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: Sales Representative Infectious Disease.
Zone: Norte (País Vasco, Rioja, Navarra, Aragón), Cantabria, Castilla y León (Burgos y Soria).
MAIN PURPOSE OF ROLE
The position of Sales Account Representative is within our Business Unit Infectious Diseases located at Abbott Rapid Diagnostics Heathcare 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.
MAIN RESPONSIBILITIES
1. Maintain installed base & grow new strategic customer segments
2. Pursue and track new sales leads and manage opportunities in the sales funnel utilizing SalesForce.com regularly
3. Assess customer needs ensure key customers and KOL maintain a high level of interests to our products and solutions
4. Regularly visit existing customers and new target customers, focusing on strategic segments
5. Own demo and application activities where relevant
6. Take a co-development approach with the customer and Abbott’s solutions (products and/or services)
7. Close deals to achieve revenue target on an assigned territory
8. Regularly monitor the market and competitor activity, feeding market intelligence regularly into marketing and commercial leadership
9. Frequent travel (up to 80% of time) is anticipated primarily across defined area/territory
10. Identify, research, and contact prospective customers and build long term trusting relationships that will generate future sales and continued revenue growth
11. Provide answers to customers’ enquiries, especially key customers and KOL
12. Organize and own any required customer meetings to impact our value proposition
13. Utilize sales tools and other sales support materials effectively to transfer messages to customers
14. Provide market intelligence information to marketing and sales management, such as customer feedback, customer needs and competitor products or news
15. Execute the territory’s annual sales plans and participate in monthly/ quarterly business reviews.
EXPERIENCE
16. Master’s degree or equivalent in Biological Science or related field
17. At least 3-4 years industry experience (diagnostic, point of care, medical devices) with experience in sales activities in Northern Spain.
18. Proven experience within a commercial environment, on a sales role, with a clear customer orientation
19. Strong knowledge of the in-vitro diagnostic industry, especially infectious disease. Experience in biology (“point of care”) will be an important asset
20. Demonstrated expertise working successfully with KOL and key decision-makers in the region
21. Familiarity with diagnostic industry; thorough knowledge of healthcare market in the country and territory (both public and private segments)
22. Good English conversational level (CEF B1 - B2 minimum)
23. Proficiency using Microsoft Office pack, SalesForce.com and other relevant systems
Qualities & Skills
24. Ability to plan, organize effectively and work in project mode
25. Ability to take initiatives and bring them to life, persevering, autonomous
26. Availability and sense of the customer
27. Good listener and good communicator
28. Team and collaborative spirit
29. Pragmatic and operational approach