Distribution Field Manager - West at Abbott Laboratories

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.

Diagnostics 

We’re empowering smarter medical and economic decision-making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people. 

Our Point of Care diagnostic portfolio spans key health and therapeutic areas, including infectious disease, cardiometabolic, informatics, and toxicology.  

Our diagnostic solutions are used in hospitals, laboratories, and clinics around the globe. The crucial information derived from our tests, instruments, and informatics systems is often the first step in patient care decision-making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers. 

Our rapid diagnostics solutions are helping address some of the world’s greatest healthcare challenges.  

Our molecular division delivers best-in-class innovative testing solutions for people around the world to provide answers to life’s critical health decisions.  We help people live full and healthy lives through our accessible, molecular-based solutions.  

The Opportunity

The Distribution Field Manager (DFM) is responsible for strategic customer relationships primarily focused on our non-acute Distribution partnerships. The DFM establishes and builds senior-level relationships and leverages them in driving new profitable sales and expanding utilization in current accounts. Understands and assesses customer’s business issues and objectives and presents innovative ID solutions. Responsible for leading an internal team without direct authority and overall management of our Regional partners.

 This is a remote sales opportunity and will cover the West, estimated 70% travel. Incumbent to live in a major metro area ((ideally based in CA, Phoenix or Denver) within the region.

What You’ll Work On

Distributor Relationship Management:

o Establish and maintain strong relationships with distributors within the assigned region.

o Collaborate closely with distributors to understand their needs, challenges, and growth opportunities.

o Ensure timely communication and resolution of any issues or concerns

Product Growth:
o Manage sales activities with distributors to promote our key products.
o Determine opportunities for expanding product reach and market share.
o Design strategies to drive growth, based on sales data.
o Ability to get unfair mindshare and focus within a distribution channel that has hundreds of partners.
o Drive field collaboration and focus with Abbott field sales and management and distribution partners sales and management teams at a regional level.
o Evaluate and direct the value of selling through distribution to Abbott sales reps and managers.
o Coordinate with Sales and Marketing to help win larger deals that involve 
distribution and include their key stakeholders.

 Performance:
o Establish and track key performance indicators (KPIs) related to distribution 
excellence.
o Regularly evaluate distributor performance and address any deviations from 
targets.
o Manage performance for their respective regions to achieve annual sales goals.
o Coordinate routine business reviews that may include the C-suite from Abbott and the distribution partner C-suite.
o Design and conduct business reviews with Regional and Area leaders to review distributor performance, obstacles to achieving success and competitive 
information

Required Qualifications
• Bachelor’s degree
• 7+ years of relevant sales experience in the Point of Care, Diagnostics or Healthcare Capital Equipment industry, of which 4 or more years should be working with distribution partners
• Must be willing to travel 70%

• Overnight travel required.

Candidates should possess the following: 
o Background of success in value-based solution- selling
o Ability to form and develop long-term strategic interpersonal, professional senior level relationships;
o Ability to influence without direct authority;
o Executive level business and financial acumen with strong negotiation skills

Apply Now

* Participants who complete a short wellness assessment qualify for FREE coverage in our HIP PPO medical plan. Free coverage applies in the next calendar year.

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives:  www.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 www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews.

The base pay for this position is $83,000.00 – $166,000.00. In specific locations, the pay range may vary from the range posted.