Senior Nutrition Sales Executive - Chennai

Abbott

22h•Remote

About The Position

The Senior Nutrition Sales Executive will be responsible for understanding market and category opportunities within their territory to identify areas for market share growth at the customer/account level. This role requires maintaining deep, current knowledge of medical and nutritional science, the evolving healthcare landscape, and emerging digital trends to support selling and educating a broad network of Healthcare Professionals (HCPs) about Abbott products. The executive will develop and execute multichannel customer engagement plans to generate demand and grow recommendation and market share for Abbott brands. They will leverage customer segmentation, type, and behaviors to inform engagement and account management strategies, and build strong relationships with HCPs at various levels of influence. The goal is to secure commitment to recommend Abbott products by increasing HCP knowledge about the role of nutrition in patient quality of life and the benefits of Abbott's products through consultative selling. This involves defining and delivering Abbott's 'Unique Value Proposition' from the HCP's perspective, uncovering HCP needs and priorities through multichannel touchpoints, and delivering consultative sales calls that highlight nutritional interventions and measurable benefits. The role also includes establishing target customers, developing clear customer plans, implementing customer segmentation, identifying new leads, and ensuring timely reporting. The executive will use data and insights from digital and omnichannel activities to refine HCP profiles and engagement strategies. Collaboration with cross-functional teams (Marketing, SFE, CRM) is essential to support patient education and influence product choice. Progress against customer and account objectives will be measured, and actions taken to ensure targets and KPIs are met. The role requires acting in alignment with compliance and regulatory expectations.

Requirements

Graduate Science, pharmaceuticals /nutrition
Minimum of 2 years of experience in Pharma/Nutrition Industry
2+ years of experience for Grade 13
Has excellent product knowledge and is able to translate that knowledge into effective in-clinic performance
Good understanding of nutrition science
Ability to establish connect and develop contacts and relationships, with ease
Knows his numbers well and is a good team player, collaborates where possible

Responsibilities

Understand the market and category opportunities within territory to identify opportunities for market share growth at the customer/account level
Maintain deep, current knowledge about medical and nutritional science, the evolving healthcare landscape, and emerging digital trends to support selling and educating a broad and deep network of HCPs about Abbott products
Develop and execute on multichannel customer engagement plans that generate demand for Abbott brand product and grow recommendation and market share
Leverage information about customer segmentation, type and behavior to inform customer engagement and account management strategies
Develop and maintain strong relationships with HCPs throughout the customer account, at different levels of responsibility and influence using existing relationships with HCPs and others to expand customer network
Secure commitment to recommend Abbott products as the brand of choice by increasing HCP knowledge about the role and importance of nutrition on patient quality of life at key points throughout the patient care journey; and the role of Abbott’s products in increasing quality nutrition through consultative selling dialogues
Define and deliver ‘Unique Value Proposition’ from the HCP’s perspective (including but not limited to the positioning of Abbott brand products) by continuously uncovering the needs and priorities of individual HCPs using multichannel touchpoints and engagement activities
Effectively deliver a consultative sales call from the perspective of the HCP (and their patients) to expand HCP’s knowledge of nutritional interventions and the measurable benefits of Abbott brand products, anticipate and manage objections, and gain clear commitment to recommending Abbott products and other brand-building activities
Establish target customers and develop clear customer plans to achieve coverage, frequency and call rate objectives
Implement customer segmentation, identify new leads/customers and ensure timely reporting of daily activities as per the SFE SOP
Use data and insights from digital and other omnichannel activities to refine HCP profiles and choose engagement activities that will fit the needs, preferences and goals of each individual HCP
Collaborate with cross-functional teams (Marketing, SFE, CRM, etc..) to support patient education regarding nutrition and Abbott brands, to influence customer and patient choice of nutrition products, and deliver a consistent, end-to-end customer engagement experience
Measure progress against customer and account objectives, per the account plan, and take action to ensure targets and KPIs are met (monthly, quarterly, annually) as assigned by the Sales Manager
Act in alignment with compliance and regulatory expectations