Senior Sales Manager

5 months ago

กรงเทพมหานคร, Thailand Abbott Laboratories Full time

**ROLE DESCRIPTION**
- Business Management 30%
- Customer Management 30%
- People Management 40%
- Contribute to the long-term growth of Abbott Nutrition products in territory by increasing awareness among Health Care Professionals on the important role of nutrition in improving quality of life, and the superiority of Abbott products to competitor brands.
- Gain new business and grow existing business through a omnichannel, customer engagement strategy that builds HCP confidence in and loyalty to Abbott brand products.
- Develop and sustain the knowledge, customer engagement skills, and business acumen of Medical reps to build a high performing ethical sales team
- Develop KOL relationships to promote the Abbott brand and influence the perception of Abbott products as the brand of choice, by HCPs in all specialties and at all levels

**BUSINESS OUTCOMES**

Increased relevance, demand for and sales of Abbott products at all levels of territory/area customers (hospital, HCPs, etc.) resulting in increased market share Increased customer engagement results at all levels of accounts throughout the territory/area across platforms/channels Increased patient/consumer engagement with Abbott brand and products in the territory/area Increased saturation of Abbott KOLs throughout the territory High performing, adaptive/agile team of Medical reps

**KEY RESPONSIBILITIES & ACTIVITIES**
- Enable ethical field force to meet regional and team KPIs
- Analyze market ,category and channel opportunities within territory/area using real-time omnichannel business intelligence to identify opportunities for market share growth at the customer/account level
- Leverage business analytics and customer insights to conduct on-going analysis of growth potential throughout the region and create an omnichannel engagement strategy to establish Abbott as the brand of choice throughout the region
- Develop and support the execution of account plans using an integrated customer omnichannel engagement strategy
- Deploy marketing programs to target customers and accounts via the Medical Reps, including education, execution, and tracking of program impact/success
- Observe and provide progressive, real-time coaching and feedback to Medical reps on every aspect of the customer engagement process

**KEY RESPONSIBILITIES & ACTIVITIES**
- Build and maintain relationships with customers and accounts across digital, remote/virtual and face to face channels to increase awareness and loyalty to Abbott brand products
- Collaborate with the training/SFE to Optimize team performance by identifying knowledge and skill gaps in Medical reps across the team and create individual development plans to elevate capabilities across the territory/area Provide direct, on-going support to Medical reps in the field through collaborative problem-solving, mentoring, coaching, feedback and escalations
- Develop and expand network of KOLs throughout the territory/area, reflecting to influence at all levels of an account (not limited to HCPs)
- Work cross-functionally with Marketing ,Analytics and SFE to gather and interpret customer and market behavior data, translating omnichannel engagement data into real-world activities
- Role-model ethical behavior by demonstrating integrity and transparency
- Act in alignment with compliance and regulatory expectations

**QUALIFICATIONS**
- Consultative Selling
- Customer Engagement
- Strategic Account Management
- Digital Knowledge & Application
- Customer Insights
- Financial & Business Acumen
- Executional Excellence
- People Management

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