Indirizzo- Understand the market and category opportunities within territory to identify opportunities for market share growth at the customer/account level.
- Maintain strong, current nutrition, scientific, and medical knowledge to support selling and educating about Abbott products. Support the execution of customer account plans by coaching and developing HCP reps to become high performers.
- Observe rep interactions with HCPs and PGs and evaluate the strengths and development needs of each rep (PGs will be observed by PG Supervisor).
- Consider the strengths and development needs of the team overall, to understand how to optimize strengths across the territory.
- Provide real-time coaching and feedback to HCP reps on their planning, selling, and relationship skills to strengthen their customer relationships and influence.
- Create development plans for each HCP rep to resolve individual and team-based capability gaps, to establish a high performing sales team.
- Handle rep escalations by problem-solving and managing challenging customer situations. Role-model strong consultative dialogue skills to educate HCPs on nutrition and Abbott products, and influence HCP recommendation behaviour.
- Help reps to convert non-recommending HCPs to recommenders of Abbott products. Develop KOL relationships with influential HCPs who can be advocates of the Abbott brand.
- Leverage KOL relationships to gain access to and influence HCPs with whom no relationship exists, and/or who do not recommend Abbott products as the brand of choice. Help set account-level targets for HCP reps and support their ability to meet these targets.
- Educate HCP reps on their role in the success of the territory, by setting targets that roll-up to territory objectives, and helping reps create account plans that will enable them to meet those targets.
- Deploy marketing programs to HCP reps and customers, including education, execution, and tracking of program impact/success. - Enable ethical field force to meet regional and team KPIs. Role-model ethical behavior by demonstrating integrity and transparency
