Distribution Field Manager, Region East - Point of Care Diagnostics
Abbott Laboratories
Summary
The Distribution Field Manager East (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 solutions. Responsible for leading an internal team without direct authority and overall management of our Regional distribution partners. This is a remote sales opportunity with estimated 70% travel in the Eastern Region (WI/IL/IN/MI/OH/VA/W.VA/MD/PA/NJ/NY/MA/ME/VT/NH). Incumbent to live in a major metro area within the defined territory.
Job description
The Opportunity
The Distribution Field Manager East (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 solutions. Responsible for leading an internal team without direct authority and overall management of our Regional distribution partners. This is a remote sales opportunity with estimated 70% travel in the Eastern Region (WI/IL/IN/MI/OH/VA/W.VA/MD/PA/NJ/NY/MA/ME/VT/NH). Incumbent to live in a major metro area within the defined territory.
What You'll Work On
Distributor Relationship Management: Establish and maintain strong relationships with distributors within the assigned region. Collaborate closely with distributors to understand their needs, challenges, and growth opportunities. Ensure timely communication and resolution of any issues or concerns.
Product Growth: Manage sales activities with distributors to promote our key products. Determine opportunities for expanding product reach and market share. Design strategies to drive growth, based on sales or opportunity data. Ability to get unfair mindshare and focus within a distribution channel that has hundreds of partners. Drive field collaboration and focus with Abbott field sales and management and distribution partners sales and management teams at a regional level. Evaluate and direct the value of selling through distribution to Abbott sales reps and managers. Coordinate with Sales and Marketing to help win larger deals that involve distribution and include their key stakeholders.
Performance: Establish and track key performance indicators (KPIs) related to distribution excellence. Regularly evaluate distributor performance and address any deviations from targets. Manage performance for their respective regions to achieve annual sales goals. Coordinate routine business reviews that may include executive leadership from Abbott and the distribution partner. Design and conduct business reviews with Regional and Area leaders to review distributor performance, obstacles to achieving success and competitive information.
Requirements
- Bachelor's degree
- 7+ years of relevant sales experience in the Point of Care, Diagnostics or Healthcare Capital Equipment industry
- 4 or more years working with distribution partners
- Must be willing to travel 70%
- Overnight travel required
- Background of success in value-based solution-selling
- Ability to form and develop long-term strategic interpersonal, professional senior level relationships
- Influence without direct authority
- Executive level business and financial acumen with strong negotiation skills
Benefits
- Medical coverage
- Retirement savings plan
- Tuition reimbursement
- Student debt program
- Education benefit
Company overview
Abbott Laboratories is a global healthcare technology leader founded in 1888 and headquartered in Chicago, Illinois. As an international medtech and pharmaceutical company, Abbott operates in approximately 160 countries worldwide with a workforce of over 115,000 employees. The company is organized into four major business segments: Medical Devices (48% of revenue), Diagnostics (20%), Nutritional Products (19%), and Established Pharmaceutical Products (12%). Abbott's medical devices portfolio includes revolutionary technologies such as the FreeStyle Libre continuous glucose monitoring system for diabetes management, cardiovascular devices like the MitraClip and TriClip for heart valve repair, and neuromodulation systems for chronic pain management. The company's diagnostics division pioneered breakthrough tests including the first licensed HIV blood test in 1985. With a rich history spanning over 135 years, Abbott has consistently been recognized as one of Fortune's World's Most Admired Companies since 1984 and continues to drive innovation in healthcare technology to help people live healthier, fuller lives.