District Sales Manager

JOB DESCRIPTION:

About Abbott

Abbott is a global healthcare company committed to helping people live not just longer, but better. We employ around over 100,000 people in 150+ countries with a diverse portfolio spanning pharmaceuticals, nutrition, diagnostics and devices.

At Abbott, you have the opportunity to make a positive impact on the world through challenging and rewarding work as part of a highly successful and trusted organization that is shaping the future of health. Realize your potential!

 We are currently seeking a District Sales Manager to provide leadership to the assigned sales team. The successful candidate will allocate resources effectively to ensure sales objectives are met and will collaborate with support functions to implement both short- and long-term sales strategies.

The position is based in Tunsia-North

CORE JOB RESPONSIBILITIES

SALES and MARKET ANALYSIS

• Responsible for achieving the sales targets and delivering goals as set by Plan

• Develop and implement sales strategies to grow the sales for promoted products in his/her territory.

• Develop quarterly sales plans in agreement with Management and feedback to reps providing quarterly sales targets

• Prepare a report that examines the IMS data - sales/market share performance and give feedback to the reps on gaps.

• Actively understand dynamics in market for products, feedback information to marketing and management to be incorporated in future campaigns

• 5%          Administration (database maintenance, expense reports for MR, weekly operational plan, weekly meetings…)

COACHING

• Perform appropriate number of joint visits, coaching with their reps based on the predefined requirements

• Use standard KPIs to measure efficiency of the sales force

• Deliver reports to the sale Force for reviewing the KPIs and put in evidence the gaps

• Ensure communication and synergies among sales reps (sharing best practices) and between reps and PM’s and other team members.

• 80% Double field joint visit long with sales force to coach and develop Sales Rep. Ensure Abbott Selling skills techniques are implemented

SFE

• Ensure the achievement of call rates, field days, coverage, frequency, CLM KPIs and targeting of direct reports

• Perform classification and targeting based on Abbott standard/criteria

• Analyze data, inform higher management about any issues and make corrective actions if necessary.

• 5% Implement and develop SFE’s required actions and initiatives

PEOPLE MANAGEMENT

• Responsibility for recruiting, developing and maintaining the team of representatives.

• Coach and develop Sales representative skills to ensure high quality sales calls, program delivery and gain in business ownership to reach Abbott standard.

• Develop high potential representatives for future greater responsibility exemplify Abbott standards; attain and maintain same standards with representatives

• Set targets, objectives and incentives schemes at the beginning of each sales cycle relating to work input, output and quality

• Ensure all direct reports have personal development plans and yearly appraisals, proposing salary increases based on agreed criteria at appropriate times within the year.

• Maintain a high level of motivation within the Sale Force team, using the Incentive Rewards and Recognition program, fair incentive schemes, encouraging open discussion and giving feedback.

• Adhere to the COBC and FCPA and local laws

• Maintain close personal contact with selected doctors (devotes approximately 80% of his/her time on field with reps/customers).

• Continuously seek opportunities for professional leadership development

• Deliver sales results within budget and other IMPACT GOAL requirements

• Understand Abbott corporate standards and develop staff to meet or exceed them

• Prepare quality reports and submit on time

• joint calls: minimum of 2x/month with each rep.

• Provide initial training for new Reps; conduct performance reviews annually and give feedback on quarterly basis.

• Maintain full, highest quality sales force, coaching them to improve performance

• Work with other colleagues and departments to find most effective way of increasing sales through strategic cooperation and/or improving productivity (e.g. improvement/simplification of reporting procedures)

• Maintain close relationship with KOL and wholesalers in the region related to each group of products

• 10% Build and implement direct long-term relationship with KOLs through solo visits

• Develop and implement monthly operational plan

• Comply with FCPA, local Pharmaceutical Code and Abbott code of business Practice

KEY SUCCESS FACTORS:

Focus - Focus - Assist the finance Head and the FP&A Manager for the closings and reporting of the affiliate Budgeting & Reporting -  Will have expert knowledge of finance processes and procedures as applied to a major department/ functional area and or part of the business, and ensure  P&L & Cash Flow budget preparation and submission in the system Ensure corporate policies and procedures are implemented and where necessary, proper deviations are obtained to be in line with market conditions Will have professional financial skills extensive experience of applying financial solutions in a business environment. Having strong time management skills including organization, prioritization, planning and stress management to meet key goals of the position in the required timelines.

QUALIFICATIONS 

• Experience in similar position with 2 years’ experience

• +3 years as high performing Rep

•    2 years’ experience in people management

• Leadership potential formally assessed

Experience Multi-national exposure Fluent French language, in addition to English. Arabic a plus.

Apply Now

• Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

• Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott and on Twitter @AbbottNews and @AbbottGlobal

The base pay for this position is

In specific locations, the pay range may vary from the range posted.

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