Sales Development Manager, Infectious Disease - Ohio

Abbott Laboratories • Dayton, OH

22d • $68,000 - $136,000

About The Position

Abbott Rapid and Molecular Diagnostics (RMDx) – Infectious Disease is seeking a results-oriented Sales Development Manager to acquire new business in Ohio. The role focuses exclusively on new business development and does not include managing existing accounts. The manager will identify and qualify competitive leads and own a territory pipeline from lead generation through close, targeting hospital networks and settings such as laboratories, emergency departments, clinics, physician office laboratories, and urgent care.

The position is responsible for achieving annual new-business targets across Abbott’s infectious disease diagnostic products, including ID NOW, BinaxNOW COVID-19/Flu A&B Combo, DETERMINE HIV-1/2, BinaxNOW Streptococcus pneumoniae & Legionella, BinaxNOW Malaria, Clearview hCG, and Clearview PBP2a SA. The role involves strategic territory planning, competitive analysis, forecasting, contract and pricing collaboration, distributor support and training, and coordination with internal teams to support a cohesive customer experience and successful account handoffs.

The position requires travel within the assigned territory four days per week, with up to 50% overnight travel. The base pay range is $68,000 to $136,000, with variation possible in specific locations.

Requirements

• Bachelor’s degree.
• At least 4 years of proven success in relevant sales experience.
• Track record of success with competitive conversions from lead generation through close.
• Individual-contributor experience involving problem-solving, complex selling, planning, and execution.
• Willingness to travel within the assigned territory four days per week, with up to 50% overnight travel.
• Strong analytical skills and ability to use the Microsoft platform for account analysis, internal communication, and planning.

Nice To Haves

• Bachelor’s degree in business, healthcare, or life sciences.
• Medical sales experience, ideally in diagnostics.
• Understanding of laboratory and point-of-care settings, health system operations, and health economics.
• Experience working with distribution partners.
• Strong financial acumen and ability to analyze healthcare market data.
• Excellent interpersonal skills and documented success in team selling, with the ability to communicate effectively at multiple organizational levels.
• Negotiation skills and a strong track record of securing agreements that support organizational objectives and customer priorities.

Responsibilities

• Identify, target, and engage accounts with no current business.
• Develop and execute territory strategies to generate leads, qualify prospects, and convert opportunities.
• Analyze territory business and data to plan effectively.
• Drive the full sales cycle from initial contact through contract close.
• Build and maintain competitive product knowledge.
• Conduct cold calls, gain access to competitive accounts, generate interest with healthcare providers and administrative stakeholders, and communicate the infectious disease value proposition.
• Analyze market trends, competitive activity, and customer needs to develop sales strategies.
• Provide sales funnel information, territory plans, and forecasts through business reviews with Abbott leadership.
• Forecast new-business revenue and future needs based on market, regulatory, or environmental trends.
• Collaborate with internal teams on contract proposals and pricing strategies.
• Use sales metrics and standardized tools to document the sales process and influence purchasing decisions.
• Manage sales funnel information in SFDC and account analysis in Power BI to plan growth within zero-billing accounts.
• Plan, coordinate, and manage third-party distributor sales performance in the assigned territory.
• Train and develop distributor sales forces to represent Abbott products effectively.
• Support distribution partners with product sales, training, sales meetings, technical expertise, and marketing support for Abbott and distributor private-branded products.
• Partner with Sales, Marketing, Medical Affairs, Technical Service, Finance, Contracts, and Pricing.
• Escalate and resolve customer challenges and objections during the sales process with local teams.
• Participate in weekly communications with the manager, providing field insights and engaging in coaching, strategy, and problem-solving.
• Manage successful account handoffs after the initial selling process and ensure implementation with the local team.
• Comply with FDA and other regulatory requirements, company policies, operating procedures, processes, and task assignments.
• Exhibit professional behavior with internal and external business associates consistent with Abbott policies and procedures.

Benefits

• Career development opportunities with an international company.
• Employees may qualify for free medical coverage in the Health Investment Plan 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.

What This Job Offers

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