Previous job - Account Specialist

TERRITORY: North East which includes Northumberland, N Tyneside, Newcastle, Gateshead, Sunderland, Middlesbrough, Stockton, Hartlepool and Darlington

PRODUCT: This role is selling Humira in the SpA team with a focus on Ankylosing spondylitis, Psoriatic Arthritis, and Uveitis

CLIENTS: Secondary care

Job Description:
- Direct point of contact to the stakeholders assigned in order to transfer value proposition for Abbott brands
- Main executor in the field of the Brand Strategy
- Development of customer relationship
- Holistic service provider, aggregating clinical knowledge and the ability to proactively anticipate environmental changes and hurdles (client relationship management instead of traditional message repetition)

Major Accountabilities (Key Responsibilities):

- Customer selling and relationship management
- Deliver expected performance and beyond (sales) in his territory
- Creates a pre-call plan using SMART objectives & effectively evaluates sales calls and documents post-call.
- Uses evidence-based medicine skills during the sales call (clinical papers etc.); sells visually by appropriate use of currently approved sales aids.
- Effectively handles objections or concerns. Consistently gains a logical, reasonable call to action/close on every sales call.
- Educates medical providers and staff
- Identifies, develops and maintains disease state experts and speakers/advocates.
- Utilises innovative approaches and resources to gain access to difficult to see customers and elevates results and outcomes to the brand team level through his Sales Manager
- Differentiates Abbott’s value proposition to all health providers assigned
- Continuously strive to gain market intelligence: insights on customer needs, expectations and environmental challenges, which are shared across the in field teams and leverage to the Brand teams (e.g. dedicates significant effort to the questioning stage of the stakeholder interaction in order to capture valuable insights around needs and expectations)
- Proactively and continuously aspires to serve customer needs in a win-win approach
- Differentiates Abbott's value proposition to physicians or other stakeholders assigned
Clinical and Market Knowledge Development
- Shares best practice to enhance our business success across the Brand Teams
- Proactively initiates, develops and implements a growth plan to develop in current position and prepare for future opportunities.
- Demonstrates in depth disease, product, market and competitive intelligence expertise.
- Has a deep understanding of the emerging multi-stakeholder environment (e.g. as payers impose restrictions on access to physicians)

Territory Management:

- Continuously analyses sales reports (CRM etc.) and field intelligence.
- Develops and continually reviews and updates a thorough engagement plan focused on key customers to exceed sales goals.
- Develops a cycle journey plan that optimizes coverage and frequency to key customers and ensures the ability to achieve call plan metrics.
- Accurately identifies customer position on sales cycle. Effectively targets and tracks resources to maximize sales opportunities (budgets, samples etc). Adheres to industry and Abbott compliance requirements while managing the territory.
- Consistently achieves set call metrics (days in the field, target coverage and frequency, call rates etc.) to maximize sales.
- Maintains accurate sample accountability in line with policies. Completes all administrative tasks on time and accurately while meeting communication expectations as per guidelines (Dial in, e-mail etc).
- Works effectively in the district in field teams, either as a co-ordinator or a stakeholder facing team member
- Mentors new Sales reps to enhance collaborative ways of working in the multidisciplinary in field team
- Networks in the district in field team to ensure support from other in-field roles or other identified roles within the organisation to best address the customer needs (e.g. coordinate with SPM through the District Sales Manager to ensure effective KOL management)
- Responds to critical business opportunities and threats, leveraging his input to the Brand team through his Sales Manager

General Accountability:

- To comply with the company’s policies and procedures to meet statutory, quality and business requirements within the overall strategy and objectives Abbott Laboratories Ltd.

Note: This job description describes the principal and main elements of the job. It is a guide to the nature and main duties of the job as they currently exist, but is not intended as a wholly comprehensive or permanent schedule and is not part of the contract of employment.

Package d'emploi

Binus paid twice yearly
Pension Scheme
25 days annual leave option of buying or selling 5 days
Company car or car allowance


Personne Profil

An experienced hospital / speciality 2ndry care rep
Someone up for the challenge of the change that's coming
Someone who is very comfortable with the clinical sell
Someone with strong business planning skills (and analytical therefore) - who can work in a commercial and competitive environment.
Launch experience


Processus d'entrevue

Two stage interview process

See more jobs from AbbVie Limited
AbbVie Limited
* Guide des Salaires
£Speak to Laura
North East
Job Ref: 59269

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