Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

Senior Manager, Enterprise Business Development Team, Toxicology U.S. Workplace

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 position is a remote based position in the Toxicology, Diagnostics Division. Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritional and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

The Senior Manager, Enterprise Business Development Team, Toxicology U.S. Workplace is an experienced sales leader responsible for hiring, training, and managing the commercial sales team to drive new incremental growth in the National Accounts market as defined by senior leadership.

What You’ll Work On

• Drive growth across the defined market to exceed quota.  Lead a high-performing sales team to meet and exceed assigned Key Performance Indicators.  Deliver a monthly, quarterly and annual forecast for the assigned sales team and for each individual sales representative on the assigned sales team.  Set clear targets for the sales team.  Proactively defining risks, opportunities and solutions to deliver the forecast.

• Cultivate strong relationships with key industry partners, customers and prospects.  Build and maintain relationships with customers and accounts through digital, remote/virtual, and face-to-face channels to increase awareness and loyalty to Abbott Toxicology brand products.  Develop and expand the Key Opinion Leader network across the territory/area, reflecting influence at all levels of an account (not limited to main customer or prospect point of contact).

• Leverage business analytics and customer insights within the territory/area using real-time omnichannel business intelligence to identify market share growth opportunities at the customer/account level.  Analyze customer, competitor and industry insights and trends to be informed and in-touch on risks and opportunities for growth.

• Coach and develop sales representatives in their sales force effectiveness across selling skills, customer relationship development, sales funnel management, prospect and customer call cycle.  Observe and provide real-time, progressive training and feedback to sales representatives on every aspect of the client engagement process.  Provide direct and ongoing support to sales representatives in the field through collaborative problem-solving, mentoring, coaching, feedback, and escalations.  Ensure sales representatives are completing required trainings, utilizing sales aids correctly and implementing marketing campaigns to target clients and accounts.  Accelerate the development of digital knowledge and application in sales representatives through mentoring, coaching, and role modeling.

• Collaborate with the Training team to optimize team performance by identifying knowledge and skill gaps among each assigned sales representative and creating individual development plans to enhance capabilities across the territory/area.

• Work cross-functionally with Marketing, Analytics/Insights and Commercial Excellence to gather and interpret customer and market behavioral data, translating omnichannel engagement data into real-world activities.

• Be a model of ethical behavior by demonstrating integrity and transparency.  Act in accordance with regulatory and compliance expectations.

• Negotiate and developing contract agreements that are aligned with both clients and internal stakeholders. 

• Grow market share and increasing profitability through strategic planning, leadership, execution and collaboration/coordination with marketing and sales.

• Work to ensure optimal contract value and efficient contract implementations/execution.  Participate in the strategic request for proposal negotiations and financial planning.

• Manage an assigned budget.

Required Qualifications

• Minimum 6 years of related successful related sales management experience

• Proven success in a sales leadership role

• Passion for building and leading high-performing teams

• Strong examples of fostering a positive team culture

• Exceptional communication skills

• Demonstrate effective educational and presentation skills in diverse settings from one-on-one to formal large group situations

• Demonstration of success in managing a sales funnel and growing/exceeding a sales quota commitment

• Prior experience using SalesForce.com

• Demonstration of successfully working autonomously to identify customer insights, develop recommendations and implement solutions

• Prior experience working in a sales organization, managing a quota and working as a team to exceed financial commitments

• Experience leading client presentations via multiple formats

• Skills in the foundations of sales, negotiation and persuasive selling

• Able to sit long hours when necessary

• Able to use a PC and phone for long hours when necessary

• Able to keep early and late working hours when necessary

• Ability to work 50% travel schedule when necessary

Preferred Qualifications

• Bachelor's degree

• Experience with selling a portfolio of products and services in Diagnostics, Drug testing and Occupational Health, or a related industry

• Knowledge of Abbott Workplace products and software applications

• Experience in account management and/or training

• A technology-minded person with a comfort level using Microsoft office applications; creating and maintaining Excel spreadsheets; using digital conference applications (WebEx, Teams); using CRMs; and other similar platforms to track projects and document details

Apply Now

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: https://abbottbenefits.com/

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at abbott.com, on LinkedIn at https://www.linkedin.com/company/abbott-/, and on Facebook at https://www.facebook.com/AbbottCareers.

The base pay for this position is $129,300.00 – $258,700.00. In specific locations, the pay range may vary from the range posted.