Business Development Representative, Informatics - West

Abbott • United States > California : Remote, CA

1d • $86,700 - $173,300 • Remote

About The Position

Abbott is seeking an Informatics Business Development Representative to drive growth in an assigned territory by winning new business and expanding existing accounts for the RALS product within RMDx (Rapid Diagnostics) Informatics. The role involves full-stack selling across hospitals, physician office laboratories, clinics, urgent care centers, and retail pharmacies, working with stakeholders including C-suite leaders to advance complex decisions and close business.

This is a remote, field-based position. The ideal candidate is based in a California metro area with convenient access to a major airport. The role requires approximately 40–50% travel. The representative develops opportunities with new customers, identifies customer insights and market opportunities, applies sales best practices, and delivers results above expectations.

The position includes building territory and account plans, managing sales opportunities from prospecting through close, developing customer relationships, and coordinating with internal Abbott teams. The representative is also expected to support the effectiveness of the ARDx Informatics Quality Management System and meet vendor credentialing requirements.

Requirements

• Bachelor’s degree.
• At least 5 years of work experience.
• Ability to learn and become proficient in the ARDx Informatics portfolio of diagnostic products.
• Ability to lead sales cycles from prospecting through closing.
• Approximately 40–50% travel; the listing also specifies travel of 50% of the time.
• Ability to obtain required vendor credentials, including current immunizations, 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 a 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.
• Demonstrated success in value-based solution selling and ability to work in cross-functional teams toward objectives that benefit the company and customer.
• Strong business planning and attention to detail, with Microsoft Office and CRM skills.
• Sales support experience with large integrated delivery networks (IDNs).
• Leadership experience managing client expectations, multidisciplinary teams, and scope, schedule, and budget.
• Knowledge of 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 skills to guide discussions about laboratory informatics products.

Responsibilities

• Build an understanding of the territory’s total available market, prospect high-potential accounts, identify pipeline opportunities, and advance opportunities through the sales funnel to win new business.
• Drive profitable revenue and close territory opportunities by developing and delivering solutions that improve customer outcomes and benefit Abbott, while meeting commitments.
• 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 prepare and deliver account-specific Abbott value propositions that prompt positive customer action.
• Advocate internally for customers, cultivate Abbott relationships, and leverage internal resources to advance business objectives.
• Identify and facilitate cross-sell and up-sell opportunities.
• Support the development, implementation, and effectiveness of the ARDx Informatics Quality Management System in accordance with ISO, FDA, and other regulatory agency requirements.
• Obtain vendor credentialing certification by meeting current immunization, training, background-check, and competency-assessment requirements.
• Perform other assigned duties and projects.

Benefits

• Career development opportunities with an international company.
• 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 to support obtaining a bachelor’s degree.

What This Job Offers

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