Sales Representative Puglia - Rapid Diagnostics
abbot
Naples, Campania , Italy
2 gg fa

Reporting to Sales Manager - Italy, We are looking for a Sales Representative for our Rapid Diagnostic Team in Italy.

Reporting to the Sales Manager Italy, the overall goals of a Sales Representative are :

  • To efficiently promote and sell ID products and services utilizing product expertise and strong relationships with customers within an assigned geography
  • To effectively transform business opportunities into closed deals with public and private customers
  • To meet or exceed sales and other targets aligned with the country commercial plan and strategy
  • The main responsibilities of this role are to :

  • maintain installed base & grow new strategic customer segments
  • pursue and track new sales leads and manage opportunities in the sales funnel utilizing SalesForce.com regularly
  • assess customer needs ensure key customers and KOL maintain a high level of interests to our products and solutions
  • regularly visit existing customers and new target customers, focusing on strategic segments
  • own demo and application activities where relevant
  • take a co-development approach with the customer and Abbott’s solutions (products and / or services)
  • close deals to achieve revenue target on an assigned territory
  • regularly monitor the market and competitor activity, feeding market intelligence regularly into marketing and commercial leadership
  • Frequent travel (up to 80% of time) is anticipated primarily across defined area / territory
  • Identify, research, and contact prospective customers and build long term trusting relationships that will generate future sales and continued revenue growth
  • Provide answers to customers’ enquiries, especially key customers and KOL
  • Organize and own any required customer meetings to impact our value proposition
  • Utilize sales tools and other sales support materials effectively to transfer messages to customers
  • Provide market intelligence information to marketing and sales management, such as customer feedback, customer needs and competitor products or news
  • Execute the territory’s annual sales plans and participate in monthly / quarterly business reviews
  • Other expectations and duties

  • Prospect, track and develop customer accounts on the assigned territory, in order to maintain customer base business and grow turnover of the territory by acquiring new customers and segments
  • Develop the right sales strategy for each customer, considering contact with stakeholders at all levels
  • Log and track all activities in SalesForce.com as per the company requirement
  • Seek the best and most efficient ways of communication with customers, via Abbott vetted platforms
  • Collaborate with marketing and scientific liaison on key projects with customers, KOL or other bodies
  • Accountable to serve customer needs and requests, taking any actions to respond and resolve them
  • Install instruments at customer sites and provide training to new users
  • Prioritise strategic / key accounts and collaborate with local team in order to win and maintain them (scientific liaison, marketing, sales management)
  • Will demonstrate product and other subject-matter knowledge on an annual basis via the mandatory recertification process
  • Participates on congresses & events in the assigned region or in occasions at international events
  • Closely monitor business progression and results on the assigned territory Ensures regular reporting to your Sales Department, and contributes to the reliability of sales forecasts
  • Ensure the Company image is preserved, including other Abbott divisions
  • Collaborate with sales support teams to ensure effective tenders, quotations and commercial contract management
  • Behaviours & Skills

  • Acts and behaves ethically and professionally
  • Positive mindset and collaborative attitude to bring down barriers
  • Proficient in dealing with customer stakeholders at all levels
  • Skilled and experienced negotiator, able to manage complex sales opportunities
  • Solid in building and closing sales deals
  • Good listener and active problem solver
  • Entrepreneurial, eager to learn and to take initiative, perseverant
  • Focus on results and customer satisfaction
  • Good English conversational level (CEF B1 minimum)
  • Strong capacity to prioritize and schedule own activities
  • Strong learner capable of developing expertise in Abbott’s product, clinical & diagnostic areas
  • Background & Experience

  • Master’s degree or equivalent in Biological Science or related field
  • At least 5-8 years’ industry experience with ideally 5 years of experience in commercial activities
  • Proven experience within a commercial environment, on a sales role, with a clear customer orientation
  • Strong knowledge of the in-vitro diagnostic industry, especially infectious disease
  • Demonstrated expertise working successfully with KOL and key decision-makers in the region
  • Familiarity with diagnostic industry; thorough knowledge of healthcare market in the country and territory (bot public and private segments)
  • Track record in successful negotiations
  • Proficiency using Microsoft Office pack, SalesForce.com and other relevant systems
  • Geography : focus on Puglia, Bari with preferred residence in this Region

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