District Sales Manager - Tunisia North

Employment Type: Full-time

Position Overview

Abbott is a global healthcare company committed to helping people live not just longer, but better. We employ around over 100,000 people in 150+ countries with a diverse portfolio spanning pharmaceuticals, nutrition, diagnostics and devices. At Abbott, you have the opportunity to make a positive impact on the world through challenging and rewarding work as part of a highly successful and trusted organization that is shaping the future of health. Realize your potential!

We are currently seeking a District Sales Manager to provide leadership to the assigned sales team. The successful candidate will allocate resources effectively to ensure sales objectives are met and will collaborate with support functions to implement both short- and long-term sales strategies.

Location: Tunisia - North

Core Job Responsibilities

Sales and Market Analysis (5%)

• Responsible for achieving sales targets and delivering goals as set by the plan.
• Develop and implement sales strategies to grow sales for promoted products in the territory.
• Develop quarterly sales plans in agreement with management and provide feedback to representatives with quarterly sales targets.
• Prepare reports examining IMS data (sales/market share performance) and provide feedback to representatives on gaps.
• Actively understand market dynamics for products and feedback information to marketing and management for incorporation into future campaigns.
• Administration tasks including database maintenance, expense reports for MR, weekly operational plans, and weekly meetings.

Coaching (80%)

• Perform an appropriate number of joint visits and coaching sessions with representatives based on predefined requirements.
• Use standard KPIs to measure the efficiency of the sales force.
• Deliver reports to the sales force for reviewing KPIs and highlighting gaps.
• Ensure communication and synergies among sales representatives (sharing best practices) and between representatives and PMs and other team members.
• Conduct a minimum of 2 joint field visits per month with each sales representative to coach and develop them, ensuring Abbott Selling Skills techniques are implemented.

Sales Force Effectiveness (SFE) (5%)

• Ensure the achievement of call rates, field days, coverage, frequency, CLM KPIs, and targeting of direct reports.
• Perform classification and targeting based on Abbott standards/criteria.
• Analyze data, inform higher management about any issues, and make corrective actions if necessary.
• Implement and develop SFE required actions and initiatives.

People Management

• Responsibility for recruiting, developing, and maintaining the team of representatives.
• Coach and develop sales representative skills to ensure high-quality sales calls, program delivery, and business ownership to reach Abbott standards.
• Develop high-potential representatives for future greater responsibility, exemplifying Abbott standards and attaining and maintaining the same standards with representatives.
• Set targets, objectives, and incentive schemes at the beginning of each sales cycle relating to work input, output, and quality.
• Ensure all direct reports have personal development plans and yearly appraisals, proposing salary increases based on agreed criteria at appropriate times within the year.
• Maintain a high level of motivation within the Sales Force team, utilizing the Incentive Rewards and Recognition program, fair incentive schemes, encouraging open discussion, and giving feedback.
• Adhere to the COBC and FCPA and local laws.
• Maintain close personal contact with selected doctors (devotes approximately 80% of his/her time on field with reps/customers).
• Continuously seek opportunities for professional leadership development.
• Deliver sales results within budget and other IMPACT GOAL requirements.
• Understand Abbott corporate standards and develop staff to meet or exceed them.
• Prepare quality reports and submit them on time.
• Provide initial training for new representatives; conduct performance reviews annually and give feedback on a quarterly basis.
• Maintain full, highest standards.

Salary: [Not Specified] Location Type: [Not Specified]