellence.
• Regularly evaluate distributor performance and address any deviations from targets.
• Manage performance for their respective regions to achieve annual sales goals.
• Coordinate routine business reviews that may include executive leadership from Abbott and the distribution partner.
• Design and conduct business reviews with Regional and Area leaders to review distributor performance, obstacles to achieving success and competitive information

Required Qualifications

• Bachelor’s degree
• 7+ years of relevant sales experience in the Point of Care, Diagnostics or Healthcare Capital Equipment industry, of which 4 or more years should be working with distribution partners
• Must be willing to travel 70%
• Overnight travel required.
• Candidates should possess the following: Background of success in value-based solution- selling, ability to form and develop long-term strategic interpersonal, professional senior level relationships; influence without direct authority; Executive level business and financial acumen with strong negotiation skills.

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 $99,300.00 – $198,700.00. In specific locations, the pay range may vary from the range posted.