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

(Details of Job Responsibilities, deliverables and accountabilities with 8-10 statements)

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

(Fill if applicable in 3-4 statements, else specify not applicable)

Supervise Medical Representatives

MINIMUM BACKGROUND/ EXPERIENCE REQUIRED

Work Experience

Minimum 2 years in the same role in Pharmacy and Healthcare industry

Education

Education Level

Field of Study/ Qualification

Bachelor’s Degree in Pharmacy or Medicine​

CORE Skills Required

(Top 4-6 Skills / Competencies required for role)

Professional Skill

(Technical skills required for role)

Strategic account managementBusiness acumenCommunicationCoaching skills

Language Skill

(any specific language required)

Vietnamese

Computer Skill

(any specific Computer Skill required)

MS Office