Distribution Field Manager - West

The Opportunity

The Distribution Field Manager (DFM) is responsible for strategic customer relationships primarily focused on our acute and 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 Region (AZ/NV/CA/ID/OR/WA) estimated 70% travel. Incumbent to live in a major metro area

What You’ll Work On

• Develop and manage strategic relationships with distribution partners and senior customer stakeholders across the region, serving as the primary liaison to identify business needs, resolve issues, and drive long-term growth opportunities.

• Drive sales growth and market expansion by partnering with distributors and Abbott sales teams to increase product utilization, expand market share, and execute data-driven growth strategies.

• Lead cross-functional collaboration among distributor sales leadership, Abbott field sales, marketing, and management teams to align priorities, win large opportunities, and maximize channel effectiveness.

• Influence and elevate distributor engagement by building strong partner advocacy, increasing product focus and mindshare within distribution channels, and reinforcing the value of distribution-based selling strategies.

• Establish, monitor, and manage regional performance metrics and sales objectives, evaluating distributor performance against key KPIs and implementing corrective actions to achieve annual revenue goals.

• Conduct routine business reviews with distributor and Abbott leadership, including executive stakeholders, to assess performance, address barriers to success, identify competitive insights, and develop action plans for continued growth.

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: Background of success in value-based solution- selling, ability to form and develop long-term strategic interpersonal, professional senior level relationships; influence without direct authority; Executive level business and financial acumen with strong negotiation skills.

Preferred Qualifications

• Background of success in value-based solution- selling,
• Ability to form and develop long-term strategic interpersonal, professional senior level relationships;
• Influence without direct authority;
• Executive level business and financial acumen with strong negotiation skills.

The base pay for this position is $86,700.00 – $173,300.00. In specific locations, the pay range may vary from the range posted.