Inside Sales Manager

Abbott • Orlando, FL

1d

About The Position

At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life. You’ll also have access to: 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. The Opportunity This Inside Sales Manager (ISM) position is located in Orlando, FL in our Abbott Rapid Diagnostics Cardiometabolic (CM) business. The focus is on point of care diagnostic testing on our Afinion (HbA1C and ACR) and LDX (cholesterol, lipids and glucose) analyzer’s. The target market will include physician offices, hospital accounts, corporate wellness, and IDNs. The Inside Sales Manager (ISM) is responsible for direct supervision and management of an Inside Sales Team (IST) of Inside Sales Executives, in order to achieve and/or exceed defined sales goals and business objectives within the US CM sales organization. The ISM directs the IST’s strategy, tactics, and activity, with regular input from and collaboration with other members of the Sales Leadership Team (SLT), including Regional Directors (RD), Enterprise Team, District Managers, Sales Training, and the GM. The ISM also routinely works with other members of the organization, such as Customer and Technical Service, Finance, Legal, Marketing, Commercial Excellence, etc. The ISM will also participate in and/or supervise work with third parties, such as the company’s distribution partners. Additionally, the ISM contributes to the effectiveness of the IST and the overall organization by developing and sharing best-practices, market intelligence, and other information to support the company’s business objectives.

Requirements

• BA/BS required.
• 4 + years of prior sales experience.

Nice To Haves

• MBA or relevant business management experience is preferred.
• Prior Supervisory experience is preferred.

Responsibilities

• Lead the hiring, training, development and retention of a world-class inside sales team.
• In collaboration with other members of the SLT and IST, develop and execute on a sales plan that includes the achievement of assigned goals.
• Direct, supervise, and manage ISE outbound calling activity to current and prospective customers, in order to build the sales funnel and close new business and maximize retention.
• Put into place strategies and tactics so that ISEs effectively develop and maintain trust-based relationships with assigned accounts.
• Ensure members of the IST have regular contact with top customers to ensure satisfaction and address issues.
• Ensure ISEs skillfully uncover and develop customer needs and position appropriate solutions.
• Establish and continuously refine relevant Key Performance Indicators, including both lead and lag measures, to ensure that the IST meets sales goals and other business objectives.
• Daily management of IST resources to ensure that ISEs and the team are meeting or exceeding KPIs.
• Manage the performance of the IST to meet individual, department and company sales goals and objectives including providing feedback on performance appraisals, recommendations for merit increases, individual development plans, career counseling, etc.
• Hold weekly Cadence team meetings and bi-weekly one-on-one meetings with each member of the IST.
• Ensure ISEs have access to technology, tools, training and other support needed to achieve assigned goals.
• Manage the IST in the timely and effective completion of assigned company campaigns. (customer/distributor surveys, notifications, product launches, promotions, invitations, events, etc.).
• Ensure the IST handles in-bound customer inquiries and other company leads in a timely and effective manner.
• Actively participate in SLT conference calls and meetings, providing market insights, best practices, and ideas to drive improved performance of the IST and to capitalize on synergies between field and inside sales teams.
• Ensure the ISEs accurately maintain customer and activity database using Salesforce.com and other systems.
• Review with ISEs on a regular basis relevant financial performance measure.
• Review & approve ISE pricing and free goods requests, in compliance with company policies.
• Review & approve ISE expense reports, in compliance with company policies.
• Using available budget, design and administer IST promotions and “spiff” programs designed to incentivize the IST to meet/exceed specific time-based performance targets.
• Collaborate with other departments to share best-practices and drive continuous improvement.

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: Manager