• Actively prospect companies that match Igma's customer profile. • Research accounts, identify opportunities, and map key decision-makers. • Execute prospecting cadences using multiple channels (email, LinkedIn, and others). • Qualify leads according to the criteria defined by the sales operation. • Schedule qualified meetings for the team responsible for closing. • Keep the CRM up to date and ensure the quality of recorded information. • Use Artificial Intelligence to increase productivity and the quality of outreach. • Monitor commercial operation metrics and contribute to the continuous improvement of the process.

• Own a territory across a mix of inbound processing and outbound prospecting • Set sales-qualified meetings for account executives • Help define how the early sales org operates • Learn the business quickly and speak fluently about a technical product • Operate with high agency, thinking creatively and independently

• Run high-volume outbound outreach across cold calling, email, and LinkedIn. • Generate and qualify pipeline for the sales team. • Use AI-native tools to increase speed, personalization, and volume. • Iterate quickly on messaging and outreach experiments. • Partner with the founders and GTM team to refine targeting and process.

Role Description Abbott Rapid and Molecular Diagnostics (RMDx) – Infectious Disease (ID) is seeking a dynamic, results-oriented Sales Development Manager to drive new business acquisition in Ohio. This is more than a sales position; it is a chance to make a real impact in healthcare by delivering cutting-edge diagnostic solutions where they matter most. This role is ideal for professionals with a strong background in clinical diagnostics and a passion for identifying and converting new opportunities within hospital networks, including Laboratory, ED, Clinic, Physician Office Lab, and Urgent Care settings. As a Sales Development Manager, you will be responsible for penetrating untapped accounts and expanding Abbott’s footprint in the ID diagnostics space. You will be at the forefront of innovation, helping healthcare providers make faster, smarter decisions that improve patient outcomes. You’ll leverage your technical expertise and strategic selling skills to open doors, build relationships from scratch, and deliver tailored diagnostic solutions that meet the unique needs of new customers. This role is focused exclusively on new business development and does not include management of existing accounts. You will be responsible for identifying and qualifying competitive leads and owning a territory pipeline from lead generation to close. You will be responsible for achieving annual new business targets across the following product lines: - ID NOW™ PLATFORM (Influenza, Covid-19, RSV, Strep A) - BinaxNOW™ COVID-19/Flu A&B Combo - DETERMINE HIV-1/2™ - BinaxNOW™ Streptococcus pneumoniae & Legionella - BinaxNOW® Malaria - Clearview™ hCG - Clearview™ PBP2a SA What you’ll work on - New Business Development - Identify, target, and engage accounts with zero current business - Develop and execute territory strategies to generate leads, qualify prospects, and convert opportunities - Develop a deep understanding of the territory business while utilizing tools to analyze data for the most effective planning - Drive the full sales cycle from initial contact to contract close - Build and maintain strong competitive product knowledge - Cold calling, gaining access into competitive accounts, and generating interest with HCPs and administrative stakeholders, establishing the ID value proposition - Strategic Territory Management - Analyze market trends, competitive activity, and customer needs to develop a sales strategy - Provide sales funnel, territory planning, and forecasts through the business review process with Abbott leadership - Responsibility for forecasting new business revenue - Collaborate with internal teams to develop contract proposals and pricing strategies - Use sales metrics and standardized tools to document the sales process and influence purchasing decisions - Ownership in sales funnel (SFDC) and account analysis (Power BI) to ensure a clear roadmap for growth within zero billing accounts - Must exhibit strong analytical skills and use of the Microsoft Platform for account analysis, internal communication, and planning - Forecasts future needs based on market, regulatory, or environmental trends - Plan, coordinate, and manage the sales performance of third-party distributor sales force(s) in the assigned territory - Train and develop these sales forces to establish and maintain the ability to effectively represent Abbott’s products in the marketplace - Support distribution partners in the sale of products, including training, sales meetings, technical expertise, and marketing support of the Abbott product lines and distributor private branded products - Cross-Functional Collaboration - Partner with Sales, Marketing, Medical Affairs, Technical Service, Finance, Contracts and Pricing, to deliver a cohesive customer experience - Escalate and resolve customer challenges and objections during the sales process in collaboration with local teams - Participate in standardized weekly communication cadence with the manager, which includes providing field insights, coaching, strategy, and problem-solving - Responsible for managing successful account handoff after the initial selling process, ensuring successful implementation with the local team - Complies with US Food and Drug Administration (FDA) regulations, other regulatory requirements, company policies, operating procedures, processes, and task assignments - Responsible for exhibiting professional behavior with both internal and external business associates that reflects positively on Abbott and is consistent with Abbott’s policies and procedures Qualifications - Bachelor’s degree - 4+ years of proven success in relevant sales experience - Track record of success with competitive conversions, from lead generation to close - Demonstrated individual contributor experience, including problem-solving, complex selling, planning, and execution - Willingness to travel within the assigned territory (4 days/week, up to ~50% overnight travel) Requirements - Bachelor’s degree in business, healthcare, or life sciences (preferred) - Medical Sales experience, ideally in diagnostics (preferred) - Understanding of laboratory and point-of-care settings, health system operations, and health economics (preferred) - Experience working with Distribution Partners (preferred) - Strong financial acumen and ability to analyze healthcare market data (preferred) - Excellent interpersonal skills and documented success in a team selling environment, with the ability to effectively communicate at multiple levels of the organization (preferred) - Skilled negotiator with a strong track record of securing agreements that support both organizational objectives and customer priorities (preferred) Benefits - 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