Sales Manager

Sales Manager

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, from diagnostics, medical devices, nutritionals, and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

The Opportunity: This position works out of our Santa Rosa, CA location in the Toxicology, Diagnostics Division. Abbott Rapid Diagnostics is part of Abbott's Diagnostics family of businesses, bringing together exceptional teams of experts and industry leading technologies to support diagnostic testing which provides important information for treatment and management of diseases and other conditions.

The Sales Manager manages the government sales team and is accountable for leading the day-to-day commercial execution of the sales team to ensure operational excellence across all sales processes. This role is focused on driving continuous improvement, optimizing workflows, and implementing scalable, efficient sales strategies. This role requires expertise in drug testing needs in various government agency markets including judiciary, treatment courts, corrections, family services, social services, and court-ordered treatment/rehabilitation.

What You'll Work On

Lead, mentor, and manage Regional Account Managers and Key Account Managers to ensure high performance and alignment with company goals.

Develop and execute strategic sales plans to achieve business objectives and revenue growth.

Translate business goals into actionable outcomes and measurable results.

Identify and build relationships with key decision-makers in target markets, including judicial, treatment court, corrections, family services, and social services.

Monitor market trends and competitor activities to identify growth opportunities.

Collaborate with cross-functional teams including Commercial Leadership, Finance, Marketing, Customer Service, and Technical Operations to enhance customer experience and satisfaction.

Predict sales revenue, track performance against targets, and maintain sales funnel and forecasting accuracy.

Represent the company at industry events and networking opportunities to expand business reach.

Oversee financial aspects of customer deals, including pricing, contract terms, and profitability.

Ensure compliance with established business policies and exhibit professional behavior with internal and external stakeholders.

Required Qualifications

Bachelor's degree required or equivalent combination of education and experience.

5+ years sales experience in laboratory services, laboratory product sales, and the diagnostic industry.

Minimum 10 years direct sales experience.

Travel approximately 50%.

Preferred Qualifications

Preferably 5-7 years sales leadership experience.

Knowledge of the substance abuse or toxicology market, government market sales experience preferred.

Experience working with government agencies and understanding of government procurement, preferred.

Master ability in technical products sales, conduct, written and verbal communication.

Ability to understand and implement field sales directives and management policies.

Must be able to work independently, manage multiple tasks efficiently.

Demonstrated ability to manage conflict and problem solve.

Excellent oral, written and presentation skills; intermediate to advance knowledge of MS office suite of tools.

Proven track record in sales and business development, with strong selling skills and negotiation skills.

Ability to identify, engage, and influence key decision-makers effectively.

The base pay for this position is $112,000.00 – $224,000.00. In specific locations, the pay range may vary from the range posted.