Expire bientôt Abbott

Customer Development Representative - Retail Channel ANI Italy - Temporary 12 months

  • Rome (Roma)
  • Ventes

Description de l'offre



  • The position reports to the Area Manager/Customer Development Manager Retail Business
  • Accountable for developing Abbott FSMP (Food for Special Medical Purposes) and Food Supplement brands in the Retail Channel, at the pharmacy level and group of pharmacies one (ie buying groups, co-operatives, wholesalers)
  • Deliver Retail Channel business plan in close collaboration with Marketing, Regulatory, Demand & Supply, QA, Legal and OEC departments
  • Accountable for respecting and reinforcing the adherence of the Sales Team to the local law, Abbott Code of Conduct and Overall Policies


  • Contribute to execute the Retail Business strategy to significantly establish a solid position in the Pharmacy Channel in terms of relevance, visibility, market share, sales and profit
  • Build a solid, long lasting and trustful business relationship with the pharmacist to sustain Abbott brand image of science-based, highly respected and reputable provider in the healthcare market
  • Manage the PoS to drive profitable growth of Abbott brands leveraging the visibility and relevance of our products
  • Translate the PoS opportunities in Abbott brands initiatives to help our patients to live a healthier life (ie screening activities)
  • Train and support the pharmacists and pharmacy staff to deeply understand how Abbott brands help our patients
  • Deliver the sale and the profit expected from the group of customers assigned leveraging at best the negotiation skills
  • Manage the PoS visibility on FSMP and Food Supplement category/brands to provide shopper visibility and accelerate market share development (ie through shelf management, shelf talkers, brand banners, floor stands, windows cards, etc.)
  • Manage the stock at the PoS to guarantee product availability in line with the stock turn potential
  • Collaborate with Marketing to ensure the right focus on the top brands
  • Collaborate with Demand & Supply to match Forecast Accuracy, DSO and DOH targets
  • Establish a rigorous model to evaluate the ROI of every major initiative at the PoS level
  • Drive the development of innovative, customer‐insight based, end‐to‐end solutions to boost our sales and profit expectations
  • Combine the Business Intelligence data with the Customer Insight to create New Business Opportunities
  • Share with Sales and Marketing Teams the main business dynamics at the PoS level (ie new products from competitors, dedicated initiatives from competitors to drive sales, new go-to-market strategy from competitors, etc.)
  • Keep complexity low


  • Secondary School/Bachelor in Economics/Science
  • Master of Business Administration will be considered an advantage
  • Deep knowledge of Pharma Industry and Health Care Environment of at least 5 years
  • Deep knowledge of the Trade Environment of at least 5 years with specific focus on the PoS dynamics, category solutions and sell-out orientation
  • Eventual experience in Mass Market Industry of at least 2 years will be considered an advantage
  • Experienced negotiation skills to build profitable, sustainable and successful long lasting partnerships with the pharmacist
  • Scientific knowledge of the Nutrition products will be considered an advantage
  • Experienced at training the pharmacist/pharmacy clerks to create the First Ambassador of the Abbott Brands at the PoS level
  • High learning agility (mental, results, change and people agility as well as leadership ability)
  • Strong skills in prioritization and execution
  • Good insight in patient and disease pathways in the Italian Healthcare system
  • Proven track record in building sustainable sales, profit and 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/shaper
  • Highly patient/customer/stakeholder focused
  • Open for innovation and prototyping new solutions
  • Proven ability to execute sustainable go-to-market model
  • Fluency in English will be considered an advantage


  • Roma e provincia
  • Milano e provincia
  • Trento e provincia
  • Ancona e provincia
  • Catania e provincia


Sales Force


ANI International Nutrition


Italy > Rome : Via Giorgio Ribotta 9


Italy : Remote




Yes, 100 % of the Time


Not Applicable


Not Applicable