Territory Sales Specialist

1 settimana fa

Milano, Lombardia, Italia Abbott A tempo pieno

Position Overview:

The Sales Representative will report directly to the Sales Manager for Italy, with key objectives including:

  • Effectively promoting and selling Abbott's products and services by leveraging product knowledge and fostering strong customer relationships within a designated area.
  • Successfully converting business opportunities into finalized sales with both public and private sector clients.
  • Achieving or surpassing sales and performance targets that align with the overarching commercial strategy for the country.

Main Responsibilities:

  • Maintain and expand the existing customer base while identifying new strategic market segments.
  • Proactively pursue and manage new sales leads, ensuring effective tracking of opportunities through the sales pipeline.
  • Evaluate customer requirements to ensure that key clients remain engaged with our offerings.
  • Conduct regular visits to both current and prospective customers, concentrating on strategic market segments.
  • Lead demonstration and application activities as needed.
  • Collaborate with customers in a co-development approach regarding Abbott's solutions.
  • Close sales to meet revenue targets within the assigned territory.
  • Continuously monitor market trends and competitor activities, providing valuable insights to marketing and commercial leadership.
  • Expect frequent travel (up to 80% of the time) primarily within the defined territory.
  • Identify and establish long-term relationships with potential customers to drive future sales growth.
  • Respond to customer inquiries, particularly from key clients.
  • Organize and lead necessary customer meetings to effectively communicate our value proposition.
  • Utilize sales tools and resources to effectively convey messages to customers.
  • Provide market intelligence to marketing and sales management, including customer feedback and competitor insights.
  • Execute the annual sales plan for the territory and participate in regular business reviews.

Additional Expectations:

  • Develop and nurture customer accounts within the assigned territory to sustain and grow business.
  • Formulate tailored sales strategies for each customer, engaging stakeholders at all levels.
  • Document and track all activities in accordance with company requirements.
  • Seek efficient communication methods with customers through approved Abbott platforms.
  • Collaborate with marketing and scientific teams on key customer projects.
  • Be accountable for addressing customer needs and resolving issues promptly.
  • Install equipment at customer locations and provide training to new users.
  • Prioritize key accounts and work closely with local teams to secure and retain them.
  • Demonstrate product knowledge and expertise through mandatory annual recertification.
  • Participate in relevant congresses and events within the assigned region and occasionally at international events.
  • Monitor business progress and results within the territory, ensuring regular reporting to the Sales Department.
  • Uphold the company's image, including collaboration with other Abbott divisions.
  • Work with sales support teams to ensure effective management of tenders, quotations, and contracts.

Required Skills and Attributes:

  • Demonstrate ethical and professional behavior.
  • Maintain a positive attitude and collaborative spirit.
  • Proficient in engaging with customer stakeholders at all levels.
  • Skilled negotiator capable of managing complex sales situations.
  • Strong track record in closing sales deals.
  • Effective listener and problem solver.
  • Entrepreneurial mindset with a willingness to learn and take initiative.
  • Focus on achieving results and ensuring customer satisfaction.
  • Conversational proficiency in English (minimum CEF B1).
  • Ability to prioritize and organize personal activities effectively.
  • Quick learner with the capacity to develop expertise in Abbott's product and clinical areas.

Qualifications:

  • Master's degree or equivalent in Biological Science or a related field.
  • A minimum of 5-8 years of industry experience, ideally with 5 years in a sales role.
  • Proven track record in a commercial environment with a strong customer focus.
  • In-depth knowledge of the in-vitro diagnostic industry, particularly in infectious diseases.
  • Experience working successfully with key opinion leaders and decision-makers in the region.
  • Familiarity with the diagnostic industry and comprehensive understanding of the healthcare market.
  • Successful negotiation history.
  • Proficient in Microsoft Office and other relevant systems.

Geographical Focus: This role is centered on Lombardy, with a preference for candidates residing in the region.

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