销售代表 / （高级）销售专员，风湿病、免疫学 北区
Sales Representative/ (Senior) Sales Specialist, Rheum , Immunology 北區
具体职责
• 每月向销售经理提供销售信息，以支持拟定预测的制定
• 与销售经理合作，在拟定预测获批后制定并执行销售计划
• 实施产品销售策略，确保达成销售目标和指标
• 运用销售技巧通过定期与客户沟通，满足客户需求并实现区域销售目标
• 在区域内识别新的商业机会，拓展新业务或扩大现有业务的同时维护现有业务
• 制定并传达：每日、每周及每月计划和结果；将周期目标、销售目标和结果传达给销售和市场管理团队
• 向销售和市场管理团队传达市场情报
• 根据需要参加营销活动、会议、健康讲座、展览、展位和贸易展示
• 根据需要与客户群体进行视频展示/幻灯片演示/现场服务/试用/市场调研和倡导者会议
• 确保区域内所有活动以专业方式执行，并符合艾伯维的标准和行为准则
• 制定并维护区域和客户记录
• 定期与经理参加部门会议，建立持续反馈机制
专业能力
专业知识
• 理解并应用产品、疾病和市场知识以满足客户需求
• 理解产品定位和竞争力，有效传达给客户
• 阅读并分析市场和竞争对手信息及潜力
• 对区域和医疗体系有基本了解
• 能够通过产品组合和营销促销进行销售
• 成为专业的解决问题者
专业技能
• 在产品介绍中，通过有效的客户细分，能够传达有说服力的产品知识和推广信息
• 能够处理关键问题；通过有效的销售技巧与客户互动以达成互惠解决方案
• 采用挑战者技能改变客户观点并处理冲突
• 主动寻求反馈并根据反馈采取相应行动以取得成果
客户管理
• 客户满意度
• 建立长期积极的客户关系，根据细分调整方法
• 用熟练的沟通技巧管理关键利益相关者和意见领袖
• 建立高效的信息网络，预见机会并管理客户状态
SFE 与行动计划
• 制定并执行90
查看英文原文
About AbbVie
AbbVie's mission is to discover and deliver innovative medicines and solutions 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 including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on LinkedIn, Facebook, Instagram, X and YouTube.
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.
• Develop and maintain territory and customer records.
• Attend regular departmental meetings with manager to build in continuous feedback mechanisms.
Professional Competencies
Professional Knowledge
• Understand and adopt product, disease and market knowledge to fulfill customer needs
• Understand product positioning and competitiveness, communicate to customer with effects
• Read and analyze the market, competitor information and potentials
• Fair understanding to territory and healthcare system
• Able to sell by utilizing product portfolio and marketing promotions
• Be a professional problem solver
Professional Skills
• In Detailing, manage to deliver convincing product knowledge and promotion message by valid customer segmentation
• Able to handle key issues; interact with customer with effective selling skills for mutual solutions
• Adopt Challenger skills to change customer opinions and handle conflicts
• Proactively seeking feedback and react with actions respectively to deliver results
Customer Management
• Customer Satisfaction
• Build long-term positive customer relationship, adjust methodology according to segmentation
• Manage key stakeholders and opinion leaders with proficient communication skills
• Build efficient information network, foresee opportunities and manage customer status
SFE & Action Plan
• Plan, execute 90-Day territory management plan with flexibility
• Manage territory resources with timely accuracy
• Utilize SFE and other tools to collect customer data and visit records and further analyze it to plan
- Minimum of 3 years sales experience in relevant filed; Specialty experience is preferred
- Know the business potential and have capability to turn into the performance. Persistent and resilient when confronted with obstacles – find the way.
- Agility and accountability to successfully manage multiple tasks including digital transformation concurrently under aggressive timelines in a dynamic environment.
- Build strong relationships with peers and cross functionally and with partners outside of team to enable higher performance. Motivates and can influence others, including those over whom they have no direct authority.
AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled.
US & Puerto Rico only - to learn more, visit https://www.abbvie.com/join-us/equal-employment-opportunity-employer.html
US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more:
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