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Area Sales Force Excellence
4 months ago
Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 109,000 colleagues serve people in more than 160 countries.
Abbott Nutrition have an exciting, newly created Area Sales Force Excellence & Training Manager EURISA role, to based in the UK ideally (but open to candidates in other key markets within scope - in particular Spain, Italy, Netherlands, Switzerland)
The Area Sales Force Excellence & Training Manager will define the salesforce strategy through the development, delivery, and implementation of SFE activities across brands and markets.
The role is split into two. We require someone with good Sales Force Excellence experience. The Training side is desirable but not essential and we can teach you that, if required.
Sales Force Excellence
- Optimizes sales force efficiency and effectiveness through the development, delivery, and implementation of SFE activities across brands. This includes the integration, monitoring and analysis of performance data, sales activities, and other support recommendations via the sales management team to achieve optimal levels of performance (and results).
- Guide, monitor and control implementation & execution of SFE processes and principles across EURISA: segmentation & targeting, goal setting, planning and reporting in , tracking of marketing activity execution
- Educate and train sales & marketing teams on SFE solutions and tools
- Provide support to country Sales Heads and SFE leads in each of the countries to set sales team objectives and track performance (incentives vs. sales impact), monitor implementation and results
- Identify, evaluate and implement new tools or technology platforms to facilitate higher sales team effectiveness and efficiency
- Assess and select new suppliers, negotiate to ensure optimal benefit/cost ratio for the business
Sales Training
- Develop and implement training programs across the region, supporting all roles and teams within the Salesforce in line with business strategies, curricula and company goals.
- Shape, develop and execute a training strategy according to company guidelines through the implementation of a training road map across the region.
- Develop and implement high standards onboarding process for field force ensuring fast track, in-field work, induction and certification training are completed in a timely manner.
- Deliver strategic and tactical activities in partnership with Training Managers, Affiliate CDs, and SDs as well as relevant stakeholder teams.
- Works with Markets EURISA, coordinating with Commercial Excellence Directors and/or Sales Directors of assigned affiliates.
- Conducts periodic Training Need Analysis for responsible markets in collaboration with the local training team or Sales Director.
- Ensures implementation of identified training workshops for each affiliate in coordination with the local training and sales teams.
- Able to identify, develop, track and monitor key KPIs for the region for the concerned affiliates
- Collaborates with the Learning and Development Team to assess capability building programs that can be rolled out for the assigned affiliates
Minimum Education:
- University degree
Minimum Experience/Training Required:
- Experience in a similar role, ideally in healthcare industry. Demonstrates understanding of market landscape and commercial HCP engagement.
- With experience on Sales Management, at the least First Line Management level.
- Training Manager experience is highly desirable
- Knowledge of experience with basic SFA (Salesforce Automation) elements: CRM, SFE tools & processes
- Demonstrated ability to work in an international organization with defined functional processes and procedures Willing to travel to assigned affiliates up to 50% of the time.
As you'd expect from a global healthcare company, we offer a fantastic range of benefits including competitive salaries, a superb defined contribution pension scheme, private healthcare, life assurance and a flexible benefits scheme.
