Sales Representative

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.

• Sales Incentive Plan

• 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.

The Opportunity

This position is for our Nutrition Division.  Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac®, PediaSure®, Pedialyte®, Ensure®, Glucerna® – to help get the nutrients they need to live their healthiest life.

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. 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.

What You’ll Do

• 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

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Required Qualifications

• Bachelor´s Degree in Pharmaceutic, Nutrition or Dietitian, Industrial Engineering, Business Administration or related field.

• Minimum 2 years of experience in data management and business analytics, as Pharmacies Sales Representative and/or Sales Representative in pharmaceutical industry.

• Understand and had experience with data from IQVIA or Nielsen (recommended no mandatory).

Other Requirements

• Requires travelling within the territories assigned, also is requires field time to HCPs and stores locally.

• Intermediate English Level (Not mandatory).

• Driver license.

Apply now 

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Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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