Sales Development Account Executive – Infectious Disease

This onsite role in Phoenix, AZ supports Abbott's infectious disease diagnostics portfolio by driving new business across Arizona and New Mexico, opening untapped accounts, and expanding diagnostic solutions within hospital networks. Compensation ranges from USD 68,000 to 136,000 per year.

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 and use data analysis tools to inform planning.
• Manage the full sales cycle from initial contact to contract close.
• Build and maintain strong knowledge of competitive products.
• Ensure new opportunities are located within the specified territory.
• Engage in cold calling, gain access into competitive accounts, and generate interest with healthcare professionals and administrative stakeholders, articulating the infectious disease value proposition.
• Open doors, shift mindsets, and position Abbott as the go to diagnostic partner for point-of-care testing.
• Analyze market trends, competitive activity, and customer needs to develop sales strategy.
• Provide sales funnel, territory planning, and forecasts through the business review process with Abbott leadership.
• Forecast 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.
• Own the sales funnel in SFDC and conduct account analysis in PowerBI to chart growth within zero billing accounts.
• Demonstrate strong analytical skills and proficiency with the Microsoft platform for account analysis and internal planning.
• Forecast future needs based on market, regulatory, or environmental trends.
• Plan, coordinate, and manage the performance of third-party distributor sales forces in the territory; train and develop these teams to effectively represent Abbott products.
• Support distribution partners with training, sales meetings, technical expertise, and marketing support for Abbott product lines and distributor private branded products.
• 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 a standardized weekly cadence with the manager to share field insights, coaching, strategy, and problem solving.
• Manage successful account handoffs after the initial selling process and support implementation with the local team.
• Comply with FDA regulations, other regulatory requirements, company policies, procedures, and task assignments; maintain professional conduct aligned with Abbott policies.
• Contribute as part of a high performing team united by purpose and results.

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 per week, up to approximately 50% overnight travel).

Technologies

• SFDC (Salesforce)
• PowerBI
• Microsoft Platform

Benefits

• Career development with an international company offering growth opportunities.
• Eligibility for free medical coverage in the Health Investment Plan PPO medical plan in the next calendar year.
• Strong retirement savings plan with a high employer contribution.
• Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit.
• Recognition as a great place to work across dozens of countries and named by Fortune as one of the most admired companies.
• Strong reputation as a best big company to work for, including recognition for diversity and support for working mothers, female executives, and scientists.

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 a documented track record in team selling with the ability to communicate at multiple levels of the organization.
• Skilled negotiator with a proven ability to secure agreements that align organizational objectives with customer priorities.