JOB DESCRIPTION:
About Abbott
Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
Working at Abbott
At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:
- Career development with an international company where you can grow the career you dream of.
- A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
- A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.
Reports to: Head of Ethical, with dotted line to Commercial Lead
Career Level: Professional/Management
Location: Nationwide
MAIN PURPOSE OF ROLE
Responsible for planning, directing and coordinating overall sales activities and strategies across Vietnam to enable the long-term sustainable growth of Abbott FreeStyle Libre. Increase awareness and adoption of continuous glucose monitoring (CGM) among Health Care professionals and high potential accounts. Manage a team of 4 customer development (CD) specialists to generate new business and grow existing business. Develop the planning, selling, and relationship skills of CDs to establish a high performing ethical sales team. Develop KOL relationships to promote the Abbott FreeStyle Libre brand and influence the perception of HCPs in relevant specialties and at all levels.
MAIN RESPONSIBILITIES
- Understand the market and category opportunities within territory to identify opportunities growth at the customer/account level. Establish CGM technology, Ambulatory Glucose Profile, and Time in Range as new Standards of Care for Diabetes Management in Vietnam
- Maintain strong, current diabetes, scientific, and medical knowledge to support selling and educating about FreeStyle Libre and glucose monitoring solutions. Define and support the execution of customer account development plans by coaching and developing CDs to become high performers.
- Observe Customer Development interactions with HCPs, care team, institutional stakeholders and evaluate the strengths and development needs of each team member and create development plans to establish a high performing sales team that is equipped to do value based selling
- Provide real-time coaching and SFE feedback to CDs on their planning, selling, and relationship skills to strengthen their customer relationships and influence.
- Handle Customer Development escalations by problem-solving and managing challenging customer situations. Role-model strong consultative dialogue skills to educate HCPs on FreeStyle Libre, and influence HCP recommendation behaviour.
- Help Customer Development team to convert non-recommending HCPs to recommenders, especially for insulin using patients living with diabetes. Develop KOL relationships with influential HCPs who can be advocates of the Abbott and FreeStyle Libre brand.
- Leverage KOL relationships to gain access to and influence HCPs with whom no relationship exists, and/or who do not recommend Abbott products as the brand of choice. Help set account-level targets for CDs and support their ability to meet these targets.
- Educate CDs on their role in the success of the territory, by setting targets that roll-up to national sales objectives, and helping them create account plans that will enable them to meet those targets.
- Work with CDs and department heads at Key Accounts to implement CGM protocols and workflows supported by hospital listing to accelerate adoption and recommendation
- Work closely with Business Manager and marketing team to ensure best utilization of marketing budget to meet overall target
- Deploy marketing programs through CDs and customers, including education, execution, and tracking of program impact/success.
- Enable ethical field force to meet KPIs. Maximize productivity. Role-model ethical behavior by demonstrating integrity and transparency.
SUPERVISORY RESPONSIBILITIES
Customer Development Specialists
MINIMUM BACKGROUND/ EXPERIENCE REQUIRED
Work Experience
Minimum 5 years
- Sales management experience in Medical Devices or Pharmaceutical industry experience
- Diabetes category knowledge and understanding is advantageous
- Strong ability to develop KOL network as well as manage Key Account in a hospital environment
Education
Bachelor
- Graduate Degree in Pharmacy
CORE Skills Required
- Strategic account management and influencing skills
- Business acumen
- Sales Management and Forecasting
- Communication
- Coaching skills
Behavioral / Leadership Skill (Competencies required for role)
- Analytical, energetic & strive in a highly result-oriented environment
- Self-driven with excellent time management skills; ability to set priorities
- Strong interpersonal skills and ability to influence KOLs
- Lead by example and bias for action
- Must be willing to travel 40-60% during the work week
Language Skill
(any specific language required)
- English and Vietnamese
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:ANI International Nutrition
LOCATION:Vietnam > Ho Chi Minh City : Me Linh Point Tower
ADDITIONAL LOCATIONS:
WORK SHIFT:Standard
TRAVEL:Not specified
MEDICAL SURVEILLANCE:Not Applicable
SIGNIFICANT WORK ACTIVITIES:Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
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What We Do
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 109,000 colleagues serve people in more than 160 countries.
