Inside Sales Manager
Working at Abbott
At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life. You’ll also have access to:
Career development with an international company where you can grow the career you dream of.
Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
An excellent retirement savings plan with a high employer contribution.
Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.
A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune.
A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.
The Opportunity
This Inside Sales Manager (ISM) position is located in Orlando, FL in our Abbott Point of Care, Diagnostics Division. Abbott Point of Care is a global leader in providing critical medical diagnostic and data management products for rapid blood analysis that are intuitive, reliable, and cost-effective. Our i-STAT System is an advanced, portable diagnostic tool that provides real-time, lab-quality results within minutes to accelerate patient-care decision-making. The i-STAT System has the industry’s most comprehensive menu of tests in a single, with-patient platform, including tests for blood gases, electrolytes, chemistries, coagulation, hematology, glucose, and cardiac markers.
The Inside Sales Manager (ISM) is responsible for direct supervision and management of an Inside Sales Team (IST) of Inside Sales Executives, in order to achieve and/or exceed defined sales goals and business objectives within the US APOC sales organization. The ISM directs the IST’s strategy, tactics, and activity, with regular input from and collaboration with other members of the Sales Leadership Team (SLT), including Regional Directors (RD), Enterprise Team, District Managers, Sales Training, and the VP of Sales. The ISM also routinely works with other members of the organization, such as Customer and Technical Service, Finance, Legal, Marketing, Commercial Excellence, etc. The ISM will also participate in and/or supervise work with third parties, such as the company’s distribution partners. Additionally, the ISM contributes to the effectiveness of the IST and the overall organization by developing and sharing best-practices, market intelligence, and other information to support the company’s business objectives.
What You’ll Work On
Lead the hiring, training, development and retention of a world-class inside sales team.
In collaboration with other members of the SLT and IST, develop and execute on a sales plan that includes the achievement of assigned goals.
Direct, supervise, and manage ISE outbound calling activity to current and prospective customers, in order to build the sales funnel and close new business.
Put into place strategies and tactics so that ISEs effectively develop and maintain trust-based relationships with assigned accounts.
Ensure members of the IST have regular contact with top customers to ensure satisfaction and address issues.
Ensure ISEs skillfully uncover and develop customer needs and position appropriate solutions.
Establish and continuously refine relevant Key Performance Indicators, including both lead and lag measures, to ensure that the IST meets sales goals and other business objectives.
Daily management of IST resources to ensure that ISEs and the team are meeting or exceeding KPIs.
Manage the performance of the IST to meet individual, department and company sales goals and objectives including providing feedback on performance appraisals, recommendations for merit increases, individual development plans, career counseling, etc.
Hold weekly team meetings and bi-weekly one-on-one meetings with each member of the IST.
Ensure ISEs have access to technology, tools, training and other support needed to achieve assigned goals.
Manage the IST in the timely and effective completion of assigned company campaigns. (customer/distributor surveys, notifications, product launches, promotions, invitations, events, etc.). Ensure the IST handles in-bound customer inquiries and other company leads in a timely and effective manner.
Actively participate in SLT conference calls and meetings, providing market insights, best practices, and ideas to drive improved performance of the IST and to capitalize on synergies between field and inside sales teams.
Ensure the ISEs accurately maintain customer and activity database using Salesforce.com and other systems.
Review with ISEs on a regular basis relevant financial performance measure.
Review & approve ISE pricing and free goods requests, in compliance with company policies.
Review & approve ISE expense reports, in compliance with company policies.
Using available budget, design and administer IST promotions and “spiff” programs designed to incentivize the IST to meet/exceed specific time-based performance targets.
Collaborate with other departments to share best-practices and drive continuous improvement.
Required Qualifications
BA/BS required.
5-7 prior sales experience.
Preferred Qualifications
MBA or relevant business management experience is preferred.
Prior Supervisory experience is preferred.
Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: https://abbottbenefits.com/
Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.
Connect with us at abbott.com, on LinkedIn at https://www.linkedin.com/company/abbott-/, and on Facebook at https://www.facebook.com/AbbottCareers.
The base pay for this position is
$85,300.00 – $170,700.00In specific locations, the pay range may vary from the range posted.
Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.
EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf
EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf