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Status: Full Time, Permanent

Position Overview:

The primary function of this position is to manage a team of sales representatives to achieve the highest possible sales revenue in the assigned geography.  The individual serves as a communication link between the head office staff and the sales force.

Administratively, this individual ensures that all sales force information requests are completed in a timely and high quality manner (TAM, Territory Business Plans, etc.).

Territory goals, all other expectations and priorities are clarified, clearly communicated and updated to the representatives.  Actual results versus goals are updated and provided to the reps. Territory and district strategic action plans are updated to reflect actual performance versus goals.

Contact with key customers, health care professionals, pharmacies and key influencers is maintained to determine if needs are being met by the company, representatives, products and marketing programs.  Recommendations are made to senior management to meet these needs and general market developments in a timely and affordable manner.

Ensures that representatives learn and respect Abbott policy and procedures.  Controls and helps reps manage their territory expenses, budgets and samples.  Ensures overall district expenses are managed to respect district budget.

Ensures marketing programs are properly executed.  Created a high achievement climate that inspires, motivates and rewards high achievers. 

Encourages open exchange of innovative and cost effective ideas.  Actions must be just and ethical.

Responsibilities:

PERSONNEL

• Staff is developed for optimal performance.
• Provides product training.
• Coaches reps through work-with with them, phone consultations and business reviews.
• Develops a mix of personnel in the district to facilitate succession planning (career representatives, balanced with promotable representatives).
• Motivates the representatives on an ongoing basis.
• Minimize sales force turnover by identifying high-risk individuals and taking specific actions to retain.
• Each representative has a mutually agreed upon career path plan which is supported by an annual personal development program. 
• Promotes team building, open communication and business-building idea sharing.
• Terminates employee if not able to perform duties.
• Treats employees with dignity and respect.
• Serves as a role model.

COMMUNICATION

• Communicate market developments to Marketing personnel (Canada, WW, USO) and Canada operations staff.
• Ensures business-building ideas are shared within and across districts.
• Maintain open channels of communication with our customers.
• Conduct conference calls and district meetings when need be to achieve specific goals.
• Communicates information and concerns between the sales reps and distributor sales force.
• Organizes training sessions for sales reps.
• Provide written follow-up letters after working with reps that reinforce their strengths, areas for improvement, sales direction and focus.
• Employees must feel they are able to take their concerns “up-the-line”.

FINANCE/ADMINISTRATION

• Provide input to the financial planning process.
• Provide forecasts of key products to assist in inventory management.
• Participate in account collections as required to achieve the financial DSO goal.
• Timely completion of administrative responsibilities with the region (expense reports, TAMs, business plans).
• Play a lead role in the development, implementation and updating of territory plans.
• Assist in the preparation and development of customer proposals and tenders.
• Manage district expenses in line with financial budget.

Required Skills & Abilities:

PROBLEM SOLVING

• Able to quickly identify the real issues through effective probing skills and general understanding of the overall business.  Able to provide reps with tools and direction to solve problems on their own and to build their confidence.  On any given day, 15-20 decisions will be required that have a direct financial impact.
• Able to get reps to buy into challenging goals and keep them motivated.
• Good knowledge of competitive services and products.
• Ability to diagnose customer issues and take appropriate action.
• Behave with honesty and integrity at all times.
• Able to balance the interests of all constituents and manages for the short and long-term.

ACCOUNTABILITY

• Division sales plan
• District expense budget
• DSO
• Sales force turnover
• Performance Assessments and Growth Plans
• Manpower development/training

Education and Required Experience:

• Bachelor’s Degree in Business or Health Science
• Knowledge of labour laws: Required
• 8 years and over od experience in a related field

Abbott Canada is committed to the hiring, advancement and fair treatment of individuals without discrimination based on factors such as race, sex, colour, ethnic or national origin, religion, disability, age, citizenship, family or marital status, political beliefs, sexual preference or other factors included in human rights legislation.

Our diversity goals for recruitment, hiring, and retention are embedded in our corporate goals, and our diversity initiatives are supported by the highest level of the organization.

We strongly believe that a diverse workforce fosters more creative and innovative thinking throughout the organization. Creating an inclusive environment, where everyone is respected and valued, enables us to leverage our diversity as a business driver and strengthens our position as a global leader.

Abbott strives to promote and maintain an inclusive, high-performing culture that allows all employees to reach their full potential and contribute to Abbott’s success.

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