Business Development Representative, Informatics - West

Abbott Laboratories • Pleasanton, CA

3d • $86,700 - $173,300 • Remote

About The Position

The Informatics Business Development Representative is a point-of-care software sales professional responsible for driving growth in an assigned territory by winning new business and expanding existing accounts. The role involves full-stack selling of the RALS product across hospitals, physician office laboratories, clinics, urgent care centers, and retail pharmacies for RMDx (Rapid Diagnostics) Informatics. The representative works with multiple stakeholders, including C-suite leaders, to advance complex decisions and develop customer opportunities, insights, and sales practices.

This is a remote, field-based role. The ideal candidate is based in a California metropolitan area with convenient access to a major airport. The position requires approximately 40–50% travel.

Requirements

• Bachelor’s degree.
• At least 5 years of work experience.
• Ability to learn and become proficient in the ARDx Informatics diagnostic product portfolio.
• Ability to lead sales cycles from prospecting through close.
• Customer focus and ability to establish and maintain effective customer relationships.
• Negotiation skills for handling complex internal and external situations while preserving relationships.
• Ability and willingness to engage senior officers and clinicians at IDNs to develop relationships and close large acute and non-acute contracts.
• Ability to meet vendor credentialing requirements, including current immunizations, required training, background checks, and competency assessments.

Nice To Haves

• Bachelor’s degree preferably in Business, Life Sciences, Engineering, or a related technical discipline.
• At least 5 years of sales experience, with demonstrated ability to lead a sales cycle and design a winning solution.
• At least 5 years of experience and demonstrated success in informatics, data analytics, or lean process improvement in the Diagnostics industry.
• Proven expertise in value-based, solution selling and ability to work in cross-functional teams toward objectives benefiting the company and customer.
• Strong business planning and attention to detail, with strong Microsoft Office and CRM skills.
• Proven sales support experience in large IDNs.
• Leadership experience managing client expectations, multidisciplinary teams, and scope, schedule, and budget.
• Familiarity with consultative selling techniques and methodologies.
• Collaborative enterprise thinking.
• Excellent interpersonal and influencing skills and willingness to work in cross-functional teams.
• Ability to develop and champion new ideas and approaches.
• Working knowledge and skill set to guide discussions about laboratory informatics products.

Responsibilities

• Build an understanding of the assigned territory’s total available market, prospect high-potential accounts, identify pipeline opportunities, and move opportunities through the sales funnel to win new business.
• Drive profitable revenue and close territory opportunities by initiating, developing, or delivering solutions that improve customer outcomes and benefit Abbott, while ensuring commitments are met.
• Investigate strategic accounts and understand their business environments, goals, objectives, strategies, and competitive situations.
• Identify industry trends and changing market regulations and understand their impact on strategic accounts.
• Understand customer decision makers and influencers, build and preserve customer relationships, and expand hospital business into decentralized locations in collaboration with the Centralized Informatics Account Manager.
• Identify opportunities and deliver account-specific Abbott value propositions that encourage positive customer action.
• Advocate internally for customers, cultivate Abbott relationships, and leverage them to advance business objectives.
• Identify and facilitate cross-sell and up-sell opportunities.
• Support the development, implementation, and effectiveness of ARDx Informatics’ Quality Management System in accordance with ISO, FDA, and other regulatory requirements.
• Obtain vendor credentialing certification by maintaining current immunizations and completing required training, background checks, and competency assessments.
• Perform other duties and projects as assigned.

Benefits

• Career development opportunities with an international company.
• Eligible employees may qualify for free medical coverage in the Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• Retirement savings plan with a high employer contribution.
• Tuition reimbursement.
• Freedom 2 Save student debt program.
• FreeU education benefit, providing an affordable and convenient path to a bachelor’s degree.
• Health and wellness benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level