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- Deliver expected performance and beyond (sales) in his/her territory. Granada, Córdoba y Jaén.
- Creates a pre-call plan using SMART objectives & effectively evaluates sales calls and documents post-call.
- Utilizes innovative approaches and resources to gain access to difficult to see customers and elevates results and outcomes to the ANI team level through his/her Sales Manager
- Differentiates Abbott's value proposition to all health providers assigned and Effectively handles objections or concerns.
- Continuously strive to gain market intelligence: insights on customer needs, expectations and environmental challenges, which are shared across the in field teams and leverage to the ANI teams (e.g. dedicates significant effort to the stakeholder interaction in order to capture valuable insights around needs and expectations).
- Shares best practice to enhance our business success across the ANI Teams and work effectively in the district in field teams, either as a co-ordinator or a stakeholder facing team members.
- 85% Work in the field (Project Implementation, Calls with KOLs & Accounts, KOL Management/Development, Congress participation)
- 15% Develop and implement strategically innovative sales & marketing programs and promotional campaigns to grow, including marketing material, activities and messages – create KPIs and ROI
- Deliver programs on time and within budget
- Fulfill annual sales plan
- Attain Plan sales forecasts
- Demonstrate thorough, in-depth understanding of market and drivers
- Understand and adhere to Abbott corporate (not merely local) standards and serve as an example for others
- Be the Product "Champion" within and outside the Organization
- Comply with FCPA and Abbott ethical standards and Code of business practices
- Comply with expense reporting practices
- Expenses within budget
- University degree
- Relevant industry sales experience in medical visits to Specialists.
- Good knowledge of English will be valuable
- Other experience as determined by the specific role needs and stakeholder alignment.
- Practical knowledge and understanding of customer/disease area requirements.
- Demonstrates in-depth product, therapeutic, competitive and scientific knowledge. Maintains knowledge of market challenges and opportunities.
- Develops and maintains a proficiency in the use of business tools (CRM, etc).
- Knowledge of Industry and local market conditions
- Maintains a thorough knowledge of internal and external support programs, which he/she can leverage to achieve his/her goals
- Identifies and understands policies, protocols and the political environment of institutional accounts that may affect the work of e.g. the physicians.
- Knowledge of territory and relationships with key customers already established.
- In depth knowledge of disease area or appropriate specialty.
- Ability to influence different stakeholders, mainly external customers.
- Clear communicator in transfering messages and values to customers
- Efficient in dealing with objections and asking questions.
- Reach win-win agreements with customers
- Utilizes knowledge of disease state, benefits over competition, patient type and product information during customer interactions.
- Leverages relationships to support the business relationships and sell ANI products
- Adapts to any selling environment, customer behaviour and personality while maintaining rapport
- Ability to analyze market data and understand Strategic Plans
- Ability to take business decisions with short and long term impact
- Develops a thorough action plan focused on key customers. Proactively identifies business opportunities. Allocates and adjusts resources to maximize ROI.
- Demonstrates an in depth knowledge of available resources and leverage knowledge to drive business.
- Proactively identifies customer style and tailors all aspects of selling model including resources to meet customer's needs.
Medical Sales Representative Nutrition - Madrid, España - Abbott
Descripción
The Opportunity
Medical Sales Representative Nutrition - GRANADA
Core Job Responsibilities
Administration (expense reports, approvals, budget review, highlights)
Expected Performance Standards
Minimum qualifications
Knowledge
Sales skills
Territory Management