Sales Representative Lombardia - Molecular Rapid Diagnostics

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 Lombardy with preferred residence in this Region