JOB DESCRIPTION:The OpportunityAbbott Rapid and Molecular Diagnostics (RMDx) - Infectious Disease (ID) is seeking a dynamic, results oriented
Sales Development Manager to drive new business acquisition in Southern California (ideal candidate location is San Diego or Orange County)This is more than a sales position, it is a chance to make a real impact in healthcare by delivering cutting edge diagnostic solutions where they matter most. This role is ideal for professionals with a strong background in clinical diagnostics and a passion for identifying and converting new opportunities within hospital networks, including Laboratory, ED, Clinic, Physician Office Lab and Urgent Care settings.
As a Sales Development Manager, you will be responsible for penetrating untapped accounts and expanding Abbott's footprint in the ID diagnostics space. You will be at the forefront of innovation, helping healthcare providers make faster, smarter decisions that improve patient outcomes. You'll leverage your technical expertise and strategic selling skills to open doors, build relationships from scratch, and deliver tailored diagnostic solutions that meet the unique needs of new customers. This role is focused exclusively on new business development and does not include management of existing accounts. You will be responsible for identifying and qualifying competitive leads and owning a territory pipeline from lead generation to close.
You will be responsible for achieving annual new business targets across the following product lines: ID NOW™ PLATFORM (Influenza, Covid-19, RSV, Strep A), BinaxNOW™ COVID-19/Flu A&B Combo, DETERMINE HIV-1/2™, BinaxNOW™ Streptococcus pneumoniae & Legionella, BinaxNOW® Malaria, Clearview™ hCG, Clearview™ PBP2a SA.
What you'll work on- Develop and execute territory growth strategies to identify, engage, and convert new customer opportunities within assigned zero-billing and competitive accounts.
- Lead the full sales cycle from prospecting and cold outreach through contract negotiation and close, establishing Abbott as the preferred point-of-care diagnostic partner.
- Build strong relationships with healthcare providers, administrators, and key decision-makers, effectively communicating Abbott's value proposition and generating customer demand.
- Analyze territory performance, market trends, competitive activity, and customer needs to prioritize opportunities and create actionable growth plans.
- Maintain ownership of the sales funnel, account planning, and forecasting processes using CRM and business intelligence tools to drive revenue growth and ensure pipeline visibility.
- Partner with internal stakeholders including Sales, Marketing, Medical Affairs, Technical Service, Finance, Contracts, and Pricing teams to deliver customer-focused solutions and resolve sales barriers.
- Develop contract proposals, pricing strategies, and business cases that influence purchasing decisions and support long-term customer partnerships.
- Manage and support distributor relationships through training, sales planning, technical expertise, and ongoing collaboration to expand market presence and maximize performance.
- Ensure successful customer implementation and account transition post-sale while maintaining compliance with FDA regulations, company policies, and professional business standards.
Required Qualifications- Bachelor's degree
- 4+ proven success in relevant sales experience.
- Track record of success with competitive conversions, from lead generations to close
- Demonstrated individual contributor experience including problem solving, complex selling, planning and execution
- Willingness to travel within the assigned territory (4 days/week, up to ~50% overnight travel)
Preferred Qualifications- Bachelor's degree in business, healthcare, life sciences
- Medical Sales experience, ideally 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 environment with the ability to effectively communicate at multiple levels of the organization
- Skilled negotiator with a strong track record of securing agreements that support both organizational objectives and customer priorities
Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.abbottbenefits.com
The base pay for this position is $68,000.00 - $136,000.00
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:Sales Force
DIVISION:ID Infectious Disease
LOCATION:United States > California : Remote
ADDITIONAL LOCATIONS:WORK SHIFT:Standard
TRAVEL:Yes, 50 % of the Time
MEDICAL SURVEILLANCE:Not Applicable
SIGNIFICANT WORK ACTIVITIES:Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day), Driving a personal auto or company car or truck, or a powered piece of material handling equipment
