JOB DESCRIPTION:

About Abbott

Abbott is a global healthcare leader, creating breakthrough science to improve people\xe2\x80\x99s health. We\xe2\x80\x99re 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.

Senior Medical Representative

This position works out of our UAE location in Abbott Nutrition Division

About Nutrition Division

Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands \xe2\x80\x93 including Similac\xc2\xae, PediaSure\xc2\xae, Pedialyte\xc2\xae, Ensure\xc2\xae, Glucerna\xc2\xae and ZonePerfect\xc2\xae \xe2\x80\x93 to help get the nutrients they need to live their healthiest life.

What You\xe2\x80\x99ll Do

Contribute to the long-term growth of Abbott Nutrition products in territory by increasing awareness among Health Care Professionals on the important 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.

Business Outcomes

Increased sales of Abbott products, and increased market share in brand / product

Increased HCP awareness and preference/recommendations for Abbott products

Increased demand for Abbott products within territory

Increased brand relevance and usage in healthcare institutions

Continuous improvement through innovative, multichannel touchpoint activities to access and influence HCP brand adoption

Key Responsibilities and Activities

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\xe2\x80\x99s products in increasing quality nutrition through consultative selling dialogues

Define and deliver \xe2\x80\x98Unique Value Proposition\xe2\x80\x99 from the HCP\xe2\x80\x99s 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 perspective of the HCP (and their patients) to expand HCP\xe2\x80\x99s knowledge of nutritional interventions and the measurable benefits of Abbott brand products, anticipate and manage objections, and gain clear commitment to recommending Abbott products and other brand-building activities

Establish target customers and develop clear customer plans to achieve coverage, frequency and call rate objectives

Implement customer segmentation, identify new leads/customers and ensure timely reporting of daily activities as per the SFE SOP

Use data and insights from digital and other omnichannel activities to refine HCP profiles and choose engagement activities that will fit the needs, preferences and goals of each individual HCP

Collaborate with cross-functional teams (Marketing, SFE, CRM, etc..) to support patient education regarding nutrition and Abbott brands, to influence customer and patient choice of nutrition products, and deliver a consistent, end-to-end customer engagement experience

Measure progress against customer and account objectives, per the account plan, and take action to ensure targets and KPIs are met (monthly, quarterly, annually) as assigned by the Sales Manager

Act in alignment with compliance and regulatory expectations

Key Business Challenges

Driving growth and market share in targeted Hospitals/Clinics by influencing HCP behaviors (tendency to recommend) without authority

Resolving challenges related to HCP knowledge of nutrition importance/practice, and policy barriers, to drive recommendation of nutrition products

Gaining access to HCPs through multiple engagement channels (digital, remote/virtual, in-person)

Defining and delivering \xe2\x80\x98value\xe2\x80\x99 beyond the product, customized to the needs and preferences of the HCP

Leveraging digital platforms to drive and support customer engagement while at the same time educating and influencing customers to adopt new ways of interacting

Managing HCP resistance to recognizing the importance of nutritional intervention, and the nutritional superiority of Abbott brand products

Influencing patient choice without direct patient contact (HCP rep has no direct interface with patients except in ward meetings)

Key Success Factors

Integrates knowledge about nutrition, science, omnichannel engagement and the healthcare landscape to deliver customized value to HCPs at all points in the adoption curve

Builds and maintains strong relationships with HCPs (gains trust and respect) using multiple engagement platforms/channels (including digital, remote/virtual and face-to-face)

Applies customer insights as a two-way process: using engagement data to inform strategy/activities, and collecting feedback/behavioral data to further refine customer profiles and engagement strategy

Approaches accounts strategically and holistically (i.e., considers accounts together as well as individually to identify and prioritize opportunities)

Works collaboratively with cross-functional teams (Marketing and others) to optimize customer engagement through a consistent, value-driven customer experience

Demonstrates ethical behavior, including integrity, trustworthiness, and transparency

Required Qualifications

Graduate/ Bachelor\'s (pref Science) with minimum 2-3 years of experience preferably in Nutrition segment

Functional Competencies-

Consultative Selling

Customer Engagement

Strategic Account Management

Digital Knowledge & Application

Customer Insights

Financial & Business Acumen

Executional Excellence

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

Connect with us at , on Facebook at and on Twitter @AbbottNews and @AbbottGlobal.

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: United Arab Emirates : Remote

ADDITIONAL LOCATIONS:

WORK SHIFT: Standard

TRAVEL: Not specified

MEDICAL SURVEILLANCE: Not Applicable

SIGNIFICANT WORK ACTIVITIES: Not Applicable

Abbott