Sales Development Manager, Infectious Disease - Ohio

Thornton Tomasetti; United States; Remote; USD 68,000 - 136,000; Full time

Benefits offered by this job

Health coverage

Retirement plan

Tuition reimbursement

FreeU education benefit

Job summary

Abbott is seeking a dynamic Sales Development Manager for the Infectious Disease diagnostics space in the United States. This role focuses on new business development across hospital networks and ensures a full sales cycle from lead to close, with strong cross-functional collaboration.

The base pay ranges from $68,000 to $136,000, with travel up to 50% and a remote work setup within the United States. Strong diagnostic industry background is preferred.

Qualifications

• Bachelor’s degree required.
• 4+ years of proven sales experience.

Responsibilities

• Penetrate untapped accounts and expand Abbott footprint.
• Manage full sales cycle from lead generation to close.
• Collaborate with internal teams to develop proposals and pricing.

Skills

Sales experience

Lead to close

Strategic selling

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 115,000 colleagues serve people in more than 160 countries.

JOB DESCRIPTION: 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: 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 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 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
• New opportunities must be located within the specified territory
• Cold calling, gaining access into competitive accounts, and generating interest with HCPs and administrative stakeholders, establishing the ID value proposition
• You’re not just making calls, you’re opening doors, shifting mindsets, and positioning Abbott as the go-to diagnostic partner for point-of-care testing.

Strategic Territory Management

• 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
• Must exhibit strong analytical skills and use of the Microsoft Platform for account analysis, 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 forces 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 the 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 the 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+ 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, 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.

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.

JOB FAMILY: Sales Force

DIVISION: ID Infectious Disease

LOCATION: United States of America : Remote

ADDITIONAL LOCATIONS: WORK SHIFT: Standard

TRAVEL: Yes, 50 % of the Time

MEDICAL SURVEILLANCE: No

SIGNIFICANT WORK ACTIVITIES: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), 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, Keyboard use (greater or equal to 50% of the workday)

Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.

EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf

EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf

Abbott is about the power of health. For more than 135 years, Abbott has been helping people reach their potential - because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 160 countries, we create new solutions - across the spectrum of health, around the world, for all stages of life. Whether it’s next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health.

The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges.

We invite you to explore opportunities at Abbott, to see if your talents and career aspirations may fit with our openings.

An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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