Senior Sales Manager

8 months ago

กรงเทพมหานคร, Thailand Abbott Laboratories Full time

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

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

**KEY BUSINESS CHALLENGES**

Driving growth and market share across the territory/area in a fast-changing market/environment (i.e., decreasing HCP access, extension of customer relationship to consumers, need for personalization of value)

Defining and delivering value across a broadening value chain that emphasizes ‘non-product’ value

Leveraging digital platforms to drive and support omnichannel customer engagement while at the same time educating and influencing Medical reps and customers to adopt new ways of working and interacting

Managing change and navigating ambiguity while motivating, engaging, and gaining commitment from team members

Identifying and retaining talent based in an evolving healthcare landscape to maintain an agile, high performing team

Using data to remain agile; anticipating and meeting the changing needs of the market/customers to drive results

Leading and influencing in a large sales organization, identifying and accessing the right stakeholders to solve issues and drive performance through continuous transformation

**KEY SUCCESS FACTORS**

Strong customer insight skills, including integrating digital tools and platforms with traditional touchpoints across channels, and interpreting and translating online and offline customer behaviors into strategic activities

Accurately analyzing the key strengths and development needs of team members, both individually and as a total team, to identify critical development actions

A tendency to “own the business”, holding themselves and their teams accountable for the quality of execution

Ability to influence a variety of internal and external customers at all levels

Ability to experiment and navigate the discomfort of change for self and while leading others

Comfort with complexity,

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