Commercial Education Manager (CEM)
Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 115,000 colleagues serve people in more than 160 countries.
The Opportunity
Abbott Point of Care is seeking a high-impact Commercial Education Manager (CEM) to accelerate salesforce performance through strategic capability development, performance consulting, and data-driven education solutions for our United States sales organization. This is a remote position, and preferred candidate will live near major airport.
This is not a traditional training role. The CEM operates as a business partner to commercial leadership, diagnosing performance gaps, shaping capability strategy, and delivering targeted interventions that directly impact growth, productivity, and customer impact across the United States.
The CEM will serve as a performance accelerator for the US commercial organization, partnering closely with Sales, Regional and Global Marketing, and Regional and Global Commercial Excellence to:
- Build critical capabilities that drive revenue growth
- Improve sales execution, pipeline quality, and customer engagement
- Enable behavior change at scale, not just knowledge transfer
- Translate strategy into field execution excellence
This role supports the US, with regular field engagement and collaboration with global teams.
What you'll work on
Performance Consulting & Strategic Partnership
- Serve as a trusted advisor to Regional Sales Directors and District Sales Managers, diagnosing performance gaps across skills, mindset, process, and tools.
- Translate business priorities into targeted capability‑building strategies aligned to growth drivers (new business acquisition, menu expansion, competitive displacement).
- Partner with Global Commercial Education to shape the annual capability roadmap grounded in field insights.
-
Capability Building
- Design and deploy role‑specific capability journeys that build proficiency over time—not one‑off trainings.
- Focus on high‑impact commercial capabilities, including:
- Strategic account planning & opportunity management
- Clinical and economic value selling
- Competitive differentiation & objection handling
- Deal strategy & advanced negotiation
- Territory & time optimization
- Embed application, reinforcement, and coaching into all programs to drive measurable behavior change.
-
Field Coaching & Manager Enablement
- Conduct regular field rides and side‑by‑side coaching with Sales Specialists and District Managers.
- Strengthen frontline manager effectiveness by coaching them on how to coach and embedding consistent coaching frameworks.
- Identify top‑performer behaviors and scale best practices across the region.
-
Data‑Driven Enablement & Commercial Excellence Integration
- Use Salesforce (Summit), PowerBI, and other tools to diagnose performance trends, identify skill gaps, and measure capability impact.
- Drive adoption of disciplined pipeline management, forecasting accuracy, and CRM usage as core selling capabilities.
- Collaborate with Commercial Excellence to refine tools and processes based on field feedback.
-
Launch Excellence
- Lead enablement strategy for APOC product launches, ensuring the field is clinically credible, commercially confident, and competitively equipped.
-
Continuous Improvement & Innovation
- Apply modern learning principles (adult learning, microlearning, digital enablement) to create engaging, scalable solutions.
- Continuously evolve programs based on business performance, field feedback, and market dynamics.
- Shift the function from training delivery to measurable performance improvement.
Requirements
- Bachelor's degree
- 5+ years' experience and demonstrated success in a complex selling environment (multiple stakeholders, multiple decision makers, product alignment to goals / initiatives)
- Field travel (approximately 50%) required to provide new hire training and field coaching/ development to individual sales specialists
- Strong presentation and meeting facilitation skills
- Strong organizational skills and ability to manage multiple tasks and projects
- Demonstrated ability to work across the enterprise and with cross-functional teams to influence individuals and accomplish business objectives
- Development and implementation of training concepts and initiatives.
Preferred Qualifications
- Experience in commercial training, enablement, or capability development
- Background in adult learning, instructional design, or performance consulting
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.
Commercial Education Manager (CEM)
Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 115,000 colleagues serve people in more than 160 countries.
The Opportunity
Abbott Point of Care is seeking a high-impact Commercial Education Manager (CEM) to accelerate salesforce performance through strategic capability development, performance consulting, and data-driven education solutions for our United States sales organization. This is a remote position, and preferred candidate will live near major airport.
This is not a traditional training role. The CEM operates as a business partner to commercial leadership, diagnosing performance gaps, shaping capability strategy, and delivering targeted interventions that directly impact growth, productivity, and customer impact across the United States.
The CEM will serve as a performance accelerator for the US commercial organization, partnering closely with Sales, Regional and Global Marketing, and Regional and Global Commercial Excellence to:
- Build critical capabilities that drive revenue growth
- Improve sales execution, pipeline quality, and customer engagement
- Enable behavior change at scale, not just knowledge transfer
- Translate strategy into field execution excellence
This role supports the US, with regular field engagement and collaboration with global teams.
What you'll work on
Performance Consulting & Strategic Partnership
- Serve as a trusted advisor to Regional Sales Directors and District Sales Managers, diagnosing performance gaps across skills, mindset, process, and tools.
- Translate business priorities into targeted capability‑building strategies aligned to growth drivers (new business acquisition, menu expansion, competitive displacement).
- Partner with Global Commercial Education to shape the annual capability roadmap grounded in field insights.
-
Capability Building
- Design and deploy role‑specific capability journeys that build proficiency over time—not one‑off trainings.
- Focus on high‑impact commercial capabilities, including:
- Strategic account planning & opportunity management
- Clinical and economic value selling
- Competitive differentiation & objection handling
- Deal strategy & advanced negotiation
- Territory & time optimization
- Embed application, reinforcement, and coaching into all programs to drive measurable behavior change.
-
Field Coaching & Manager Enablement
- Conduct regular field rides and side‑by‑side coaching with Sales Specialists and District Managers.
- Strengthen frontline manager effectiveness by coaching them on how to coach and embedding consistent coaching frameworks.
- Identify top‑performer behaviors and scale best practices across the region.
-
Data‑Driven Enablement & Commercial Excellence Integration
- Use Salesforce (Summit), PowerBI, and other tools to diagnose performance trends, identify skill gaps, and measure capability impact.
- Drive adoption of disciplined pipeline management, forecasting accuracy, and CRM usage as core selling capabilities.
- Collaborate with Commercial Excellence to refine tools and processes based on field feedback.
-
Launch Excellence
- Lead enablement strategy for APOC product launches, ensuring the field is clinically credible, commercially confident, and competitively equipped.
-
Continuous Improvement & Innovation
- Apply modern learning principles (adult learning, microlearning, digital enablement) to create engaging, scalable solutions.
- Continuously evolve programs based on business performance, field feedback, and market dynamics.
- Shift the function from training delivery to measurable performance improvement.
Requirements
- Bachelor's degree
- 5+ years' experience and demonstrated success in a complex selling environment (multiple stakeholders, multiple decision makers, product alignment to goals / initiatives)
- Field travel (approximately 50%) required to provide new hire training and field coaching/ development to individual sales specialists
- Strong presentation and meeting facilitation skills
- Strong organizational skills and ability to manage multiple tasks and projects
- Demonstrated ability to work across the enterprise and with cross-functional teams to influence individuals and accomplish business objectives
- Development and implementation of training concepts and initiatives.
Preferred Qualifications
- Experience in commercial training, enablement, or capability development
- Background in adult learning, instructional design, or performance consulting
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.
