Core Job Responsibilities:
* Ensure a customer oriented culture within the team and within the affiliate, document and share field insights within Abbott
* Analyze current sales situation per targeted pharmacies, develop sales plans including measurable goals, tactics and resource allocation, ensure sales plan execution
* Organize priorities and manage Team 's time to ensure Trade Sales Representatives' goals achievement and tactics execution
* Develop a District Business Plan, coach and motivate Trade Sales Representatives in developing thorough Business Plans that address their most strategic pharmacies
* Empower Trade Sales Representatives regarding profitable commercial policy and value proposition execution, ensure they are able to sell the value proposition: demonstrate to their customers the strategic interest for them of Abbott's initiatives, using financial ratios
* Negotiate with smaller chains or Independent small Buying Groups not integrated within Trade Key Account Managers (TKAM) portfolio and deliver profitable sales results
* Develop and maintain a positive mindset and a culture of accountability that rewards those that drive business results
* Recruit and hire high-potential Trade Sales Representatives
* Coach and develop Trade Sales Representatives by visiting customers with them (Joint visits); document observations utilizing the coaching grid with Trade Sales Representatives
* Provide objective, constructive ongoing performance feedback and coaching
* Conduct annual performance appraisals, soliciting input from TKAM, Trade Marketing and if applicable, Medical Representatives
* Ensure the ROI of activities and provide regular feed-back to TKAM, Trade Marketing, and Marketing Teams, monitor KPIs to evaluate Team's performance (e.g., turnover/Trade Sales Representatives, orders/calls, sell-out actions implemented, days in field, number of sales calls, call frequency, numeric-weighted distribution, share of shelf, recommendation level, etc.)
Education/Qualifications/Experience:
* Bachelor Degree in Pharmaceutical Science/Human or Vet Medicine/General Science
* Minimum 10 years of Commercial/Sales experience in Pharma industry that involved working closely with customers to deliver results
* Minimum 3 years of relevant managerial experience in Health Care (OTC, Gx), Fast Moving Consumer Goods (FMCG) and/or Retail
* Strong coaching and leadership profile
* Consultative selling and Negotiation skills
* Strong analytical skills (i.e., ROI calculation, forecasting and planning) and Capacity to manage P &L
* Organization and Industry intelligence
* Literacy in Microsoft office applications
* Good command of English
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