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 family, be your true self and live a full life. You will have access to:
- Career development with an international company where you can grow the career you dream of.
- A company recognized as a great place to work in dozens of countries around the world 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 a best place to work for diversity, working mothers, female executives, and scientists.
MAIN PURPOSE OF ROLE
Responsible for the long-term growth of Abbott Nutrition products in territory by increasing awareness among Health Care professionals on the important role of nutrition in improving quality of life, and the superiority of Abbott products to competitor brands. Manage a team of HCP representatives to generate new business and grow existing business throughout the territory. Develop the planning, selling, and relationship skills of HCP representatives to establish a high performing ethical sales team. Develop KOL relationships to promote the Abbott brand and influence the perception of Abbott products as the brand of choice, by HCPs in all specialties and at all levels.
MAIN RESPONSIBILITIES
•Understand the market and category opportunities within territory to identify opportunities for market share growth at the customer/account level.
•Maintain strong, current nutrition, scientific, and medical knowledge to support selling and educating about Abbott products. Support the execution of customer account plans by coaching and developing HCP reps to become high performers.
•Observe rep interactions with HCPs and PGs and evaluate the strengths and development needs of each rep (PGs will be observed by PG Supervisor).
•Consider the strengths and development needs of the team overall, to understand how to optimize strengths across the territory.
•Provide real-time coaching and feedback to HCP reps on their planning, selling, and relationship skills to strengthen their customer relationships and influence.
•Create development plans for each HCP rep to resolve individual and team-based capability gaps, to establish a high performing sales team.
•Handle rep escalations by problem-solving and managing challenging customer situations. Role-model strong consultative dialogue skills to educate HCPs on nutrition and Abbott products, and influence HCP recommendation behaviour.
•Help reps to convert non-recommending HCPs to recommenders of Abbott products. Develop KOL relationships with influential HCPs who can be advocates of the Abbott brand.
•Leverage KOL relationships to gain access to and influence HCPs with whom no relationship exists, and/or who do not recommend Abbott products as the brand of choice. Help set account-level targets for HCP reps and support their ability to meet these targets.
•Educate HCP reps on their role in the success of the territory, by setting targets that roll-up to territory objectives, and helping reps create account plans that will enable them to meet those targets.
•Deploy marketing programs to HCP reps and customers, including education, execution, and tracking of program impact/success.
•Enable ethical field force to meet regional and team KPIs. Role-model ethical behavior by demonstrating integrity and transparency.
SUPERVISORY RESPONSIBILITIES
Supervise Medical Representatives
MINIMUM BACKGROUND/ EXPERIENCE REQUIRED
Work Experience
Minimum 3 years
- Sales experience in Pharmacy and Healthcare industry
