Distribution Field Manager - West

Abbott Laboratories • Pleasanton, CA

1d • $86,700 - $173,300 • Remote

About The Position

The Distribution Field Manager (DFM) is responsible for strategic customer relationships primarily focused on our acute and 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 West Region (AZ/NV/CA/ID/OR/WA) estimated 70% travel. Incumbent to live in a major metro area.

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.

Nice To Haves

• 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

• Develop and manage strategic relationships with distribution partners and senior customer stakeholders across the region, serving as the primary liaison to identify business needs, resolve issues, and drive long-term growth opportunities.
• Drive sales growth and market expansion by partnering with distributors and Abbott sales teams to increase product utilization, expand market share, and execute data-driven growth strategies.
• Lead cross-functional collaboration among distributor sales leadership, Abbott field sales, marketing, and management teams to align priorities, win large opportunities, and maximize channel effectiveness.
• Influence and elevate distributor engagement by building strong partner advocacy, increasing product focus and mindshare within distribution channels, and reinforcing the value of distribution-based selling strategies.
• Establish, monitor, and manage regional performance metrics and sales objectives, evaluating distributor performance against key KPIs and implementing corrective actions to achieve annual revenue goals.
• Conduct routine business reviews with distributor and Abbott leadership, including executive stakeholders, to assess performance, address barriers to success, identify competitive insights, and develop action plans for continued growth.

Benefits

• Career development with an international company where you can grow the career you dream of.
• Employees can qualify for 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 - an affordable and convenient path to getting a bachelor’s degree.
• A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.

What This Job Offers

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