National Sales Manager
Abbott Laboratories - United Kingdom

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Job Title National Sales Manager AutoReqId 85485BR Job Family Sales Job Category Full-Time Job Classification Permanent Division Abbott International Shift Days Relocation Assistance None Job Description • Leading and managing a team of hospital specialist sales representatives, and allocated promotional budgets, to deliver the sales targets and objectives set by the Business Unit Manager.
  • Managing and developing one full-time field coach to ensure the development, co-ordination and delivery of coaching plans for all representatives to drive improvement in in-call quality.
  • To co-ordinate all salesforce brand commercial activities and performance, ensuring that the team exceeds goals.
  • To work closely within the Core Brand Team and represent the Salesforce, to ensure all relevant market intelligence and in field execution feedback is transferred to shape Brand strategies
  • To champion the new multidisciplinary way of working in the field
Major Accountabilities
  • Responsible for achieving the sales targets and delivering goals (including activity targets, targeting etc.)
  • Responsibility for hiring, developing and maintaining a team of hospital specialist representatives.
  • Develop local sales solutions and strategies to grow the sales of Virology promoted products nationally within agreed expense budgets.
  • Implement and monitor marketing strategies and promotional campaigns
  • Develop selling and account management skills and product knowledge of all team members
  • Managing and developing the sales performance coach to support the team to drive improvement in selling skills.
  • Represent the team within the core brand team, feeding into strategy, plans and tactics on a regular basis with the rest of the cross-functional team.
  • Monitor and consolidate the outcomes of account plans in order to feed the brand planning process and brand team meetings
  • Set targets, objectives and incentives schemes at the beginning of each sales cycle relating to work input, output and quality
  • Coach and follow up on the knowledge and skills development of the sales team.
  • Collate and elevate consolidated market intelligence and in field performance to the Brand Team
  • Influence the opinions of key stakeholders assigned by the Brand team (e.g. high prescribing physicians, wholesalers) and as planned in the in field teams
  • Monitor performance of the representatives: carry out regular reviews of agreed objectives and follow up as necessary
  • Motivate and build effective multidisciplinary in field teams, communicating the brand strategy and how this is translated into specific objectives
  • Forecasting and budget planning
General Accountability

To comply with the company’s policies and procedures to meet statutory, quality and business requirements within the overall strategy and objectives Abbott Laboratories Ltd.

Note: This job description describes the principal and main elements of the job. It is a guide to the nature and main duties of the job as they currently exist, but is not intended as a wholly comprehensive or permanent schedule and is not part of the contract of employment. Skills/Experience Requirements Experience & Knowledge:
  • Essential – prior experience in sales management
  • Demonstrated experience in managing people
  • Excellent knowledge of the NHS
  • Good knowledge of the ABPI Code of Practice
  • Training experience desirable
  • Some experience in marketing desirable
Skills:
Territory strategist
  • Ability to think strategically, e.g.:
– Goals setting and definition of the strategies to achieve them
– Focus on development of high potential area (at sales, people and project level)
– Understanding of the various influences, pressures and demands that impact stakeholders decisions
Team leader
  • Ability to create and manage Teams, encouraging experience exchange and best practice sharing
Talent manager
  • Ability to develop high performers and “manage” low performers
  • Ability to take care of the people’s professional development
  • Ability to identify, retain and recruit high potential people
Customer orientation
  • Ability to build a good relationship with KOLs
  • Ability to identify needs and attitudes of the different customer segments
Planner
  • Ability to organize and plan work activities (realistic plans, action steps and timetables, as well as clear expectations)
  • Ability to understand targeting principles and develop specific targeting and operational plans
Communicator
  • Ability to communicate vision and be a facilitator among the different in field roles and towards the Brand team
  • Ability to operate and communicate effectively in a matrix environment
  • Ability to gather customer insights
Analyst
  • Ability to analyse and interpret sales data and drive sales team activity accordingly Education Requirements Degree caliber or equivalent Percent of Travel 50+ % Country United Kingdom State/Province Field Site Location Field Sales - FS

Abbott Laboratories - 3 years ago - save job - copy to clipboard
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Filling baby bottles and treating disease... these are the habits of Abbott. Abbott Laboratories is a top health care products manufacturer....