Job description

JOB DESCRIPTION:

Primary Job Function

Responsible for the achievement of Institutional Sales Plan for the country.

Core Job Responsibilities

• Prepare and coordinate the tender process according each key account requirement and review and align the Forecast of demand In Mkt of the country to ensure the correct inventories for each tender.
• Prepare a strategic mapping of the stakeholders of each institution (key account) depending on their function within the purchase process: adoption, prescription, coding or acquisition.
• Be able to realize targeting and segmentation of the account and stakeholders and prepare an action plan according potential and opportunities.
• Communicate key messages / value messages for each brand according to stakeholders, aligned with compliance policies and internal processes.
• Demand generation
• Capture and provide feedback to Institutional Manager about drivers and barrier detected for stakeholders, key account and brands.
• Propose and implement tailoring action plan for each account and brand and coordinate them with the internal team (Mkt, Medical and Demand)
• Monitor access opportunities for new products, as well as potential risks for our brands and in each case, be able to propose actions to capitalize the opportunities and / or prevent or mitigate the risks detected
• Implement value projects for the institution (aligned with the strategy of MKT and commercial) to improve adoption and increase the rotation of products. (Tactical plan)
• Monitor inventory levels in key accounts, provide timely visibility of risks and plans to avoid refunds due to expiration, changes in prescriptive customs or institutional rules

Position Accountability / Scope

This position is responsible for achieving the country's institutional sales plan and the specialized products and the relationship with key opinion leaders (HCP´s) and decision makers within the scope of government or private insurance in line with internal guidelines.

Relationship with internal support areas: trade, marketing, medical and commercial (DM´s and Rep´s)

Impact of the role: Unit

Minimum Education

University Degree: Pharmacist or Nutritionist

Other studies:

Microsoft office – medium (Excel and Power Point) Soft skills Negotiation skills Bilingual: English (Basic – reading comprehension)

Minimum Experience/Training Required

Experience in tender management (External: Mandatory at least 1 year - Desirable (internal))

Ability to maintain good verbal or written communication (Mandatory)

Ability to handle problems and generate solutions (Mandatory)

Teamwork Ability (Mandatory)

Effective management of time - organization of priorities (Mandatory)

Minimal experience:

Internal (Abbott): Experience in private sales representative: 3 years or 1 year like Institutional rep: 1 o more year

External: Experience in private sales representative at least 2 years plus Institutional rep: 2 years

Other Requirements

English: medium (reading)

Travel: at least 1 week (internal)

JOB FAMILY:

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