Job Description: Sales Representative - Abbott Nutrition

Employment Type: Full-time

Position Overview

Contribute to the long-term growth of Abbott Nutrition products within your assigned territory. This role involves increasing awareness among Health Care Professionals (HCPs) about the critical role of nutrition in improving quality of life and highlighting the superiority of Abbott products compared to competitor brands. The objective is to gain new business and grow existing business through a multichannel customer engagement strategy, fostering HCP confidence and loyalty to Abbott brand products.

Core Job Responsibilities

• Market Understanding & Growth:
  • Understand market and category opportunities within the territory to identify avenues for market share growth at the customer/account level.
• Product & Industry Knowledge:
  • Maintain deep, current knowledge of medical and nutritional science, the evolving healthcare landscape, and emerging digital trends to effectively educate HCPs about Abbott products.
• Customer Engagement Strategy:
  • Develop and execute multichannel customer engagement plans to generate demand for Abbott brand products and increase recommendations and market share.
  • Leverage customer segmentation, type, and behavioral data to inform engagement and account management strategies.
• Relationship Management:
  • Develop and maintain strong relationships with HCPs across various levels of responsibility and influence within customer accounts.
  • Expand your customer network by utilizing existing relationships.
• Sales & Persuasion:
  • Secure commitment to recommend Abbott products as the brand of choice by educating HCPs on the importance of nutrition for patient quality of life and the role of Abbott's products.
  • Employ consultative selling dialogues to achieve these goals.
  • Define and deliver the ‘Unique Value Proposition’ from the HCP’s perspective, including product positioning, by uncovering individual HCP needs and priorities through multichannel touchpoints.
  • Effectively conduct consultative sales calls, anticipating and managing objections, and gaining clear commitment for product recommendations and other brand-building activities.
• Territory Management & Execution:
  • Establish target customers and develop clear customer plans to meet coverage, frequency, and call rate objectives.
  • Implement customer segmentation, identify new leads/customers, and ensure timely reporting of daily activities per SFE SOP.
  • Utilize data and insights from digital and omnichannel activities to refine HCP profiles and select appropriate engagement activities.
• Collaboration & Performance:
  • Collaborate with cross-functional teams (Marketing, SFE, CRM, etc.) to support patient education, influence customer and patient product choice, and deliver a consistent customer engagement experience.
  • Measure progress against customer and account objectives, taking 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.

Minimum Qualifications

• Education:
  • Graduate degree in any field.
  • Preferred Major/Field of Study: Medicine, Science, Pharmaceuticals/Nutrition.
• Work Experience:
  • Minimum 1+ years of relevant experience.
  • Minimum of 1 year’s experience in the Pharma/Nutrition Industry.
  • (Note: Up to 5 years of experience for Grade 12 and 5+ years of experience for Grade 13 is mentioned, implying potential for different grade levels within the role).
• Skills & Attributes:
  • Must achieve a 60% in the written test.
  • Excellent product knowledge and ability to translate it into effective in-clinic performance.
  • Good understanding of nutrition science.
  • Ability to easily establish connections and develop contacts and relationships.
  • Strong analytical skills ("knows his numbers well").
  • Good team player with a collaborative approach.