The Opportunity
The Distribution Field Manager (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 ID solutions. Responsible for leading an internal team without direct authority and overall management of our Regional partners.
This is a remote sales opportunity and will cover the West, estimated 70% travel. Incumbent to live in a major metro area ((ideally based in CA, Phoenix or Denver) within the region.
What You’ll Work On
Distributor Relationship Management :
o Establish and maintain strong relationships with distributors within the assigned region.
o Collaborate closely with distributors to understand their needs, challenges, and growth opportunities.
o Ensure timely communication and resolution of any issues or concerns
Product Growth :
o Manage sales activities with distributors to promote our key products.
o Determine opportunities for expanding product reach and market share.
o Design strategies to drive growth, based on sales data.
o Ability to get unfair mindshare and focus within a distribution channel that has hundreds of partners.
o Drive field collaboration and focus with Abbott field sales and management and distribution partners sales and management teams at a regional level.
o Evaluate and direct the value of selling through distribution to Abbott sales reps and managers.
o Coordinate with Sales and Marketing to help win larger deals that involve
distribution and include their key stakeholders.
Performance :
o Establish and track key performance indicators (KPIs) related to distribution
excellence.
o Regularly evaluate distributor performance and address any deviations from
targets.
o Manage performance for their respective regions to achieve annual sales goals.
o Coordinate routine business reviews that may include the C-suite from Abbott and the distribution partner C-suite.
o Design and conduct business reviews with Regional and Area leaders to review distributor performance, obstacles to achieving success and competitive
information
Required Qualifications
- Bachelor’s degree
- 7+ years of relevant sales experience in the Point of Care, Diagnostics or Healthcare Capital Equipment industry, of which 4 or more years should be working with distribution partners
- Must be willing to travel 70%
- Overnight travel required.
Candidates should possess the following :
o Background of success in value-based solution- selling
- o Ability to form and develop long-term strategic interpersonal, professional senior level relationships;
- o Ability to influence without direct authority;
o Executive level business and financial acumen with strong negotiation skills
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