About Abbott
Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
Working at Abbott
At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life. You’ll also have access to:
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.
The Opportunity
This position works out of our Los Angeles, San Francisco, Austin or Chicago locations in the Abbott Corporate Division.
The USA Go-to-Market Manager will be accountable for shaping, influencing, and delivering Abbott’s third-party Go-to-Market strategy across the USA, with ownership for revenue growth, margin improvement, and long-term channel sustainability across Abbott Business Units.
This role acts as a senior commercial partner to USA and Divisional Leadership, ensuring Abbott’s indirect commercial models are strategically aligned, operationally effective, and financial accretive.
This role influences complex, multi-market commercial decisions across diverse healthcare systems, regulatory environments, and market maturities supporting businesses such as: Nutrition Products, Diabetes Care, Generic-Branded Pharmaceuticals, Clinical Diagnostics, and Cardiovascular Medical Devices across the USA region.
This strategic position will drive commercial strategy and execution through sales expansion, go‑to‑market strategy development, margin‑improvement initiatives, sales force excellence, and enhanced 3rd party services providers / distributors effectiveness.
The role will also act as the “One Abbott Business Partner” for all Abbott Business Units, serving as a unified point of contact for all matters related to commercial 3rd‑party management.
The ideal candidate will bring a strong commercial background and proven negotiation experience to build and sustain strategic partnerships across business functions. Experience leading channel partners in retail, online and modern trade, along with product‑mix optimization initiatives, applying lean principles, and supporting product launches and market‑entry strategies will be highly valued. The role requires the ability to solve complex problems by taking a broad, strategic perspective to identify effective solutions.
What You’ll Do
Strategic activities
Develop go-to-market strategy for customer segments (mainly retails, modern trade and hospitals) and territories served by channel partners, ensuring alignment with overall business objectives (Abbott direct of 3rd party services).
Own a portfolio of strategic GTM initiatives across the USA, setting priorities, sequencing initiatives, and ensuring value realization across business units and markets.
Serve as the senior ‘One Abbott’ representative internally and for 3rd‑party distributors and channel partners, establishing governance models, escalation mechanisms, and consistent ways of working across Abbott Business Units.
Define and Implement USA wide standards for route to market effectiveness to ensure efficient and cost-effective distribution channels, optimizing customer reach and service levels.
Support sales expansion, GTM strategy, and margin‑improvement initiatives by delivering strategic insights and solutions aligned with growth objectives.
Lead channel and product‑mix optimization initiatives, applying lean principles to drive continuous improvement in 3rd‑party processes and overall business performance.
Optimize channel performance by ensuring the right products are sold in the right segments, meeting customer expectations while ensuring channel profitability and sustainability.
Contribute to product launches and market‑entry initiatives.
Provide leadership and influence across teams.
Operational activities
Benchmark company performance against competitors.
Apply strong sales and negotiation expertise.
Lead or sponsor high-impact distributor negotiations.
Draft contracts, Master Service Agreement, SOW, SLA.
Oversee sourcing, distribution, and commercial operations.
Monitor channel performance metrics.
Monitor and analyse 3rd‑party performance.
Drive continuous improvement in processes.
Develop and leverage expertise in Abbott’s best-in-class procurement frameworks, tools, and methodologies.
Required Qualifications
· Master’s degree or Bachelor degree in business, Supply Chain, Marketing, or a related field.
· 6+ years of experience in strategy, operations, commercial, or procurement roles.
· Proven experience leading complex, cross‑functional projects involving multiple stakeholders.
· High proficiency in Excel and excellent analytical skills across cost, distribution, inventory, and competitive analyses.
· Demonstrated experiencing in managing OR influencing P&L outcomes, including revenue growth, margin improvement, and cost-to-serve optimization.
· Strong negotiation capabilities, with the ability to secure favourable outcomes in complex, multi‑stakeholder environments.
Preferred Qualifications
· Strong sales background, with demonstrated ability to negotiate effectively with customers and distributors, ensuring procurement decisions support customer and business needs.
· Proven track record in channel management, distribution network optimization, and strategic planning.
· Exceptional communication and collaboration skills, with the ability to work effectively across functions, regions, and organisational levels.
· Demonstrated leadership, able to drive change, influence stakeholders, and deliver results in matrixed environments.
· Proficiency in technologies and platforms related to channel management, analytics, and performance tracking.
· Strong presentation and influencing skills, capable of engaging and aligning internal Abbott leaders and external customer stakeholders.
· Ability to collaborate effectively with cross‑functional teams (e.g., Marketing, Commercial Operations, Finance, Supply Chain) to ensure alignment with business objectives.
· USA‑wide experience, with solid understanding of regional market dynamics.
· Fluent in English (additional languages are an asset).
· Experience in the Pharma, Medical Device, or FMCG sectors is highly advantageous.
Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.abbottbenefits.com
Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity. Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott, and on Twitter @AbbottNews.
The base pay for this position is
$99,300.00 – $198,700.00In specific locations, the pay range may vary from the range posted.
Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans.
EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf
EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf
Based on 5,163 disclosed Sales salaries on RoleSuite, the role pays a median of $118K/year, with most offers between $81K and $170K (10th–90th percentile: $65K–$235K).
This posting lists $99K–$199K, above the $118K market median.
See the full Sales salary breakdown →