Executive Professional Medical Representative (Purwokerto)

Abbott Laboratories; Pluit; On-site; IDR 360,000,000 - 720,000,000; Full time

Job summary

Abbott Laboratories in Purwokerto, Indonesia seeks an Executive Medical Representative to plan and execute customer engagement with healthcare professionals, driving nutrition brand recommendations and market share growth.

You will build and maintain relationships with HCPs, leverage multichannel strategies, and work with cross-functional teams to educate patients and expand the Abbott nutrition portfolio.

Qualifications

• Bachelor's Degree in Science or related disciplines.
• Minimum 5 years of experience as medical sales representative (Senior level) / Minimum 10 years (Executive level).
• Medical sales experience in nutrition/pharmaceuticals industry, working with HCPs required.
• Outgoing, self-confident, enthusiastic, and people-oriented.
• Experience in uncovering, planning, acting as the main contact point and winning tenders in assigned territory.
• Experience in using, influencing and convincing HCPs and KOLs via multiple channels using different technologies.
• Experienced in developing account strategy in line with the customer/patient journey.
• Ability to identify and deliver value to HCPs through an end-to-end customer- and consumer-focused orientation (HCP and patient).
• Demonstrated knowledge of current and emerging digital tools and the value of each relative to HCP engagement.
• Ability to gather and interpret customer information from a variety of sources to derive actions.
• Demonstrated ability to understand financial KPIs and financial mechanisms for your customers. Understanding of the customer value chain.

Responsibilities

• Develop and execute multichannel customer engagement plans with HCPs.
• Maintain deep knowledge about medical and nutritional science and digital trends.
• Leverage segmentation to inform engagement and account management strategies.
• Develop and maintain strong relationships with HCPs at different levels of responsibility.
• Secure commitment to recommend Abbott products by increasing HCP knowledge.
• Define and deliver Unique Value Propositions from HCPs’ perspective.
• Deliver consultative sales calls and manage objections to gain commitment.
• Establish target customers and develop clear customer plans to achieve objectives.
• Implement customer segmentation and timely reporting per SFE SOP.
• Collaborate with Marketing, SFE, CRM to support patient education on nutrition and Abbott brands.
• Measure progress against KPIs and adjust actions to meet targets.

Skills

Medical sales

HCP engagement

KOL management

Multichannel selling

Territory planning

Communication

Negotiation

Education

Bachelor's Degree in Science or related disciplines

Job description

Abbott is a global healthcare leader, creating breakthrough science to improve people's health. We're always looking towards the future, anticipating changes in medical science and technology.

Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow, to keeping adult bodies strong and active. Millions of people around the world count on our leading brands, including Similac®, PediaSure®, Pedialyte®, Ensure® and Glucerna®, to help get the nutrients they need to live their healthiest life.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You will have access to:

• Career development with an international company where you can grow the career you dream of.
• A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.
• A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

As the Executive Professional Medical Representative, you will be responsible for developing and executing customer engagement plans, building strong relationships with healthcare professionals (HCPs), driving recommendation and market share growth for Abbott nutrition brands, and delivering value through consultative selling and multichannel engagement strategies.

What You’ll Do

• Understand the market and category opportunities within territory to identify opportunities for market share growth at the customer/account level
• Maintain deep, current knowledge about medical and nutritional science, the evolving healthcare landscape, and emerging digital trends to support selling and educating a broad and deep network of HCPs about Abbott products
• Develop and execute on multichannel customer engagement plans that generate demand for Abbott brand product and grow recommendation and market share
• Leverage information about customer segmentation, type and behaviors to inform customer engagement and account management strategies
• Develop and maintain strong relationships with HCPs throughout the customer account, at different levels of responsibility and influence using existing relationships with HCPs and others to expand customer network
• Secure commitment to recommend Abbott products as the brand of choice by increasing HCP knowledge about the role and importance of nutrition on patient quality of life at key points throughout the patient care journey; and the role of Abbott's products in increasing quality nutrition through consultative selling dialogues
• Define and deliver 'Unique Value Proposition' from the HCP's perspective (including but not limited to the positioning of Abbott brand products) by continuously uncovering the needs and priorities of individual HCPs using multichannel touchpoints and engagement activities
• Effectively deliver a consultative sales call from the perspective of the HCP (and their patients) to expand HCP's knowledge of nutritional interventions and the measurable benefits of Abbott brand products, anticipate and manage objections, and gain clear commitment to recommending Abbott products and other brand-building activities
• Establish target customers and develop clear customer plans to achieve coverage, frequency and call rate objectives
• Implement customer segmentation, identify new leads/customers and ensure timely reporting of daily activities as per the SFE SOP
• Use data and insights from digital and other omnichannel activities to refine HCP profiles and choose engagement activities that will fit the needs, preferences and goals of each individual HCP
• Collaborate with cross-functional teams (Marketing, SFE, CRM, etc..) to support patient education regarding nutrition and Abbott brands, to influence customer and patient choice of nutrition products, and deliver a consistent, end-to-end customer engagement experience
• Measure progress against customer and account objectives, per the account plan, and take action to ensure targets and KPIs are met (monthly, quarterly, annually) as assigned by the Sales Manager
• Act in alignment with compliance and regulatory expectations

Requirements

• Bachelor's Degree in Science or related disciplines
• Minimum 5 years of experience as medical sales representative (for Senior level role)/ Minimum 10 years of experience as medical sales representative (for Executive level role)
• Medical sales experience in nutrition/pharmaceuticals industry, working with HCPs required
• Outgoing, self-confident, enthusiastic, and people-oriented individual
• Experienced in uncovering, planning, acting as the main contact point and winning tenders in assigned territory.
• Experienced in using, influencing and convincing HCPs and KOLs via multiple channels using different technologies.
• Experienced in developing account strategy in line with the customer/patient journey
• Ability to identify and deliver value to HCPs through an end-to-end customer- and consumer-focused orientation (HCP and patient)
• Demonstrated knowledge of current and emerging digital tools and the value of each relative to HCP engagement
• Ability to gather and interpret customer information from a variety of sources to derive actions
• Demonstrated ability to understand financial KPIs and financial mechanisms for your customers. Understanding of the customer value chain.

Location

This position is based in Purwokerto, Indonesia.

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.

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