Job Description

About AbbVie
AbbVies 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 peoples lives across several key therapeutic areas: immunology, oncology, neuroscience, eye care, virology, womens 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.

Sales Manager, CoolSculpting

Job Description:

Job Title: Sales Manager, CoolSculpting

Department: Medical Aesthetics

Supervisor Title: Head of Sales, Medical Aesthetic

Division/Region: SMP region

JOB SUMMARY:

* Lead the development and performance of Allergan's CoolSculpting portfolio through effective sales planning, implementing and directing the sales activities to achieve annual sales objectives.
* Motivate team members to meet or exceed assigned sales budget, in accordance with system/consumable targets
* Collaborate with the CS Product/Marketing Manager to implement promotional activities
* Report feedback and recommend adjustments if needed after implementation and work closely with key customers.
* This position has prime responsibility of distributors management, and team management of a small team of fieldbased specialists across SMP market; and a medium-high level travel is to be expected with this position.

JOBS SUPERVISED

* Practice Development Managers
* Area Sales Managers

KEY DUTIES & RESPONSIBILITIES

Planning and Performance Tracking

* Develop annual strategic execution plan in collaboration with key internal and external stakeholders.
* Track sales performance (revenue and units) monthly, providing updated forecasts in line with the financial planning
* process to ensure continuous and appropriate supply.
* Identify market/industry trends, growth opportunities and competitor threats to maintain Allergan's leadership
* position.

Sales Activities

* Field visits with each field based team member (based on KPIs), developing an effective framework for each field visit
* to ensure clear action plans are set and implemented to drive growth.
* Work closely with team members to develop and foster strategic long-term relationships with key customers.

Team Management

* Develop and implement strategically aligned goals that support the strategic direction of the business.
* Monitor progress of goals and implement coaching improvement strategies where necessary.
* Regularly review each team member's results against objective, and ensure they meet or exceed their target.
* Review sales territories to ensure each field based team member has the appropriate reach and call frequency.
* Create positive team environment through the demonstration of strong leadership behaviours, including
* communicating expectations clearly, instilling an atmosphere of trust and respect, and leading by example.
* Use mix of coaching and development tools to help each team member realise their full potential.
* Performing all related people management activities, including recruiting new team members, conducting
* performance reviews, coaching for improved performance, reward and recognition, etc.
* Ensure all sales activities comply with legal and ethical standards.

Therapeutic Area Knowledge

* Maintain in-depth understanding of the brand/portfolio range of products.
* Maintain in-depth understanding of competitors and their product ranges. Able to communicate the value difference
* in terms of efficacy, safety, price and market strategy to customers.
* Ensure constant up to-date understanding of domestic and international clinical studies. Use information to provide
* additional sales support to the team and engage clients.

Distributor management

* Work collaboratively with existing distributors to develop and execute country specific marketing plans.
* Maintain constant contact with distributor and ensure sales achievement through the distributor.
* Appoint and manage new distributor for Philippines market

Quality

* Support Allergan's Quality Management System and internal auditing processes.

General

* Adhere to Allergan's internal codes of conduct and compliance processes.
* Other ad hoc duties such as administrative duties, as requested.

Qualifications
JOB REQUIREMENTS

Education & Experience

* Successful completion of relevant tertiary qualifications - science, healthcare, business, marketing.
* 5-8 years sales and marketing experience working within the healthcare industry.
* Experience managing a highly successful team geographically dispersed.
* Strong understanding of the selling cycle and territory management practices.
* Aesthetic Device selling experience is an advantage
* Practical working knowledge of financial reports, budgets and sales forecasts.
* Essential Skills & Abilities
* Proven track record of achieving/exceeding sales targets and maintaining expenses within agreed targets.
* Effective negotiation, analysis and critical thinking skills.
* Ability to prioritise within strict deadlines, balancing planning and implementation responsibilities.
* Professional written and verbal communication skills.
* Intermediate skills in Microsoft Word, Excel, Powerpoint and Outlook.

Personal Attributes

* Adaptability - Embraces Change
* Achievement Orientation - Strives to excel in own work and profession
* Learning Orientation - Is curious. Seeks out new ways to do things and new approaches to issues.
* Taking Responsibility - Believes one has control over work outcomes

COMPETENCIES

Planning & Organising - Establishing an action plan for self and others to complete work efficiently and on time by setting priorities, establishing timelines and leveraging resources.

Influencing - Using effective involvement and persuasion strategies to gain acceptance of ideas and commitment to actions that support specific work outcomes.

Aligning and Executing Sales Strategy - Establishing a plan to achieve the unit's sales objectives, taking into consideration overall business and sales goals, market opportunities, past sales results and available resources; reviewing progress and adjusting the plan as needed.

Coaching the Sales Team - Diagnosing areas for improving salespersons' techniques; providing timely feedback, instruction and guidance to strengthen specific knowledge/skill areas and optimize sales successes.

Decision Making - Identifying and understanding problems and opportunities by gathering, analyzing and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences.

Customer Orientation - Placing high priority on internal or external customer's perspective when making decisions and taking action; implementing service practices that meet the customers' and own organization's needs.

KEY INTERFACES

* KOL's and Customers
* Business Excellence
* Practice Development Managers
* Area Sales Managers
* Customer Service
* Logistics and Supply Chain
* Finance
* Marketing
* Head of Sales
* Country Manager

Travel
Yes, 50 % 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.