Abbott Territory Manager in Hoofddorp, Netherlands

JOB DESCRIPTION:

Essential job Responsibilities

Role

This is a Sales position where the individual is responsible for delivering consistent sales and market share growth and achievement in the assigned territory by identifying the most profitable and strategic opportunities, putting plans in place and managing the fulfillment of the plans to ensure that we gain sustainable new business over time. The individual will have an in-depth understanding of our product lines and will play a key role of supporting management in the formulation of sales strategies and goals.

Major responsibilities:

Top responsibilities

  • Achieve territory total product sales targets as well as the associated individual product market shares and sales targets. Plan and carry out regular customer visits to develop relationships with all key members of the cathlab and purchasing department. The amount of time spent and targeting of accounts should correlate with the priority to keep sales in current accounts and growth in the highest potential accounts. Develop action plans for each account that uses the resources of the entire AV organization to influence the key decision makers. Manage own territory to achieve sales and profitability targets. Monitor market trends and competitor activity in assigned territory on a regular basis.

  • Collects and knows all relevant data for the account (procedures,competition, prices, market share, …)

  • Develop the necessary knowledge and experience to be a valued technical and business consultant within the hospital ecosystem.

  • Provide technical support to clinicians during procedures

  • Implement field based physician and staff training programs.

  • Understand the needs of the customers and follow up diligently on customer requests

  • Maintain close relationships with key accounts (with all patient-related influencers and stakeholders) and ensure their requirements are being met by the Company's products and services where possible. Set up and implement plan of action at account level. Represent Abbott in a professional manner that aligns with Company image, ensuring activities comply with legal and ethical standards.

  • Insure the accurate and timely completion of administration tasks such as customer record keeping (CM), rolling forecasts, monthly report, expenses, etc. in line with divisional standards. Manage samples, demo devices, promotional and expense budgets as per your plan spreadsheet to ensure expenses budget is contained.

  • Value added selling – Extract value of all the things that are not invoiced and convert this value into a higher price or a preference, based on thorough insight into account expectations – ability to understand this concept and identify customer's perceptions of value, depends on sales manager to prepare value add offer

  • Economic Value Selling: Have insight in economic models, clinical study results and related concepts and use this information in a selling process in a basic way

  • Negotiating: prepare and contribute to the negotiation process and to the closing of deals at an agreed price, in line with AV's pricing strategy, as well as with the needs of the account's decision makers – able to negotiate effectively with physicians and purchasers in small accounts

  • Proactively plan your weekly travel schedule and communicate this through the appropriate channels in your country/division.

Reports and Planning

  • Produce concise monthly report on personal activities and outlining plan for following month ensuring the fulfillment of Structural Heart Marketing group requirements.

  • Provide competitors bids offers and updated Abbott sales information for the sales and marketing database.

Knowledge & Skills

  • In depth Market, Product (including competitive) and trouble shooting knowledge, clinical data, also knowledge of various value-add programs and services that Abbott can provide

  • Capable computer skills for Abbott field reporting data system and necessary correspondence and spreadsheets.

  • Ability to put together a territory business plan. Numerical ability

  • Professional business communication skills and acumen

  • Comprehension of relevant clinical data

  • Understanding of vascular disease states and imaging techniques

  • Good English speech and writing skills

R equired competencies

People and professional Competencies

  1. Innovation: Ability to generate creative ideas HCP activities in their accounts to project AV leadership and win new business.

  2. Integrity: Following the code of business conduct and OEC guidelines while conducting oneself as a professional business person as defined by the manager.

  3. Adaptability: Understanding the environment of each hospital and personalities of all HCP and decision makers and adapting the approach, activities and communication to have a leadership image and win business.

  4. Teamwork: Supporting your team members with your expertise and empathy while participating in efforts to maintain the leadership position in the Netherlands.

  5. Initiative: Actively looking for and identifying opportunities. Not waiting to be told to complete a task.

  6. Drive for results: Commit to doing something and doing it. Meeting the plan and LBE sales and profit every month, launching a product according to planned projections without any excuses.

Selling Competencies

  1. Focus on Customers and Build Relationships P

  2. Plan and Manage Accounts

  • Targeting and Planning

  • Customer Relationships Mgt

  • Reporting

  1. Promote and Sell our Company and Products & services
  • Product Knowledge (product, clinical, therapy/pathology)

  • Negotiating

  • Value Added Selling

  • Economic Value Selling

  1. Manage Forecasting
  • Forecasts for product launches and monthly sales by account (LBE)
  1. Ability to prioritise tasks in alignment with sales manager

Educational requirements

  • Appropriate tertiary qualification or Medical/Paramedical certification e.g. nursing or relevant industry experience.

  • prior learning of professional selling skills.

Experience

  • 1-3 years of Medical Device sales experience and proven track record

JOB FAMILY:

Sales Force

DIVISION:

AVD Vascular

LOCATION:

Netherlands > Hoofddorp : Wegalaan 9

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 50 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Not Applicable

Abbott is about the power of health. For more than 125 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 150 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health.

The people of Abbott come to work each day with relentless energy, enthusiasm and a promise to enhance the health and well-being of millions of people. They push the boundaries to help manage and treat some of life’s greatest health challenges.

We invite you to explore opportunities at Abbott , to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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