JOB DESCRIPTION:
Reporting to the Sales Manager Italy, the overall goals of a Sales Representative are:
- To efficiently promote and sell ID products and services utilizing product expertise and strong relationships with customers within an assigned geography
- To effectively transform business opportunities into closed deals with public and private customers
- To meet or exceed sales and other targets aligned with the country commercial plan and strategy
The main responsibilities of this role are to:
- 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
- Prospect, track and develop customer accounts on the assigned territory, in order to maintain customer base business and grow turnover of the territory by acquiring new customers and segments
- Develop the right sales strategy for each customer, considering contact with stakeholders at all levels
- Log and track all activities in SalesForce.com as per the company requirement
- Seek the best and most efficient ways of communication with customers, via Abbott vetted platforms
- Collaborate with marketing and scientific liaison on key projects with customers, KOL or other bodies
- Accountable to serve customer needs and requests, taking any actions to respond and resolve them
- Install instruments at customer sites and provide training to new users
- Prioritise strategic/key accounts and collaborate with local team in order to win and maintain them (scientific liaison, marketing, sales management)
- 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
- Closely monitor business progression and results on the assigned territory Ensures regular reporting to your Sales Department, and contributes to the reliability of sales forecasts
- Ensure the Company image is preserved, including other Abbott divisions
- Collaborate with sales support teams to ensure effective tenders, quotations and commercial contract management
Behaviours & Skills
- Acts and behaves ethically and professionally
- Positive mindset and collaborative attitude to bring down barriers
- Proficient in dealing with customer stakeholders at all levels
- Skilled and experienced negotiator, able to manage complex sales opportunities
- Solid in building and closing sales deals
- Good listener and active problem solver
- Entrepreneurial, eager to learn and to take initiative, perseverant
- Focus on results and customer satisfaction
- Good English conversational level (CEF B1 minimum)
- Strong capacity to prioritize and schedule own activities
- Strong learner capable of developing expertise in Abbott’s product, clinical & diagnostic areas
Background & Experience
- Master’s degree or equivalent in Biological Science or related field
- At least 5-8 years’ industry experience 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
- 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 (bot public and private segments)
- Track record in successful negotiations
- Proficiency using Microsoft Office pack, SalesForce.com and other relevant systems
Geography: focus on Lombardy with preferred residence in this Region
The base pay for this position is
N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY:
Sales Force
DIVISION:
ID Infectious Disease
LOCATION:
Italy > Milan : Viale Edison 110, Edison Park Centre
ADDITIONAL LOCATIONS:
WORK SHIFT:
Standard
TRAVEL:
Yes, 75 % of the Time
MEDICAL SURVEILLANCE:
Not Applicable
SIGNIFICANT WORK ACTIVITIES:
Not Applicable
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