Senior/ District Manager - ETC - Nutrition (Nghe An/ Ninh Binh)
On-siteHo Chi Minh City, Ho Chi Minh City (HCMC), Vietnam
Job Summary
Manage a team of HCP representatives to generate new business and grow existing Abbott Nutrition products in the territory. Understand market opportunities to identify growth at the customer/account level, while maintaining strong scientific knowledge to support selling and educating on Abbott products. Observe rep interactions with HCPs and PGs to evaluate strengths and development needs, providing real-time coaching on planning, selling, and relationship skills. Develop individual and team-based capability gaps through tailored development plans and help convert non-recommending HCPs to brand advocates. Set account-level targets that roll up to territory objectives, deploy marketing programs, and enable the ethical field force to meet regional KPIs.
Required Qualifications
- Minimum 2 years as Sales Supervisor experience in Pharmacy and Healthcare industry
- At least 7 years experience as Medical Representative/ Product Specialist in pharmaceutical companies
- Bachelor's Degree in Pharmacy or Medicine
- Strategic account management skills
- Business acumen
- Communication skills
- Coaching skills
- Ability to understand the market and category opportunities within territory to identify opportunities for market share growth at the customer/account level
- Ability to maintain strong, current nutrition, scientific, and medical knowledge to support selling and educating about Abbott products
- Ability to support the execution of customer account plans by coaching and developing HCP reps to become high performers
- Ability to observe rep interactions with HCPs and PGs and evaluate the strengths and development needs of each rep
- Ability to consider the strengths and development needs of the team overall, to understand how to optimize strengths across the territory
- Ability to provide real-time coaching and feedback to HCP reps on their planning, selling, and relationship skills to strengthen their customer relationships and influence
- Ability to create development plans for each HCP rep to resolve individual and team-based capability gaps, to establish a high performing sales team
- Ability to handle rep escalations by problem-solving and managing challenging customer situations
- Ability to role-model strong consultative dialogue skills to educate HCPs on nutrition and Abbott products, and influence HCP recommendation behaviour
- Ability to help reps to convert non-recommending HCPs to recommenders of Abbott products
- Ability to develop KOL relationships with influential HCPs who can be advocates of the Abbott brand
- Ability to 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
- Ability to help set account-level targets for HCP reps and support their ability to meet these targets
- Ability to 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
- Ability to deploy marketing programs to HCP reps and customers, including education, execution, and tracking of program impact/success
- Ability to enable ethical field force to meet regional and team KPIs
- Ability to role-model ethical behavior by demonstrating integrity and transparency
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