K-327 - Medical Sales Representative - Huelva Y Sevilla
Location: Madrid
Salary: EUR 50.000 - 70.000
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.
* A company 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.
Core Job Responsibilities
* Deliver expected performance and beyond (sales) in his/her territory. 90% Huelva - 10% Sevilla (Hospital Virgen Macarena).
* Create a pre-call plan using SMART objectives & effectively evaluate sales calls and document post-call.
* Utilize innovative approaches and resources to gain access to difficult to see customers and elevate 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 leveraged to the ANI teams.
* Share best practices 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 Administration (expense reports, approvals, budget review, highlights).
Expected Performance Standards
* Deliver programs on time and within budget.
* Fulfill annual sales plan.
* Demonstrate thorough, in-depth understanding of market and drivers.
* Understand and adhere to Abbott corporate 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.
* Keep expenses within budget.
Minimum Qualifications
* University degree.
* Relevant industry sales experience.
* Good knowledge of English will be valuable.
* Other experience as determined by the specific role needs and stakeholder alignment.
Knowledge
* Practical knowledge and understanding of customer/disease area requirements.
* Demonstrate in-depth product, therapeutic, competitive and scientific knowledge.
* Maintain knowledge of market challenges and opportunities.
* Develop and maintain proficiency in the use of business tools (CRM, etc).
* Knowledge of Industry and local market conditions.
* Maintain a thorough knowledge of internal and external support programs, which he/she can leverage to achieve his/her goals.
* Identify and understand policies, protocols and the political environment of institutional accounts that may affect the work of 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 transferring messages and values to customers.
* Efficient in dealing with objections and asking questions.
* Reach win-win agreements with customers.
* Utilize knowledge of disease state, benefits over competition, patient type and product information during customer interactions.
* Leverage relationships to support the business relationships and sell ANI products.
* Adapt to any selling environment, customer behaviour and personality while maintaining rapport.
Territory Management
* Ability to analyze market data and understand Strategic Plans.
* Ability to take business decisions with short and long term impact.
* Develop a thorough action plan focused on key customers. Proactively identify business opportunities.
* Allocate and adjust resources to maximize ROI.
* Demonstrate an in-depth knowledge of available resources and leverage knowledge to drive business.
* Proactively identify customer style and tailor all aspects of selling model.
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