Sales Development Account Executive - Infectious Disease - S. California

Abbott is a global healthcare leader that helps people live more fully at all stages of life. They are seeking a Sales Development Manager to drive new business acquisition in Southern California, focusing on identifying and converting new opportunities within hospital networks for ID diagnostics. The role involves developing growth strategies, managing the sales cycle, and building relationships with healthcare providers.

Responsibilities:

• 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

Requirements:

• 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)
• 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