Virginia Ramos
San Juan,PR
Summary
Accomplished in leading high-performance teams to exceed sales targets and market share growth, my tenure at Abbott Laboratories PR Inc has honed my expertise in strategic planning and interpersonal communication. Demonstrating a knack for leveraging data analytics and fostering key relationships, I've successfully driven territory expansion and profitability optimization, embodying leadership and decision-making prowess.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Sr. District Manager
Abbott Laboratories PR Inc
San Juan, PR
05.2022 - Current
- Lead the Adult Nutrition Demand Generation Team for Puerto Rico and the USVI (St. Thomas and St. Croix).
- Enable the ethical field force to meet regional and team KPIs.
- Analyzed market, category, and channel opportunities within the territory/area using real-time, omnichannel business intelligence to identify opportunities for market share growth at the customer/account level.
- Leverage business analytics and customer insights to conduct ongoing analysis of growth potential throughout the region, and create an omnichannel engagement strategy to establish Abbott as the brand of choice throughout the region.
- Develop and support the execution of account plans using an integrated customer omnichannel engagement strategy.
- Deploy marketing programs to target customers and accounts via the medical representatives, including education, execution, and tracking of program impact and success.
- Observe and provided progressive, real-time coaching and feedback to medical reps on every aspect of the customer engagement process.
- Accelerate the development of digital knowledge and application in medical reps through mentoring, coaching, and role modeling.
- Building and maintaining relationships with customers and accounts across digital, remote/virtual, and face-to-face channels to increase awareness and loyalty to Abbott brand products.
- Collaborate with the training/SFE to optimize team performance by identifying knowledge and skill gaps in medical reps across the team, and create individual development plans to elevate capabilities across the territory/area.
- Provide direct, ongoing support to medical reps in the field through collaborative problem-solving, mentoring, coaching, feedback, and escalations.
- Develop and expand a network of KOLs throughout the territory/area, reflecting influence at all levels of an account (not limited to HCPs).
- Work cross-functionally with Marketing, Analytics, and SFE to gather and interpret customer and market behavior data, translating omnichannel engagement data into real-world activities.
- Role-model ethical behavior by demonstrating integrity and transparency.
- Act in alignment with compliance and regulatory expectations.
Training Manager
Abbott laboratories, PR Inc
San Juan , PR
09.2018 - 05.2022
- Training Manager for Puerto Rico and Caribbean Team ( Jamaica, Trinidad & Tobago, Curacao, Aruba, Bahamas & Barbados)
- Determine a road map for Training Managers, DMs and Medical Representatives as part of the train the trainers program.
- Execute activities according to roll out plan and proposed curricula adapted to company needs (i.e., on-boarding, selling and coaching skills, product/science training, Detail Aid deployment and developing an E-Learning portal).
- Partner with BHR and Learning and Development in the development and execution of management and leadership skills, learning maps, Competency framework programs in the region as part of the Train the trainers program for DMs and Training Managers.
- Partner closely with division and regional marketing organizations as well as other divisions to maximize synergies and ensure available materials (E-portal) are in alignment with region’s strategic direction.
- Provide regular feedback / ongoing internal consulting for continuous improvement of key business initiatives and training solutions.
- Monitor implementation of and adherence to programs by collaborating with Sales Managers, Supervisors, and other stakeholders through regular meetings and dialogues
- In conjunction with ANI Regional Commercial Director identify, develop and deliver training curriculums, plans and programs according to regional needs at all levels within the sales organizations (Training Managers, Supervisors, Sales Management, Sales Representatives, Commercial Excellence/SFE Managers, CRM Managers).
- 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
Clinical Specialist
Abbott Laboratories PR Inc
San Juan, PR
05.2010 - 05.2018
- Clinical Specialist for the North-West Territory, including St. Thomas and St. Croix.
- Achieve Terr sales targets and increase ANI products' MS (own Terr).
- Strategic planning, developing an effective POA, territory and account sales analysis, LBE submission, etc.
- Conduct clinically- and evidence-based business meetings, presentations, and detailing with targeted customer call points, with the intent of driving change in practice and the way nutrition intervention is incorporated into patient care (L&L, Speaker Programs, Promotional Detailing, etc.). Understand the market and category opportunities within the territory to identify opportunities for market share growth at the customer/account level.
- Build and leverage relationships with key decision-makers within targeted accounts to maintain, grow, and gain business (C-Suite, HCP groups, etc.).
- Budget & Resources Management (promotional material, samples, IHFS, etc.)
- Strategic planning with the marketing and district manager (development of strategies and tactics).
- Development of strategic plans for key accounts with clinical specialists, leading and guiding the execution and implementation.
- 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 multichannel customer engagement plans that generate demand for Abbott brand products and grow recommendations and market share.
- Leverage information about customer segmentation, type, and behaviors 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 the 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.
- 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 a ‘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.
Sales Representative
Abbott Laboratories PR Inc
San Juan , PR
02.2007 - 05.2010
- Understand the market and category opportunities within the 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 multichannel customer engagement plans that generate demand for Abbott brand products and grow recommendations and market share.
- Leverage information about customer segmentation, type, and behaviors 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 the 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 a ‘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 the 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 to 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
Sales Representative
ManPower
San Juan , PR
07.2005 - 02.2007
- Understand the market and category opportunities within the 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 multichannel customer engagement plans that generate demand for Abbott brand products and grow recommendations and market share.
- Leverage information about customer segmentation, type, and behaviors 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 the 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.
- 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 a ‘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.
Education
MBA - MARKETING
UNIVERSIDAD METROPOLITANA - ANA G MENDEZ
AGUADILLA06-2010
POSTBACHELOR DEGREE IN DIETETIC INTERNSHIP - SCIENCES
UNIVERSITY OF PUERTO RICO
RIO PIEDRAS06-2005
Bachelor of Science - BACHELOR OF FAMILY ECOLOGY AND NUTRITION
UNIVERSITY OF PUERTO RICO
RIO PIEDRAS, PR06-2004
Skills
- Staff training and development
- Inventory control
- Employee motivation
- Key relationship development
- Strategic planning
- Sales management
- Performance analysis
- Interpersonal communication
- Action plans
- Leadership development
- Business planning
- Policies and procedures
- Contract management
- Negotiation
- Leadership skills
- Data analytics
- Territory management
- Decision-making
- Staff supervision
- Budgeting skills
- Profitability optimization
- Group presentations
- Recruiting and hiring
- Project planning
- Goal setting and performance metrics
Affiliations
- Photography
- Travel
- Cooking or baking
- Coaching
Certification
- ATD Training Certificate 2019
Languages
Spanish
Native/ Bilingual
English
Professional
Accomplishments
- All Start Performance 2007
- Top Performance Council 2011
- Implementation of LATAM Training Program: "EL Representante del Futuro 2020".
- Implementation of New Sales Model for LATAM GREAT 1.0 and 2.0 2021 to 2022.
- Collaborate with SFE Manager in the implementation of SFE Transformation in 2021 to 2022.
Timeline
Sr. District Manager
Abbott Laboratories PR Inc
05.2022 - Current
Training Manager
Abbott laboratories, PR Inc
09.2018 - 05.2022
Clinical Specialist
Abbott Laboratories PR Inc
05.2010 - 05.2018
Sales Representative
Abbott Laboratories PR Inc
02.2007 - 05.2010
Sales Representative
ManPower
07.2005 - 02.2007
MBA - MARKETING
UNIVERSIDAD METROPOLITANA - ANA G MENDEZ
POSTBACHELOR DEGREE IN DIETETIC INTERNSHIP - SCIENCES
UNIVERSITY OF PUERTO RICO
Bachelor of Science - BACHELOR OF FAMILY ECOLOGY AND NUTRITION
UNIVERSITY OF PUERTO RICO
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