JOB DESCRIPTION:
JOB SUMMARY
Contribute to 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. Gain new business and grow existing business through a multichannel, customer engagement strategy that builds HCP confidence in and loyalty to Abbott brand products.
CORE JOB RESPONSIBILITIES
Understand the market and category opportunities within territory to identify opportunities for market share growth at the customer/account level
Maintain deep, current knowledge about medical and nutritional science, the evolving healthcare landscape, and emerging digital trends to support selling and educating a broad and deep network of HCPs about Abbott products
Develop and execute on multichannel customer engagement plans that generate demand for Abbott brand product and grow recommendation and market share
Leverage information about customer segmentation, type and behaviors to inform customer engagement and account management strategies
Develop and maintain strong relationships with HCPs throughout the customer account, at different levels of responsibility and influence using existing relationships with HCPs and others to expand customer network
Secure commitment to recommend Abbott products as the brand of choice by increasing HCP knowledge about the role and importance of nutrition on patient quality of life at key points throughout the patient care journey; and the role of Abbott’s products in increasing quality nutrition through consultative selling dialogues
Define and deliver ‘Unique Value Proposition’ from the HCP’s perspective (including but not limited to the positioning of Abbott brand products) by continuously uncovering the needs and priorities of individual HCPs using multichannel touchpoints and engagement activities
Effectively deliver a consultative sales call from the perspective of the HCP (and their patients) to expand HCP’s knowledge of nutritional interventions and the measurable benefits of Abbott brand products, anticipate and manage objections, and gain clear commitment to recommending Abbott products and other brand-building activities
Establish target customers and develop clear customer plans to achieve coverage, frequency and call rate objectives
Implement customer segmentation, identify new leads/customers and ensure timely reporting of daily activities as per the SFE SOP
Use data and insights from digital and other omnichannel activities to refine HCP profiles and choose engagement activities that will fit the needs, preferences and goals of each individual HCP
Collaborate with cross-functional teams (Marketing, SFE, CRM, etc..) to support patient education regarding nutrition and Abbott brands, to influence customer and patient choice of nutrition products, and deliver a consistent, end-to-end customer engagement experience
Measure progress against customer and account objectives, per the account plan, and take action to ensure targets and KPIs are met (monthly, quarterly, annually) as assigned by the Sales Manager
Act in alignment with compliance and regulatory expectations
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:Sales Force
DIVISION:ANI International Nutrition
LOCATION:India > Mumbai : BKC Building
ADDITIONAL LOCATIONS:
WORK SHIFT:Standard
TRAVEL:Yes, 75 % of the Time
MEDICAL SURVEILLANCE:Not Applicable
SIGNIFICANT WORK ACTIVITIES:Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day)
