Trade Sales Manager

Being able to exceed sales target by inspiring, developing and leading Trade Sales team to execute the business strategy and establish enduring relationship with the Points of Sales (POS) that have been targeted as a Key Success Factor for the Company.

Primary Objective:

Develop Abbott’s Trade Sales Representatives’ skills, organize their activity, monitor their results, ensure the team’s sales performance (capability to deliver profitable Abbott’s sales at Pharmacy) taking into account commercial strategy (Segmentation and Targeting, Value Proposition to Trade Customers, Trade Key Accounts Strategy). Ensure alignment (communication, data, etc.) across the organization (ethical issues and cross-functions: Finance, supply chain, etc.)

Core Job Responsibilities:

• Ensure a customer oriented culture within the team and within the affiliate, document and share field insights within Abbott

• Analyze current sales situation per targeted pharmacies, develop sales plans including measurable goals, tactics and resource allocation, ensure sales plan execution

• Organize priorities and manage Team’s time to ensure Trade Sales Representatives’ goals achievement and tactics execution

• Develop a District Business Plan, coach and motivate Trade Sales Representatives in developing thorough Business Plans that address their most strategic pharmacies

• Empower Trade Sales Representatives regarding profitable commercial policy and value proposition execution, ensure they are able to sell the value proposition: demonstrate to their customers the strategic interest for them of Abbott’s initiatives, using financial ratios

• Negotiate with smaller chains or Independent small Buying Groups not integrated within Trade Key Account Managers (TKAM) portfolio and deliver profitable sales results

• Develop and maintain a positive mindset and a culture of accountability that rewards those that drive business results

• Recruit and hire high-potential Trade Sales Representatives

• Coach and develop Trade Sales Representatives by visiting customers with them (Joint visits); document observations utilizing the coaching grid with Trade Sales Representatives

• Provide objective, constructive ongoing performance feedback and coaching

• Conduct annual performance appraisals, soliciting input from TKAM, Trade Marketing and if applicable, Medical Representatives

• Ensure the ROI of activities and provide regular feed-back to TKAM, Trade Marketing, and Marketing Teams, monitor KPIs to evaluate Team’s performance (e.g., turnover/Trade Sales Representatives, orders/calls, sell-out actions implemented, days in field, number of sales calls, call frequency, numeric-weighted distribution, share of shelf, recommendation level, etc.)

Education/Qualifications/Experience:

• Bachelor Degree in Pharmaceutical Science/Human or Vet Medicine/General Science

• Minimum 10 years of Commercial/Sales experience in Pharma industry that involved working closely with customers to deliver results

• Minimum 3 years of relevant managerial experience in Health Care (OTC, Gx), Fast Moving Consumer Goods (FMCG) and/or Retail

• Strong coaching and leadership profile

• Consultative selling and Negotiation skills

• Strong analytical skills (i.e., ROI calculation, forecasting and planning) and Capacity to manage P&L

• Organization and Industry intelligence

• Literacy in Microsoft office applications

• Good command of English

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email Apply to send email to the employer