ABBOTT LABORATORIES National Sales Manager - East Coast Salary in the United States

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.

POSITION SUMMARY:

The National Sales Manager is responsible for achieving Continuum growth goals Continuum by leading the assigned field-based sales force, directing and coordinating activities of the field based sales force, assisting sales force with maintaining customer and manufacturer relationships, meeting and exceeding goals through negotiation and innovative sales and consultative tactics, and working with cross-functional areas such as Insurance Contracting, Clinical, Finance, and Operations.  This position is also responsible for developing and implementing sales strategies and assisting with marketing needs and development.  The National Sales Manager also leads and instructs field-based sales force in analytical and business review exercises.

RESPONSIBILITIES:

The following reflects management’s definition of essential functions for this job, but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

• Meets (and/or exceeds) sales goals as defined by the company.
• Directs activities of field sales to plan procedures, establish responsibilities, and coordinate functions among staff by assigning or delegating responsibilities.
• Meets frequently with the DVP, HF Operations and the Continuum Operations Manager to review action plans, strategies and sales goals.
• Works with the Operations Manager, Customer Service Supervisor, Billing team, and Customer Service team to ensure coordinated effort to meet the customer’s needs.
• Develops and implements strategic action plans and sales process for current Territory Managers (TMs).
• Oversee procedures, schedules, and workflow.
• Manages and coaches current TM activities, communicates changes and progress.
• Coordinates with manufacturers and large accounts to insure positive outcomes.
• Deploy and coach TMs to effectively represent company and execute company and individual territory growth goals.
• Works with multiple functional Develop and implement sales strategies, sales techniques, best practices, and sales protocols.
• Develops and implements standardized procedures to improve efficiency and value of staff toward executing goals.
• Directs the development of training and performance evaluations to develop and control sales programs.
• Directs, coaches and assists current TMs with maintaining relationships with customers and colleagues.
• Assist as needed with marketing needs and development of materials and marketing programs.
• Develop, interpret, and manage sales performance, analytical, and activity reports.
• Supports Contracting Managers as required by identifying insurance opportunities.
• Assist with related special projects as required.
• Ensures overall growth for assigned region and territories by meeting or exceeding defined objectives, including growth in active patients and revenue.
• Maintains working relationship with manufacturer representatives and leadership.
• Develops, implements, and participates in development opportunities and on-going training.
• Understands and adheres to business processes and procedures.

SUPERVISORY RESPONSIBILITIES:

• Maintain accuracy of Time related software for area of responsibility.
• Maintain a culture of accountability via setting of clear objectives throughout all employees in areas of responsibility through regular follow-up, variance tracking and results.
• Over-site for the selection of employees, setting expectations, motivating and developing new hires 
• Conduct accurate and timely assessment of subordinates through quarterly and annual performance reviews
• Conduct management responsibilities in accordance with organization’s policies and applicable laws.
• Review policies and procedures for consistency across corporate wide entities.
• Identify and assist with implementation of business process and work flow productivity improvements.
• Assist with related special projects as required; to include advising other holdings and new strategic partners through implementation and growth models.
• Attends trade shows, patient education programs, and health fairs.

QUALIFICATIONS:

EDUCATION/EXPERIENCE

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor’s Degree, plus 5+ years selling healthcare products or services to hospital systems.

CERTIFICATES, LICENSES, REGISTRATIONS

• Management courses & seminars.
• Job related courses & seminars as required for position.
• Proven track record in sales success (President’s Club, stack rankings, YOY growth)
• Formalized sales training; Strategic Selling or Other

TECHNICAL SKILLS

• Proficient in Windows based applications and Internet.
• CRM experience (daily data entry of accounts, leads, run reports and effective account planning management

COMMUNICATION SKILLS

• Communicate clearly and concisely, both in writing and verbally with others in a professional manner.
• Organize activities or projects and meet set deadlines.
• Ability to use thinking and reasoning skills to solve problems.
• Ability to make decisions while following company procedures.

PHYSICAL REQUIREMENTS

• Travel by car or airplane for long periods.
• Valid drivers license with good driving record.
• Extensive overnight travel required (>75%)
• Sitting at desk for long period working on computer using keyboard and phone.