Territory Sales Achievement
• Ensure optimal execution of plans of action (POA), field tactics programs, and territory plans.
• Regularly review achievement of sales against targets and initiate appropriate actions to ensure performance is in line with objectives.
• Ensure enlistment of new product listings in Government and Private Hospitals.
• Deliver on expectations and hold yourself accountable for results.
Territory Management & Business Planning
• Manage and develop the territory through proper profiling, analysis of the situation, identification of business opportunities, resource allocation, development, and realization of an adapted action plan.
• Identify individuals within hospitals involved in the buying decision process, including Advocates, Endorsers, Gatekeepers, Pharmacists, and Hospital Purchasers, and build and maintain close business relationships with these stakeholders.
• Actively seek and identify areas for continuous improvement on an ongoing basis.
• Develop Territory Business Plans based on key objectives and allocate resources (e.g., calls, budget) for optimal sales impact.
• Execute business plans to ensure resources are directed to accounts and customers of greatest potential.
• Follow up on Government Tender usage and monitor buying trends on a monthly basis.
Customer Focus and Service
• Develop and maintain relationships with key opinion leaders and stakeholders within Government Hospitals and Private Specialist accounts.
• Deliver core promotional messages using approved detail aids and in line with POA.
• Ensure high levels of customer satisfaction through strategic engagement with key doctors, pharmacists, nurses, and purchasers.
• Understand and comply with Abbott’s Code of Conduct.
• Leverage key customer relationships to gain market intelligence and support successful formulary listings in both Government and Private Hospitals.
Reporting & Administration
• Submit timely monthly territory reports, highlighting deviations from the Business Plan and planned actions to align performance with objectives.
• Demonstrate comprehension and use of key reports, including CLM and Arise Dashboards.
• Ensure timely submission of product quality complaints, adverse events, and medical inquiries to affiliate QA, PV, and Medical functions according to standard operating procedures.