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Head of Sales Abbott

Abbott laboratories

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**Position:** Head of Sales – Institution

**Reporting to:** Director Distribution & Institution Sales

**Division:** Established Pharmaceutical Division (EPD)

**Location:** Karachi

**Job Summary:**

The Head of Sales – Institution is responsible for the effective implementation of the company’s core business strategies and commercial execution. This role encompasses overseeing and achieving sales targets for institutions through proficient team leadership, while preserving and amplifying the company’s market presence and growth in comparison to competitors. It also involves broadening the customer base by effectively utilizing insights (IQVIA data) and serving as a mentor/trainer to foster the growth of Key Account Managers (KAMs).

The position demands adept leadership, strategic planning, and operational management to ensure effective and compliant business processes that align with customer needs and the company’s goals.

**Major Responsibilities:**

– Ensure implementation of business strategy for private and public institutions, and manage to achieve assigned annual/quarterly targets through KAMs.
– Manage coverage of the targeted potential accounts/hospitals and ensure coverage of all Target Client Lists, including pharmacists, administrative staff, doctors, and purchasers.
– Recommend IRS for different cities as needed to improve coverage and customer service.
– Ensure accuracy in forecasting SKUs for institution business and share with the demand team monthly to ensure timely availability of stocks to private and public institutions.
– Collaborate with Commex to identify new potential customers and explore/develop new potential business outlets.
– Coordinate with the distribution team for timely replenishment at IRS and keep a close follow-up on inventories with the help of KAMs.
– Team up with the institutional business coordination team to arrange tender-related documents for participation in tenders and issuance of quotations to private hospitals.
– Review and monitor each KAM’s sales performance, hold non-performers accountable, and develop appropriate action plans to achieve set sales targets.
– Coach and train KAMs during field visits in collaboration with the SFE and Training Manager, including job orientation, coaching, and sales force automation.
– Manage KAMs through monthly tour programs, execute sales promotion strategies, manage and control travel expenses, and effectively monitor SFA KPIs.
– Ensure timely reporting of adverse event reports (AER) to the medical department and ensure compliance with the company’s policies and procedures.

**Education/Knowledge & Experience:**

– Graduate, preferably MBA, with a keen understanding of current market dynamics.
– 6-7 years of experience in a similar capacity.
– Strong understanding and experience of private and public institutions business with in-depth knowledge of institutional business.
– Strong analytical, communication, and strategic planning skills to navigate dynamic market conditions.
– Proficient in MS Office and adept at leveraging technology to optimize operations in response to market dynamics.
– Effective management skills to lead teams through dynamic market challenges.

**Job Family:** Sales Force

**Division:** EPD Established Pharma

**Location:** Pakistan > Karachi: Plot No ST-2; KDA Scheme

**Additional Locations:**

**Work Shift:** Standard

**Travel:** Yes, 25% of the Time

**Medical Surveillance:** No

**Significant Work Activities:** Not Applicable

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