JOB DESCRIPTION:
JOB SUMMARY
Contribute to the long-term growth of Abbott Nutrition products in territory by increasing awareness among Health Care Professionals on the significant role of nutrition in improving quality of life, and the superiority of Abbott products to competitor brands. Gain new business and grow existing business through a multichannel, customer engagement strategy that builds HCP confidence in and loyalty to Abbott brand products.
CORE JOB RESPONSIBILITIES
Understand the market and category opportunities within territory to identify opportunities for market share growth at the customer/account level
Maintain deep, current knowledge about medical and nutritional science, the evolving healthcare landscape, and emerging digital trends to support selling and educating a broad and deep network of HCPs about Abbott products
Develop and execute on multichannel customer engagement plans that generate demand for Abbott brand product and grow recommendation and market share
Leverage information about customer segmentation,
type and behaviors to inform customer engagement and account management strategies
Develop and maintain strong relationships with HCPs throughout the customer account, at different levels of responsibility and influence using existing relationships with HCPs and others to expand customer network
Secure commitment to recommend Abbott products as the brand of choice by increasing HCP knowledge about the role and importance of nutrition on patient quality of life at key points throughout the patient care journey; and the role of Abbott’s products in increasing quality nutrition through consultative selling dialogues
Define and deliver ‘Unique Value Proposition’ from the HCP’s perspective (including but not limited to the positioning of Abbott brand products) by continuously uncovering the needs and priorities of individual HCPs using multichannel touchpoints and engagement activities
Effectively deliver a consultative sales call from the per