Role DescriptionContribute to the long-term growth of Abbott Nutrition products in territory/ area by servicing a defined customer base through a reliable distributor network.Manage a team of Sales Reps to generate new business and grow existing business throughout the region.Analyze market and category opportunities within territory using real-time omnichannel business intelligence to identify opportunities for market share growth at the customer/account level.Accelerate the development of digital knowledge and application in sales team through coaching and role-modeling.Act as a business advisor to distributors through joint business planning to help them maximize ROI while supporting Abbott's priorities and strategy.Integrate digital tools with traditional touchpoints to build relationships with a diverse customer audience (including social media, etc.)Act in alignment with compliance and regulatory expectations.Business OutcomesIncreased distribution and sales of Abbott products, and increased market share in brand or product.High performing, adaptive/agile team and talent pipeline of trade sales reps.Continuous improvement of distribution and representation of Abbott brands across channels throughout the region.Manage key account local retailers throughout the region.Key Business ChallengesDriving growth and market share across the territory in an increasingly complex marketManaging change and navigating ambiguity while motivating, engaging, and gaining commitment from team membersContinuously improving digital knowledge and application to drive omnichannel engagement and maximize customer and distributor insightsDefining and delivering value across a broadening value chain that emphasizes 'non-product' valueIdentifying and retaining talent based in an evolving healthcare landscape to maintain an agile, high performing teamKey Success FactorsStrong customer insight skills, including integrating digital tools with traditional touchpoints across channels and platforms, and interpreting and translating online and offline customer behaviors into strategic activitiesAccurately analyzing the key strengths and development needs of team members, both individually and as a total team, to identify critical development actionsAbility to experiment and navigate the discomfort of change for self and while leading othersComfort with complexity, critical thinking and problem-solving (mental agility)Ability to make new connections between data and insights, and to make these ideas understandable and actionable to others
