MAIN PURPOSE OF ROLE
Conduct market research and feasibility studies to analyze the viability of alternative business development opportunities.
Main Responsibilities
- 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
