Act as a strategic partner to established customers by providing consistent and insightful guidance tailored to their needs
Build and maintain strong relationships through proactive collaboration and understanding of customer objectives
Conduct regular customer business reviews and proactively resolve issues to enhance satisfaction
Gathers insight from multiple sources to understand stakeholder priorities and challenges
Collaborate with Sales Development Manager ID, Health System Executive, Distribution Field Managers, and Regional Business Analyst to secure early renewals and mitigate competitive threats
Develop and execute strategic account plans focused on value expansion and profitability
Identify and implement operational improvements to drive customer success
Use sales metrics and standardized tools to document the sales process and influence purchasing decisions
Build and maintain strong competitive product knowledge
Ownership of sales funnel (SFDC) and account analysis (PowerBI) to ensure clear roadmap for growth and sustainment
Responsible for contract negotiation, pricing, proposal, bid preparation, customer service and follow up
Assist in implementation of new customers and develop plan for retention
Optimize reagent utilization and expand product adoption
Forecasts future needs based on market, regulatory, or environmental trends
Plan, coordinate and manage the sales performance of third-party distributor sales force(s) in the assigned territory.
Train and develop these sales force(s) to establish and maintain the ability to effectively represent Abbott’s products in the marketplace
Partner with Sales, Marketing, Technical Service, Finance, Contract and Pricing to deliver a cohesive customer experience
Provide regular sales reports, forecasts and communication with sales leaders
Participate in standardized weekly communication cadence with manager which includes providing field insights, coaching, strategy and problem solving
Escalate and resolve customer challenges in collaboration with local teams
Protect and grow the existing customer base with annual growth expectations
Complies with US Food and Drug Administration (FDA) regulations, other regulatory requirements, company policies, operating procedures, processes and task assignments.

Requirements

Bachelor’s degree
Minimum 5 years proven success in medical sales, ideally within the diagnostics space
Deep understanding of laboratory and point-of-care settings, health system operations, and health economics
Willingness to travel within the assigned territory (4 days/week, up to ~35% overnight travel)

Benefits

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales metricscontract negotiationpricingproposal preparationaccount analysiscustomer serviceforecastingoperational improvementsstrategic account planningreagent utilization

Soft Skills

relationship buildingcollaborationproblem solvingcoachingcommunicationcustomer satisfaction enhancementstrategic thinkinginsight gatheringtraining and developmentproactive engagement

Certifications

Bachelor’s degree