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Reporting to the Sales Manager Italy, the overall goals of a Sales Representative are:

• To efficiently promote and sell ID products and services utilizing product expertise and strong relationships with customers within an assigned geography

• To effectively transform business opportunities into closed deals with public and private customers

• To meet or exceed sales and other targets aligned with the country commercial plan and strategy

The main responsibilities of this role are to:

• maintain installed base & grow new strategic customer segments

• pursue and track new sales leads and manage opportunities in the sales funnel utilizing SalesForce.com regularly

• assess customer needs ensure key customers and KOL maintain a high level of interests to our products and solutions

• regularly visit existing customers and new target customers, focusing on strategic segments

• own demo and application activities where relevant

• take a co-development approach with the customer and Abbott’s solutions (products and/or services)

• close deals to achieve revenue target on an assigned territory

• regularly monitor the market and competitor activity, feeding market intelligence regularly into marketing and commercial leadership

• Frequent travel (up to 80% of time) is anticipated primarily across defined area/territory

• Identify, research, and contact prospective customers and build long term trusting relationships that will generate future sales and continued revenue growth

• Provide answers to customers’ enquiries, especially key customers and KOL

• Organize and own any required customer meetings to impact our value proposition

• Utilize sales tools and other sales support materials effectively to transfer messages to customers

• Provide market intelligence information to marketing and sales management, such as customer feedback, customer needs and competitor products or news

• Execute the territory’s annual sales plans and participate in monthly/ quarterly business reviews

Other expectations and duties

• Prospect, track and develop customer accounts on the assigned territory, in order to maintain customer base business and grow turnover of the territory by acquiring new customers and segments

• Develop the right sales strategy for each customer, considering contact with stakeholders at all levels

• Log and track all activities in SalesForce.com as per the company requirement

• Seek the best and most efficient ways of communication with customers, via Abbott vetted platforms

• Collaborate with marketing and scientific liaison on key projects with customers, KOL or other bodies

• Accountable to serve customer needs and requests, taking any actions to respond and resolve them

• Install instruments at customer sites and provide training to new users

• Prioritise strategic/key accounts and collaborate with local team in order to win and maintain them (scientific liaison, marketing, sales management)

• Will demonstrate product and other subject-matter knowledge on an annual basis via the mandatory recertification process

• Participates on congresses & events in the assigned region or in occasions at international events

• Closely monitor business progression and results on the assigned territory Ensures regular reporting to your Sales Department, and contributes to the reliability of sales forecasts

• Ensure the Company image is preserved, including other Abbott divisions

• Collaborate with sales support teams to ensure effective tenders, quotations and commercial contract management

Behaviours & Skills

• Acts and behaves ethically and professionally

• Positive mindset and collaborative attitude to bring down barriers

• Proficient in dealing with customer stakeholders at all levels

• Skilled and experienced negotiator, able to manage complex sales opportunities

• Solid in building and closing sales deals

• Good listener and active problem solver

• Entrepreneurial, eager to learn and to take initiative, perseverant

• Focus on results and customer satisfaction

• Good English conversational level (CEF B1 minimum)

• Strong capacity to prioritize and schedule own activities

• Strong learner capable of developing expertise in Abbott’s product, clinical & diagnostic areas

Background & Experience

• Master’s degree or equivalent in Biological Science or related field

• At least 5-8 years’ industry experience with ideally 5 years of experience in commercial activities

• Proven experience within a commercial environment, on a sales role, with a clear customer orientation

• Strong knowledge of the in-vitro diagnostic industry, especially infectious disease

• Demonstrated expertise working successfully with KOL and key decision-makers in the region

• Familiarity with diagnostic industry; thorough knowledge of healthcare market in the country and territory (bot public and private segments)

• Track record in successful negotiations

• Proficiency using Microsoft Office pack, SalesForce.com and other relevant systems

Geography : focus on Lombardy with preferred residence in this Region

An Equal Opportunity Employer

Abbot welcomes and encourages diversity in our workforce.

We provide reasonable accommodation to qualified individuals with disabilities.

To request accommodation, please call 224-667-4913 or email corpjat@abbott.com