PRIMARY FUNCTION/OBJECTIVE
The principle responsibility is to assure consistent sales achievement in assigned territory by providing quality products & service, to develop technical & selling skills to ensure customers’ needs are met, to identify opportunities for business within territory while maintaining existing business.
CORE JOB RESPONSIBILITIES
Specific Duties
- Analyze the territory/market’s potential, track sales and status reports.
- Develop and execute sales plan once proposed forecast is approved.
- Implement product sales strategies to ensure sales goals and targets are achieved.
- Utilize selling skills to ensure customer needs are met and territory sales targets achieved through regular customer contact.
- Establish, develop and maintain positive business and customer relationships
- Collect and feedback market intelligence actively to management team
- Ensure all activities in territory are executed with professionalism and comply with AbbVie standards and Code of Conduct.
- Develop and maintain territory and customer records.
- Attend regular departmental meetings to build in continuous feedback mechanisms
Professional Competencies
• Professional Knowledge
- Understand and adopt product, disease and market knowledge to fulfill customer needs
- Understand product positioning and competitiveness, communicate to customer with effects
- Read and analyze the market, competitor information and potentials
- Fair understanding to territory and healthcare system
- Able to sell by utilizing product portfolio and marketing promotions
- Be a professional problem solver
• Professional Skills
- • In Detailing, manage to deliver convincing product knowledge and promotion message by valid
- customer segmentation
- • Able to handle key issues; interact with customer with effective selling skills for mutual solutions
- • Adopt Challenger skills to change customer opinions and handle conflicts
- • Proactively seeking feedback and react with actions respectively to deliver results
• Customer Management
- Build long-term positive customer relationship, adjust methodology according to segmentation
- Maintaining positive business relationships to ensure future sales
- Manage key stakeholders and opinion leaders with proficient communication skills
- Build efficient information network, foresee opportunities and manage customer status
• SFE & Action Plan
- Plan, execute 90-Day territory management plan with flexibility
- Manage territory resources with timely accuracy
- Utilize SFE and other tools to collect customer data and visit records and further analyze it to plan