Sales Development Manager, Infectious Disease - Ohio

Sales Development ManagerAbbott Rapid and Molecular Diagnostics (RMDx) – Infectious Disease (ID) is seeking a dynamic, results-oriented Sales Development Manager to drive new business acquisition in Ohio. 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 onIdentify, target, and engage accounts with zero current businessDevelop and execute territory strategies to generate leads, qualify prospects, and convert opportunitiesDevelop a deep understanding of the territory business while utilizing tools to analyze data for the most effective planningDrive the full sales cycle from initial contact to contract closeBuild and maintain strong competitive product knowledgeNew opportunities must be located within the specified territoryCold calling, gaining access into competitive accounts, and generating interest with HCPs and administrative stakeholders, establishing the ID value propositionYou're not just making calls, you're opening doors, shifting mindsets, and positioning Abbott as the go-to diagnostic partner for point-of-care testing.Strategic Territory ManagementAnalyze market trends, competitive activity, and customer needs to develop a sales strategyProvide sales funnel, territory planning, and forecasts through the business review process with Abbott leadershipResponsibility for forecasting new business revenueCollaborate with internal teams to develop contract proposals and pricing strategiesUse sales metrics and standardized tools to document the sales process and influence purchasing decisionsOwnership in sales funnel (SFDC) and account analysis (Power BI) to ensure a clear roadmap for growth within zero billing accountsMust exhibit strong analytical skills and use of the Microsoft Platform for account analysis, internal communication, and planningForecasts future needs based on market, regulatory, or environmental trendsPlan, coordinate, and manage the sales performance of third-party distributor sales force(s) in the assigned territory.Train and develop these sales forces to establish and maintain the ability to effectively represent Abbott's products in the marketplaceSupport distribution partners in the sale of products, including training, sales meetings, technical expertise, and marketing support of the Abbott product lines and distributor private branded products.Cross-Functional CollaborationPartner with Sales, Marketing, Medical Affairs, Technical Service, Finance, Contracts and Pricing, to deliver a cohesive customer experienceEscalate and resolve customer challenges and objections during the sales process in collaboration with local teamsParticipate in standardized weekly communication cadence with the manager, which includes providing field insights, coaching, strategy, and problem-solvingResponsible for managing successful account handoff after the initial selling process, ensuring successful implementation with the local teamComplies with US Food and Drug Administration (FDA) regulations, other regulatory requirements, company policies, operating procedures, processes, and task assignments. Responsible for exhibiting professional behavior with both internal and external business associates that reflects positively on Abbott and is consistent with Abbott's policies and proceduresCollaboration is essential; you will be part of a high-performing team that's united by purpose and driven by results.Required QualificationsBachelor's degree4+ years of proven success in relevant sales experience.Track record of success with competitive conversions, from lead generation to closeDemonstrated 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 QualificationsBachelor's degree in business, healthcare, or life sciencesMedical Sales experience, ideally in diagnosticsUnderstanding of laboratory and point-of-care settings, health system operations, and health economicsExperience working with Distribution PartnersStrong financial acumen and ability to analyze healthcare market dataExcellent interpersonal skills and documented success in a team selling environment, with the ability to effectively communicate at multiple levels of the organizationSkilled negotiator with a strong track record of securing agreements that support both organizational objectives and customer priorities.