AbbVie’s mission is to discover and deliver innovative medicines that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people’s lives across several key therapeutic areas: immunology, oncology, neuroscience, eye care, virology, women’s health and gastroenterology, in addition to products and services across its Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on Twitter, Facebook, Instagram, YouTube and LinkedIn.
JOB SUMMARY
To maximise contribution in delivering sales against set budgets on a month by month and quarterly basis. To deliver, support and communicate central marketing strategies at territory level that ensure the short, medium and long-term success of the business unit’s strategic focus, in accordance with all prevailing SA specific guidelines, codes of practice as well as Allergan’s Code of Ethics and internal SOPs. To define and execute the best strategy to grow accounts in line with overall commercial strategy.
Initiate and develop strong business relationships with key customers and influencers to maintain/ develop existing business and capitalise on new business opportunities.
KEY ACCOUNTABILITIES:
- Financial and In-Market Objectives:
- Achieve/exceed sales targets quarterly, in line with agreed goals and objectives
- Develop a territory strategy which manages budget effectively and appropriately in order to drive and demonstrate a high-level of ROI
- Analyse, drive and monitor sales through centrally generated sales reports
- Business Planning and Activity:
- Align the territory to the national marketing strategy by defining and executing a territory plan
- Create, implement, and update the Key Account Plans as required
- Deliver required call coverage and frequency on different customer types, calls recording and synchronisation in the same day
- Deliver agreed target for number of days in field in line with goals and objectives
- Manage and maintain an up to date and accurate customer database of the assigned territory
- Ensure customers are profiled in accordance with the Adoption Ladder or Educational Journey definitions and regularly monitor conversion
- Deliver agreed number of customer educational meetings to aid conversion
- Inform Healthcare Professionals of all technical characteristics, clinical use, price, and prescription conditions of assigned products
- Maximise time spent with the customer by correct monthly and daily call planning
- Constantly appraise the business plan and activity for improvement
- Ensure that all administration and reporting (e.g. VEEVA) is completed in line with company expectations and in line with goals and objectives
- Communication / Customer Focus:
- Demonstrate effective selling skills/incorporating the “Challenger” model to deliver effective calls
- Deliver territory strategy through varied and appropriate mediums
- Communicates as appropriate with customer team unit
- Ensure knowledge update on the specific therapy area (condition, treatment options, guidelines), market dynamics (patient pathways, market share), product and procedure expertise
- Acquire adequate knowledge to service expansion (products value story, funding pathway)
- Inform all stakeholders and procurement staff about product usage, indications and license terms
- Support hospital or practice staff in identifying an integrated patient pathway
- Support the practice with the relevant reimbursement tools or information to ensure patient access
Qualifications
- Preferably educated to degree level, ideally with science base (e.g. B. Optom, B.Sc., B. Pharm)
- Minimum of 3 years Sales Representative experience
- Relevant experience in pharmaceuticals and/or Eyecare (Ophthalmology) discipline
- Demonstrates a high level of analytical skills
- Ability to understand clinical data and work with ophthalmologists, registrars, and consultants
- Demonstrate ability to network, build relationships with key interns
- Competent Microsoft package skills
- Note: Employment equity (AM, AF, CM, IM,) will be a strong consideration
- Note: An Optometrist will be a strong consideration
Travel
Yes, 75 % of the Time
Job Type
Experienced
Schedule
Full-time
Job Level Code
IC
Equal Employment Opportunity
At AbbVie, we value bringing together individuals from diverse backgrounds to develop new and innovative solutions for patients. As an equal opportunity employer we do not discriminate on the basis of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information gender identity or expression, sexual orientation, marital status, protected veteran status, or any other legally protected characteristic.