Sales Development Manager

Responsibilities

• Target and engage accounts with no prior business within the territory
• Design and execute territory plans to generate leads, qualify prospects, and close opportunities
• Build deep territory knowledge and leverage data tools for strategic planning
• Manage the full sales cycle from first contact to contract signature
• Maintain current competitive product knowledge
• Ensure new opportunities stay within the defined territory
• Conduct proactive outreach to win access into competitive accounts and engage healthcare professionals and administrative stakeholders, clearly articulating the ID value proposition
• Monitor market trends, competitive activity, and customer needs to shape the sales strategy
• Provide sales funnel, territory planning, and forecasts through Abbott leadership reviews
• Own forecasting of new business revenue
• Collaborate with internal teams to craft 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 account analysis in PowerBI to map growth in zero billing accounts
• Demonstrate strong analytical skills and use Microsoft Platform for account analysis and internal communication
• Forecast future needs based on market, regulatory, or environmental trends
• Plan and manage the performance of third party distributor sales forces in the territory and train them to effectively represent Abbott products
• Support distribution partners with training, sales meetings, technical guidance, and marketing support for Abbott product lines and distributor private brands
• Collaborate with Sales, Marketing, Medical Affairs, Technical Service, Finance, Contracts and Pricing to deliver a cohesive customer experience
• Escalate and resolve customer challenges and objections in collaboration with local teams
• Participate in a standardized weekly manager cadence to share field insights, coaching, strategy, and problem solving
• Manage account handoff after initial selling, ensuring successful implementation with the local team
• Ensure compliance with FDA regulations, other regulatory requirements, and company policies; uphold professional conduct
• Contribute to a high performing team united by purpose and driven by results

Requirements

• Bachelor’s degree
• 4+ years of relevant sales experience with a proven track record
• Proven success converting leads into close, including competitive opportunities
• Demonstrated individual contributor experience with problem solving, complex selling, planning, and execution
• Willingness to travel within the territory (approximately 4 days per week, up to 50% overnight)

Technologies

• SFDC
• PowerBI
• Microsoft Platform

Benefits

• Career development with an international company offering growth opportunities
• Eligibility for free medical coverage under the Health Investment Plan PPO 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 among Fortune's most admired companies
• Recognition for diversity, including support for working mothers, female executives, and scientists

The Opportunity

Abbott Rapid and Molecular Diagnostics in Infectious Disease seeks a dynamic, results oriented Sales Development Manager to drive new business in Northern California. This role focuses on penetrating untapped accounts and expanding Abbott's footprint by delivering tailored diagnostic solutions to meet customer needs.