Job description


  • Entry level
  • No Education
  • Salary to negotiate
  • Rome


JOB DESCRIPTION:We are looking for a National Sales Manager for our Nutrition Division reporting directly to GM this role is expected to;

- Develop and implement effective sales strategies to build a solid position of Abbott brands in the Pharmacy Channel, in the General Practitioners environment and in the Hospital Channel to properly manage a full Upstream-Downstream Model
- Lead a national wide sales team including Area Managers, responsible for a Total Turnover above $50 million where objectives and incentive scheme are aligned, performance management, commercial excellence deliverable, and development planning are established
- Select, hire and develop a solid team of passionate, skilled and eager to succeed professionals to win in the Nutrition business with the support of local HR
- People performance management based on specific KPIs selected as the leading and lagging indicators of performance in the context of reference
- Continuously monitor and analyze performance metrics, provide feed-back and suggest improvements   
- The management of the Pharmacy Channel includes the entire value chain with pharmacies, co-operatives, wholesalers and distributors
- Customer segmentation and resource allocation based on nutrition potential to be in the position to maximize the ROI of the different initiatives
- The management of the General Practitioners includes their selection based on the relevance our products could have for them and a clear articulation of how the potential patient could be screened as well as the impact of usage of Abbott products based on clinical evidences
- Manage the KOLs to fully support the image of the company and get endorsement on the use of our products based on solid clinical evidences
- The management of the Hospital Channel includes a segmentation based on potential and a solid knowledge of how the tenders work in the local context
- Overall Go-to-Market definition, deployment and refinement to fully support the affiliate top and bottom line expectations
- Responsible for managing the budget to promote Abbott products through national and local events with HCP to disseminate the value of Abbott Clinical Nutrition
- Fully support digital and multi-channel approach defined by the Commercial Team   
- P&L channel responsibility
- Monthly Demand, Forecast Accuracy, DSO and DOH objectives responsibility
- Establish a rigorous model to evaluate the ROI of every major initiative
- Collaborate with the Area Commercial Team to leverage the best practices emerging from different countries and properly influence the Team to gain support on our initiatives
- Drive the development of innovative, customer‐insight based, end‐to‐end solutions to boost our sales and profits
- Oversee and integrate Business Intelligence, Customer Insight, and New Business Development into the commercial teams
- Identification of potential new local commercial opportunities to drive the top line and reinforce Abbott presence in the most promising market segments 
- Responsible for providing significant input to shape product and portfolio strategy, tender strategy, accurate brand forecasts, and budget management with the respective brand team
- Keep complexity low
- Drive accountability, effective decision‐making and empowerment to the lowest level possible
- Act in full coherence with the local law, Abbott policies and proactively respecting legal and OEC procedures


- Bachelor/Master of Business Administration or Science Degree with Commercial experience
- Deep knowledge of Pharma Industry and Health Care Environment of 5-10 years
- Previous experience in similar positions in multinational organizations
- Knowledge of Mass Market Industry represents a plus
- Knowledge of distributor management
- Experienced negotiation skills to build sustainable and successful long lasting partnerships
- Experienced people leader with track record in talent development and management in different channels (Pharmacy, Physician and Hospital)
- Sales Force Efficiency Methodology and CRM management skills
- High learning agility (mental, results, change and people agility as well as leadership ability)
- Strong skills in prioritization and execution
- Deep insight in patient and disease pathways in the Italian National Healthcare System
- Proven track record in building sustainable market share
- High level of business acumen (result driven), strategic thinking and strong skills in managing complexity
- Strong team player and networker within and outside the organization
- Strong influencing skills / leading with purpose and impact approach
- Highly customer/stakeholder focused
- Open for innovation and prototyping new solutions
- Proven ability to build sustainable go-to-market model
- Fluent in English


JOB FAMILY:Sales Force     

DIVISION:AQR Abbott Quality and Regulatory        

LOCATION:Italy Rome : Via Giorgio Ribotta 9     


WORK SHIFT:Standard     

TRAVEL:Yes, 25 % of the Time     



About the company

At Abbott, we're committed to helping you live your best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 94,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

Connect with us at, on Facebook at and, on Instagram @AbbottGlobal, and on Twitter @AbbottNews and @AbbottGlobal.

We invite you to explore opportunities at Abbott, to see if your talents and career aspirations may fit with our openings. An equal opportunity employer, Abbott welcomes and encourages diversity in our workforce.

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