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.

Specific Duties
•Provide sales information to Sales Manager each month to support development of proposed forecast.
•Work with Sales Manager to 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.
•Identify new business opportunities and gain new or expanded business within territory while maintaining existing business.
•Develop and communicate: daily, weekly & monthly plans and results; cycle goals, sales targets and results to Sales and Marketing Management.
•Communicate market intelligence to Sales and Marketing Management.
•Attend marketing activities, conferences, health talks, exhibitions, booth and trade displays as required.
•Conduct video showings/slide presentations/in-service/trials/market research and advocate speaker meetings with customer base, as required.
•Ensure all activities in territory are executed with professionalism and comply with AbbVie standards and Code of Conduct.

Professional Knowledge

• Understand and apply product, disease, and market knowledge to meet customer needs
• Understand product positioning and competitiveness, and communicate effectively to customers
• Analyze market trends, competitor information, and growth potential
• Demonstrate a solid understanding of the territory and healthcare system
• Sell effectively by leveraging the product portfolio and marketing promotions
• Act as a professional problem solver

Professional Skills

• In detailing, deliver compelling product knowledge and promotional messages through accurate customer segmentation
• Handle key issues and engage customers with effective selling skills to achieve mutual solutions
• Apply Challenger skills to influence customer opinions and manage conflicts
• Proactively seek feedback and respond with appropriate actions to deliver results

Customer Management

• Ensure customer satisfaction
• Build long-term, positive customer relationships and adapt methods based on segmentation
• Manage key stakeholders and opinion leaders with strong communication skills
• Build an efficient information network to anticipate opportunities and manage customer status

SFE & Action Plan

• Plan and execute a 90-day territory management plan with flexibility
• Manage territory resources with timely accuracy
• Use SFE and other tools to collect customer data and visit records, then analyze the data to support planning