AdresseBusiness Outcomes:
Increased sales of Abbott products, and increased market share in brand / product.
Increased HCP awareness and preference/recommendations for Abbott products.
Increased demand for Abbott products within territory.
Increased brand relevance and usage in healthcare institutions.
Continuous improvement through innovative, multichannel touchpoint activities to access and influence HCP brand adoption.
Main 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.
- Driving growth and market share in targeted Hospitals/Clinics by influencing HCP behaviors (tendency to recommend) without authority.
- Resolving challenges related to HCP knowledge of nutrition importance/practice, and policy barriers, to drive recommendation of nutrition products.
- Gaining access to HCPs through multiple engagement channels (digital, remote/virtual, in-person).
- Defining and delivering ‘value’ beyond the product, customized to the needs and preferences of the HCP.
- Leveraging digital platforms to drive and support customer engagement while at the same time educating and influencing customers to adopt new ways of interacting.
- Managing HCP resistance to recognizing the importance of nutritional intervention, and the nutritional superiority of Abbott brand products.
- Influencing patient choice without direct patient contact (HCP rep has no direct interface with patients except in ward meetings).
Requirements:
- Degree in Science or equivalent. Nutritionists and Dietitians are encouraged to apply.
- Excellent communication skills and able to communicate with all levels of hierarchy.
- Computer literacy, especially in Microsoft software to an intermediate level, Word, Excel and Power Point.
- Has adequate knowledge and/or skills to perform effectively on the job
- Ability to work as part of a team
- Pharmaceutical or nutrition sales or sales experience in relevant industry will be an added advantage.
- Willing to travel to outstation
