Distribution Field Manager - Coastal Region

Abbott Laboratories • Raleigh, NC

98d • $85,300 - $170,700

About The Position

The Distribution Field Manager (DFM) is responsible for strategic customer relationships primarily focused on our non-acute Distribution partnerships. The DFM establishes and builds senior-level relationships and leverages them in driving new profitable sales and expanding utilization in current accounts. Understands and assesses customer’s business issues and objectives and presents innovative ID solutions. Responsible for leading an internal team without direct authority and overall management of our Regional partners. This is a remote sales opportunity and will cover the Coastal Region (SC, NC, E. TN, S. VA and S. W. VA) estimated 70% travel. Incumbent to live in a major metro area (ideally based in Charlotte or Raleigh, NC).

Requirements

• Bachelor’s degree.
• 7+ years of relevant sales experience in the Point of Care, Diagnostics or Healthcare Capital Equipment industry, of which 4 or more years should be working with distribution partners.
• Must be willing to travel 70%.
• Overnight travel required.
• Background of success in value-based solution-selling.
• Ability to form and develop long-term strategic interpersonal, professional senior level relationships.
• Influence without direct authority.
• Executive level business and financial acumen with strong negotiation skills.

Responsibilities

• Establish and maintain strong relationships with distributors within the assigned region.
• Collaborate closely with distributors to understand their needs, challenges, and growth opportunities.
• Ensure timely communication and resolution of any issues or concerns.
• Manage sales activities with distributors to promote our key products.
• Determine opportunities for expanding product reach and market share.
• Design strategies to drive growth, based on sales data.
• Drive field collaboration and focus with Abbott field sales and management and distribution partners sales and management teams at a regional level.
• Evaluate and direct the value of selling through distribution to Abbott sales reps and managers.
• Coordinate with Sales and Marketing to help win larger deals that involve distribution and include their key stakeholders.
• Establish and track key performance indicators (KPIs) related to distribution excellence.
• Regularly evaluate distributor performance and address any deviations from targets.
• Manage performance for their respective regions to achieve annual sales goals.
• Coordinate routine business reviews that may include the C-suite from Abbott and the distribution partner C-suite.
• Design and conduct business reviews with Regional and Area leaders to review distributor performance, obstacles to achieving success and competitive information.

Benefits

• Career development with an international company.
• Free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
• An excellent retirement savings plan with a high employer contribution.
• Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit.
• Recognized as a great place to work in dozens of countries worldwide.
• Named one of the most admired companies in the world by Fortune.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees