Medical Sales Representative

hace 2 semanas

Madrid, España Abbott Laboratories A tiempo completo

**About Abbott**

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.

**Working at Abbott**

At Abbott, You Can Do Work That Matters, Grow, And Learn, Care For Yourself And Family, Be Your True Self And Live a Full Life. You Will Have Access To
- Career development with an international company where you can grow the career you dream of.
- A company named one of the most admired companies in the world by Fortune.
- A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

**The Opportunity**

Medical Sales Representative - Huelva y Sevilla.

**Core Job Responsibilities**
- Deliver expected performance and beyond (sales) in his/her territory. **90% Huelva - 10% Sevilla ( H**ospital** **Virgen Macarena)**.
- Creates a pre-call plan using SMART objectives & effectively evaluates sales calls and documents post-call.
- Utilizes innovative approaches and resources to gain access to difficult to see customers and elevates results and outcomes to the ANI team level through his/her Sales Manager
- Differentiates Abbott’s value proposition to all health providers assigned and Effectively handles objections or concerns.
- Continuously strive to gain market intelligence: insights on customer needs, expectations and environmental challenges, which are shared across the in field teams and leverage to the ANI teams (e.g. dedicates significant effort to the stakeholder interaction in order to capture valuable insights around needs and expectations).
- Shares best practice to enhance our business success across the ANI Teams and work effectively in the district in field teams, either as a co-ordinator or a stakeholder facing team members.

85% Work in the field (Project Implementation, Calls with KOLs & Accounts, KOL

Management/Development, Congress participation)

15% Develop and implement strategically innovative sales & marketing programs and promotional campaigns to grow, including marketing material, activities and messages - create KPIs and ROI

Administration (expense reports, approvals, budget review, highlights)

**Expected Performance Standards**
- Deliver programs on time and within budget
- Fulfill annual sales plan
- Attain Plan sales forecasts
- Demonstrate thorough, in-depth understanding of market and drivers
- Understand and adhere to Abbott corporate (not merely local) standards and serve as an example for others
- Be the Product “Champion” within and outside the Organization
- Comply with FCPA and Abbott ethical standards and Code of business practices
- Comply with expense reporting practices
- Expenses within budget

**Minimum qualifications**
- University degree
- Relevant industry sales experience
- Good knowledge of English will be valuable
- Other experience as determined by the specific role needs and stakeholder alignment (distinction between primary and specialty care reps as shown in this section)

**Knowledge**
- Practical knowledge and understanding of customer/disease area requirements.
- Demonstrates in-depth product, therapeutic, competitive and scientific knowledge. Maintains knowledge of market challenges and opportunities.
- Develops and maintains a proficiency in the use of business tools (CRM, etc).
- Knowledge of Industry and local market conditions
- Maintains a thorough knowledge of internal and external support programs, which he/she can leverage to achieve his/her goals
- Identifies and understands policies, protocols and the political environment of institutional accounts that may affect the work of e.g. the physicians.
- Knowledge of territory and relationships with key customers already established.
- In depth knowledge of disease area or appropriate specialty.

Sales skills
- Ability to influence different stakeholders, mainly external customers.
- Clear communicator in transfering messages and values to customers
- Efficient in dealing with objections and asking questions.
- Reach win-win agreements with customers
- Utilizes knowledge of disease state, benefits over competition, patient type and product information during customer interactions.
- Leverages relationships to support the business relationships and sell ANI products
- Adapts to any selling environment, customer behaviour and personality while maintaining rapport

Territory Management
- Ability to analyze market data and understand Strategic Plans
- Ability to take business decisions with short and long term impact
- Develops a thorough action plan focused on key customers. Proactively identifies business opportunities. Allocates and adjusts resources to maximize ROI.
- Demonstrates an in depth knowledge of available resources and leverage knowledge to drive business.
- Proactively identifies customer style and tailors all aspects of selling model in

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