Director, Enterprise Business Development Team, Toxicology U.S. Workplace

The Opportunity

This is a remote‑based leadership role within Abbott’s Toxicology, Diagnostics Division. Abbott is a global healthcare leader helping people live fuller lives across every stage of health. With a portfolio spanning diagnostics, medical devices, nutrition, and branded generic medicines, our 114,000 colleagues serve people in more than 160 countries worldwide.

The Director, Enterprise Business Development Team, Toxicology U.S. Workplace is an experienced commercial sales leader responsible for building, developing, and leading a high‑performing enterprise sales team across the US. This role drives new incremental growth in the National Accounts market, as defined by senior leadership, by aligning people, strategy, execution, and customer insight.

What You’ll Work On

• Drive revenue growth and performance across the defined market to consistently meet and exceed quota. Lead a high‑performing team of Business Development Executives against clearly defined KPIs, and deliver accurate monthly, quarterly, and annual forecasts at both the team and individual representative level. Proactively identify risks and opportunities, and implement solutions to deliver results.

• Build and strengthen strategic customer relationships with key industry partners, customers, and prospects. Engage accounts through a blend of digital, virtual, and face‑to‑face interactions to grow awareness, loyalty, and adoption of Abbott Toxicology solutions. Develop and expand a robust Key Opinion Leader (KOL) network, ensuring influence across all levels of complex enterprise accounts.

• Leverage analytics and customer insights to identify market share growth opportunities at the account level. Analyze customer behavior, competitive dynamics, and broader industry trends to anticipate risks and uncover new opportunities for growth using real‑time, omnichannel data.

• Coach and develop sales representatives across all aspects of sales force effectiveness, including selling skills, relationship management, funnel and pipeline management, and call planning. Provide ongoing, real‑time feedback, mentoring, and support through field engagement, collaborative problem‑solving, and role modeling. Ensure consistent adoption of sales tools, training requirements, and marketing initiatives, while accelerating digital capability across the team.

• Partner with the Training team to identify individual skill and knowledge gaps and create targeted development plans that strengthen capabilities and performance across the territory.

• Collaborate cross‑functionally with Marketing, Analytics/Insights, and Commercial Excellence to translate customer and market data into actionable engagement strategies and execution plans.

• Lead with integrity and accountability, modeling ethical behavior and ensuring all activities align with regulatory, legal, and compliance requirements.

• Negotiate and manage complex contract agreements, ensuring alignment across customer needs and internal stakeholders. Support strategic RFP negotiations, financial planning, and contract execution to maximize value for both Abbott and its customers.

• Increase market share and profitability through disciplined strategic planning, strong leadership, and close coordination with sales and marketing partners.

• Ensure optimal contract implementation and execution, driving efficient processes and customer satisfaction across enterprise agreements.

• Manage an assigned budget, ensuring effective resource allocation in support of growth objectives.

Required Qualifications

• Bachelor’s degree required.

• Minimum of 8 years of progressive, successful sales leadership experience, including direct responsibility for revenue growth and quota attainment.

• Demonstrated experience leading and executing complex, multi‑stakeholder, multi‑year contract negotiations.

• Proven track record of market share growth, market expansion, and/or successful renewal and defense of existing business.

• Strong passion for building, developing, and leading high‑performing teams, with clear examples of fostering a positive and inclusive team culture.

• Exceptional written, verbal, and presentation communication skills, with the ability to effectively engage audiences ranging from one‑on‑one discussions to large, formal group settings.

• Demonstrated success in sales pipeline management, including forecasting, opportunity management, and consistently meeting or exceeding quota commitments.

• Experience delivering client presentations across multiple formats, including in‑person, virtual, and executive‑level settings.

• Strong foundation in sales strategy, negotiation, and persuasive selling techniques.

• Proven ability to work autonomously to identify customer insights, develop strategic recommendations, and implement effective solutions.

• Experience working within a quota‑driven sales organization, collaborating cross‑functionally to achieve financial objectives.

• Proficiency with Salesforce.com or similar CRM platforms.

• Ability to meet the physical and scheduling requirements of the role, including extended screen time, flexible working hours when needed, and up to 50% travel.

Preferred Qualifications

• Experience selling a portfolio of products and services within Diagnostics, Drug Testing, Occupational Health, or a related healthcare or regulated industry.

• Familiarity with Abbott Workplace products, services, and software applications.

• Background in account management, client enablement, and/or sales training.

• Strong technology orientation with comfort using Microsoft Office (Excel, PowerPoint, Word), digital collaboration tools (e.g., Teams, WebEx), CRM systems, and other platforms used to track projects, manage pipelines, and document performance.

The base pay for this position is $149,300.00 – $298,700.00. In specific locations, the pay range may vary from the range posted.