Sr. Sales Representative (IN, KY, TN) - Abbott Diagnostics Division (ADD)

Job description

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 103,000 colleagues serve people in more than 160 countries.

JOB DESCRIPTION:

At Abbott, we're committed to helping you live your best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world––in nutrition, diagnostics, medical devices, and branded generic pharmaceuticals––that create more possibilities for more people at all stages of life. Today, 99,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

Primary Job Function

The Sr. Sales Representative is a strategic sales professional that’s highly skilled at finding ways to drive exponential growth and new business. Works across multiple stakeholders including c-suite, expediting complex decisions to quick wins. Self-starter, develops and deploys best practices, identifies new customer insights to drive business, highly accountable, and delivers above expectations. 

Position Location:

• The territory covers the following states: Indiana, Kentucky, and Tennessee.
• Qualified candidates must currently live in the territory; moreover, they should live near a major airport in one of these three states.
• Relocation assistance is not authorized for this position.

Position Impact to Business

The Sr. Distribution Sales Representative owns the execution of new Core Lab business in Hospitals/IDN’s, Reference Labs, Physician Office Labs, and Government facilities across their geography.  This role will also Partner with our distribution partners to develop solutions that drive revenue and achieve growth. The Sr. Distribution Sales Rep will be responsible for full life cycle of new business opportunities and will partner with customer-based decision makers to enhance their competitiveness/performance by successfully leveraging the Abbott Diagnostics portfolio of products.  The role will be accountable for driving market share growth through new business opportunity realization and supporting all contract/business renewals.

Key Success Factors

• Exceptional selling skills
• Financial Acumen
• Resilient and doesn’t quit in challenging circumstances
• Urgency and accountability to goal achievement
• Excellent Organization and Time Management skills
• Effective at Business planning and prioritization
• Strategic Thinker; solutions based
• Leverages cross-functional teams and resources successfully
• Quickly develops trust and partnership with distributor partners
• Quickly develops trust and partnership with customer by demonstrating deep understanding of short and long-term needs and brings forward win-win solutions
• Can cut through complexity and develops best practices
• Interpersonal skills; savvy, polished, and professional  
• Results oriented; anticipate where sales shortfalls might be and implements contingency plans to close the gap 
• Ability to learn technical and scientific knowledge and utilize in selling situations
• Manage complex and long-term capital sales cycles
• Experience selling informatics products.

Minimum Position Requirements

• Bachelor’s degree.
• 3+ years’ sales experience in the molecular, diagnostics, core laboratory, or medical device capital equipment industry.
• Must be willing to travel 50-75% in assigned territory and other locations in the US to support business needs.

Preferred Position Requirements

• Proven Success in Strategic Sales: exceeds plan and takes underperforming territory and turns it around (e.g., PClub winner, under AOP to consistent over AOP, etc.) 
• Longevity and Promotions: 3-5 years in territories and at least one promotion within last 10 years demonstrating leadership ability (e.g., field trainer, program manager, etc.)
• 5+ years of experience in capital sales and/or multi-stakeholder environment developing and selling customized solutions to senior level/C-suite executives in IDN’s.
• Innovation and Change Management: brings new ideas forward and drives them through organization.
• Strong business planning process and attention to detail, strong Microsoft Office and CRM skills.

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