Sales Development Manager, Infectious Disease

Responsibilities

• Identify and engage accounts with no current business within the assigned territory
• Develop and execute territory plans to generate leads, qualify prospects, and convert opportunities
• Gain deep territory insight and use data tools to inform planning and strategy
• Drive the full sales cycle from initial contact to contract close
• Maintain strong knowledge of competitive products
• Ensure new opportunities are located within the defined territory
• Implement cold calling, access competitive accounts, and generate interest with healthcare professionals and administrative stakeholders to articulate the ID value proposition
• Open doors, shift mindsets, and position Abbott as the preferred diagnostic partner for point-of-care testing
• Analyze market trends, competitive activity, and customer needs to shape the sales approach
• Provide sales funnel visibility, territory planning, and forecasts during Abbott leadership reviews
• Forecast new business revenue for the territory
• Collaborate with internal teams to develop contract proposals and pricing strategies
• Document the sales process and influence purchasing decisions using standard metrics and tools
• Own the SFDC sales funnel and conduct account analysis in PowerBI to map growth in 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 force(s) in the territory; train and develop them to effectively represent Abbott products
• Support distribution partners with training, meetings, technical expertise, and marketing support for Abbott product lines and distributor private branded products
• 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 with local teams during the sales process
• Participate in a standardized weekly cadence with management to share field insights, coaching, strategy, and problem solving
• Manage successful account handoffs after initial selling and ensure smooth implementation with the local team
• Comply with FDA regulations, other regulatory requirements, company policies, procedures, and task assignments
• Maintain professional behavior with internal and external partners in line with Abbott policies
• Collaborate within a high-performing team aligned to purpose and results

Requirements

• Bachelor’s degree
• 4+ years of relevant sales experience with a proven track record of competitive conversions from lead generation to close
• Demonstrated individual contributor experience, including problem solving, complex selling, planning, and execution
• Residence within the territory; Louisville or Lexington, KY is ideal
• Willingness to travel within the assigned territory, approximately four days per week and up to 50% overnight

Technologies

• Salesforce (SFDC)
• PowerBI
• Microsoft Platform

Benefits

• Career development within an international company with 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 one of Fortune's most admired companies
• Recognition as a top employer for diversity, working mothers, female executives, and scientists