Inside Sales Representative

Abbott Rapid Diagnostics is part of Abbott’s Diagnostics family of businesses, delivering industry-leading technologies to support diagnostic testing. The Inside Sales Representative is responsible for managing and nurturing a high-volume portfolio of approximately 1,500 existing accounts with annual revenue under $299,000. This role focuses on delivering high‑touch customer engagement, identifying growth opportunities, and strengthening long-term relationships. As a pivotal part of the sales organization, the Inside Sales Representative proactively supports customer needs, ensures proper service routing, and uncovers commercial opportunities that drive incremental revenue and overall account health.

This job description will be reviewed periodically and is subject to change by management.

ESSENTIAL DUTIES AND RESPONSIBILITIES – (KEY ACTIVITIES)

Customer Portfolio Management

• Manage, retain, and engage a book of business consisting of ~1,500 existing accounts under $299,000 annual revenue.
• Conduct proactive outreach to customers to review account activity, understand needs, and maintain consistent engagement.
• Ensure customers are appropriately connected to the correct service or support channel, providing guidance and seamless handoffs.
• Deliver high-touch support, ensuring customers feel valued, informed, and supported in maximizing their product or service portfolio.

Sales Growth & Opportunity Identification

• Identify cross-sell and upsell opportunities through relationship-building, account insights, and need-based discovery.
• Utilize value-based selling techniques to transition conversations from service‑related topics to strategic growth opportunities.
• Qualify opportunities and move them through the sales funnel, contributing to territory revenue targets.
• Review customer portfolios regularly to identify whitespace opportunities and unmet needs.

Engagement & Relationship Building

• Maintain a regular cadence of customer engagements (minimum of 16 customer contacts daily).
• Build trust-based relationships that support loyalty, retention, and long-term revenue stability.
• Communicate proactively about product updates, value propositions, and relevant solutions aligned with customer business needs.

Sales Process & Funnel Management

• Contribute to a healthy and predictable sales funnel with high-quality opportunities at each stage.
• Monitor funnel metrics, including value, conversion rates, stage distribution, and cycle velocity.
• Develop and maintain a territory business plan in alignment with the Inside Sales Manager.
• Document all activities using CRM tools to ensure accuracy and visibility of customer interactions and pipeline status.

Sales Evolution & Training Requirements

This role requires upskilling from a traditional customer service approach to a proactive inside sales mindset. Development areas include:

• Mastery of call scripts, conversation frameworks, and messaging sequences.
• Training in value-based selling and how to shift from service conversations to commercial opportunities.
• Development of programs for objection handling, opportunity identification, and funnel progression.
• Familiarity with transition statements such as:
  “I hear what you’re saying—let me connect you with the right contact and make sure you have the email and phone number. While I have you, let’s discuss your current portfolio…”

Key Performance Indicators (KPIs)

• Customer Engagement: 16+ customer contacts per day
• Revenue Goal: $34.8MM annual target (aligned to plan)
• E-Cup Goal: In alignment with annual business objectives
• Funnel Value: Meeting or exceeding target expectations
• Funnel Health: Strong conversion rates, stage balance, and opportunity quality
• Velocity: Speed and efficiency in progressing opportunities through the pipeline
• Territory Business Plan: Alignment with and contribution to the Manager’s strategic direction
• Sales Incentive: Eligible for performance-based sales incentives

QUALIFICATIONS

• Experience in inside sales, account management, or customer-facing roles preferred
• Strong communication and active listening skills
• Ability to engage high-volume accounts while applying strategic sales methods
• Competence with CRM systems and digital outreach tools
• Ability to manage competing priorities in a fast-paced environment