- Understand the market and category opportunities within territory to identify opportunities for market share growth at the customer/account level.

- Maintain strong, current nutrition, scientific, and medical knowledge to support selling and educating about Abbott products.

- Execute on account plans that grow market share based on these opportunities, in alignment with the territory strategy.

- Educate HCPs on the importance of nutrition on patient quality of life, and the role of Abbott’s products in increasing quality nutrition, through effective detailing conversations.

- Conduct consultative selling dialogues with HCPs to secure commitment to recommend Abbott products as the brand of choice.

- Uncover the needs and priorities of individual HCPs to customize the positioning of Abbott products, and the benefits to the patient of choosing the Abbott brand.

- Build a story about the Abbott product to demonstrate how the product meets the needs of the HCP, and highlights the benefits of choosing the Abbott brand.

- Anticipate and manage HCP objections to recommending Abbott products. Gain HCP agreement to recommend Abbott products to patients requiring nutritional support.

- Measure progress against account objectives, per the account plan, and take action to ensure targets are met on a monthly and quarterly basis.

- Collaborate with PGs to support patient education regarding nutrition and Abbott brands, to influence patient choice of nutrition products. Meet key KPIs and targets as assigned by the Sales Manager.

- Develop and maintain strong relationships with HCPs throughout the customer account, at different levels of responsibility and influence.

- Leverage existing HCP relationships to increase awareness of and preference for Abbott products among other HCPs, and to build new HCP relationships.