Senior Specialist Sales Force Effectiveness at Abbott

Lake Forest, Illinois, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Healthcare, DiagnosticsIndustries

Requirements

Naturally curious with ability to actively listen and understand needs (or needs behind the need)
Process-oriented mindset to evaluate, challenge, streamline, or automate commercial processes, ensuring alignment with global processes and KPIs
Deep understanding of business vertical sales data and ability to connect disparate data across multiple sources
Experience with sales funnel and forecast projections
Expertise in Segmentation and Targeting process, including running HCP/Customers panel analysis based on business strategy, data, and sales force expertise
Ability to analyze market, competitors, diagnosis causals for performance by rep and sales manager
Understanding of PowerBI metrics, trends, SFDC (Salesforce.com), and when to build in SFDC vs. PowerBI
Experience with monthly fieldwork with sales reps to understand day-to-day operations, territory management, KPIs performance, strategy execution, market share/growth, and panel analysis
Act as Salesforce.com SME, including day-to-day support, resolution, and how CRM supports the overall sales process
Ability to create and publish reports and dashboards for quantitative/qualitative leading and lagging indicator KPIs

Responsibilities

Build strong partnerships with all levels of sales to understand commercial needs, translate into value-driven solutions, and lead implementation aligned with global strategy and commercial growth
Improve processes that help sales teams and partners: evaluate commercial processes, identify areas to streamline or automate, challenge current state for accuracy/efficiency
Support change management and implementation of solutions, including training and effective communications (explaining the 'why')
Support commercial teams with analytics and insights: develop understanding of sales data, support sales funnel/forecast projections
Responsible for Segmentation and Targeting process: run HCP/Customers panel analysis based on business strategic target, data, and sales force expertise
Understand drivers of results, partner with sales teams on 'data story' (trends, improvement areas), emphasize data quality
Analyze market, competitors, and performance causals by rep/sales manager
Conduct monthly fieldwork with reps to understand day-to-day, territory management (KPIs, strategy execution, market share/growth, panel analysis)
Maximize benefits of commercial tech stack: act as Salesforce.com SME, provide day-to-day support/resolution
Create and publish reports and dashboards for quant/qual leading and lagging indicator KPIs

Skills

Sales Force Effectiveness

Commercial Strategy

Sales Analytics

Project Implementation

Program Management

Abbott

Healthcare solutions in diagnostics and devices

About Abbott

Abbott Laboratories focuses on improving health through various medical technologies and health solutions. The company operates in areas such as cardiovascular health, diabetes management, diagnostic testing, nutrition, and neuromodulation for chronic pain and movement disorders. Abbott's products include advanced medical devices and diagnostic tests that help healthcare professionals and patients manage health conditions effectively. For example, their cardiovascular technologies assist in heart health management, while diabetes care products enable accurate glucose monitoring without painful fingersticks. Unlike many competitors, Abbott emphasizes accessibility and affordability in its offerings, aiming to make life-changing technologies available to a broader audience. The company's goal is to positively impact global health and well-being, supported by a commitment to sustainability and a 2030 Sustainability Plan.

Lake Bluff, IllinoisHeadquarters

1888Year Founded

IPOCompany Stage

HealthcareIndustries

10,001+Employees

Risks

Departure of key leader Dr. Adamson may affect Abbott's Heart Failure division.

Integration challenges with Medtronic could impact glucose monitor-insulin pump rollout.

Thermo Fisher's microfluidics expansion may increase competition for Abbott.

Differentiation

Abbott integrates continuous glucose monitoring with automated insulin delivery systems.

Abbott's microfluidic devices streamline diagnostic processes efficiently.

Abbott's neuromodulation products target specific nervous system areas for chronic pain relief.

Upsides

Microfluidic technology offers cost-effective solutions in diagnostics.

Strategic partnerships like Abbott-Medtronic enhance product offerings and market reach.

Significant investments indicate strong market confidence in Abbott's healthcare solutions.

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