About Abbott
Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals, and branded generic medicines.
Our 113,000 colleagues serve people in more than 160 countries.
POSITION: Medical Sales Representative Madrid Zona: Madrid, Toledo, Ciudad Real, Cáceres, Segovia, Cuenca, Avila, Guadalajara.
Position Summary The position of Sales Account Representative is within our Business Unit Infectious Diseases located at Abbott Rapid Diagnostics Healthcare SL Spain. Under the responsibility of the sales manager of the Infectious Diseases Spanish division, the primary objective is to efficiently promote and sell ID products and services utilizing product expertise and strong relationships with customers within an assigned geography.
Effectively transform business opportunities into closed deals with public and private customers and to meet or exceed sales and other targets aligned with the country commercial plan and strategy.
Essential Duties and Responsibilities (Key Activities) Maintain installed base & grow new strategic customer segments
Pursue and track new sales leads and manage opportunities in the sales funnel utilizing SalesForce.com regularly
Assess customer needs ensure key customers and KOL maintain a high level of interests to our products and solutions
Regularly visit existing customers and new target customers, focusing on strategic segments
Own demo and application activities where relevant
Take a co-development approach with the customer and Abbott's solutions (products and/or services)
Close deals to achieve revenue target on an assigned territory
Regularly monitor the market and competitor activity, feeding market intelligence regularly into marketing and commercial leadership
Frequent travel (up to 80% of time) is anticipated primarily across defined area/territory
Identify, research, and contact prospective customers and build long-term trusting relationships that will generate future sales and continued revenue growth
Provide answers to customers' enquiries, especially key customers and KOL
Organize and own any required customer meetings to impact our value proposition
Utilize sales tools and other sales support materials effectively to transfer messages to customers
Provide market intelligence information to marketing and sales management, such as customer feedback, customer needs and competitor products or news
Execute the territory's annual sales plans and participate in monthly/quarterly business reviews
Other expectations and duties
You provide regular reporting to your Sales Department, and contribute to the reliability of sales forecasts.
Develop the right sales strategy for each customer, considering contact with stakeholders at all levels
Collaborate with the local team (scientific liaison, marketing, sales management, application specialist) on key projects with customers, KOL or other bodies
Install instruments at customer sites and provide training to new users
Prioritize strategic/key accounts and collaborate with the local team in order to win and maintain them
Will demonstrate product and other subject-matter knowledge on an annual basis via the mandatory recertification process
Participates on congresses & events in the assigned region or in occasions at international events
Collaborate with sales support teams to ensure effective tenders, quotations and commercial contract management
Ensure the Company image is preserved, including other Abbott divisions
Carries out duties in compliance with established business policies and procedures
Education / Experience / Skills Master's degree or equivalent in Biological Science or related field
At least 3 years industry experience (diagnostic, point of care, medical devices) with ideally 5 years of experience in commercial activities
Proven experience within a commercial environment, on a sales role, with a clear customer orientation
Strong knowledge of the in-vitro diagnostic industry, especially infectious disease. Experience in biology (point of care) will be an important asset
Demonstrated expertise working successfully with KOL and key decision-makers in the region
Familiarity with diagnostic industry; thorough knowledge of healthcare market in the country and territory (both public and private segments)
Good English conversational level (CEF B1 minimum)
Proficiency using Microsoft Office pack, SalesForce.com and other relevant systems
Qualities & Skills Ability to plan, organize effectively and work in project mode
Ability to take initiatives and bring them to life, persevering, autonomous
Availability and sense of the customer
Good listener and good communicator
Team and collaborative spirit
Pragmatic and operational approach
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