Account Specialist

TERRITORY: 2 roles - London and North West
PRODUCTS: Immunology

CUSTOMERS: Hospital Consultants

Job Package

Final salary Pension Scheme
25 days annual leave option of buying or selling 5 days
Company car or car allowance


Person Profile

Experience:

- Primary degree, preferably science/nursing and/or relevant industry sales experience
- Other experience as determined by the specific role needs and stakeholder alignment (distinction between primary and specialty care reps as shown in this section)

Knowledge:

- Practical knowledge and understanding of customer/disease area requirements.
- Demonstrates in-depth product, therapeutic, competitive and scientific knowledge. - Maintains knowledge of market challenges and opportunities.
- Develops and maintains a proficiency in the use of business tools (ETMS etc.)
- Knowledge of Industry and local market conditions
- Maintains a thorough knowledge of internal and external support programmes, which he/she can leverage to achieve his/her goals
- Identifies and understands policies, protocols and the political environment of institutional accounts that may affect the work of e.g. the physician

Examples:

- Knowledge of territory and relationships with key customers already established.
- In depth knowledge of disease area or appropriate specialty.
- Proven sales track record with particular customer group.


Skills:

- Selling
- Territory Management
- Flexibility & Listening skills
- Action planning & Budget management
- Negotiation

Examples:

- Develops a thorough action plan focused on key customers. Proactively identifies business opportunities. Allocates and adjusts resources to maximize ROI. Plan includes creative, measurable tactics to gain access and deliver added value to customers.
- Develops and manages an on going cycle plan that improves team efficiencies and adapts to changing needs. Consistently achieves coverage and frequency targets.
- Utilizes knowledge of disease state, benefits over competition, patient type and product information during customer and peer interactions. Demonstrates an in depth knowledge of available resources and leverage knowledge to drive business.
- Proactively identifies customer style and tailors all aspects of selling model including resources to meet customer’s needs. Leverages relationships to support the business relationships and sell Abbott products
- Adapts to any selling environment, customer behaviour and personality while maintaining rapport
- Recognized as an expert resource by customers and Abbott
- Operates effectively in a matrix environment
- Insights

Education Requirements:

- Degree Level and ABPI desirable

Interview Process

Two stage interview process

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