Maintain strong, current nutrition, scientific, and medical knowledge to support selling and educating about Abbott products
Execute on account plans that grow market share based on these opportunities, in alignment with the territory strategy
Educate HCPs on the importance of nutrition on patient quality of life, and the role of Abbott’s products in increasing quality nutrition, through effective detailing conversations
Conduct consultative selling dialogues with HCPs to secure commitment to recommend Abbott products as the brand of choice
Uncover the needs and priorities of individual HCPs, in order to customize the positioning of Abbott products, and the benefits to the patient of choosing the Abbott brand
Build a story about the Abbott product to demonstrate how the product meets the needs of the HCP, and highlights the benefits of choosing the Abbott brand
Anticipate and manage HCP objections to recommending Abbott products
Gain HCP agreement to recommend Abbott products to patients requiring nutritional support
Measure progress against account objectives, per the account plan, and take action to ensure targets are met on a monthly and quarterly basis
Collaborate with PGs to support patient education regarding nutrition and Abbott brands, to influence patient choice of nutrition products
Meet key KPIs and targets as assigned by the Sales Manager
Develop and maintain strong relationships with HCPs throughout the customer account, at different levels of responsibility and influence
Leverage existing HCP relationships to increase awareness of and preference for Abbott products among other HCPs, and to build new HCP relationships
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