JOB SUMMARY

Contribute to the long-term growth of Abbott Nutrition products in territory/ area  by servicing a defined customer base through a reliable distributor network

Manage & develop a team of sales reps to generate new business and grow existing business throughout the area

Develop a reliable distributor network that optimizes the breadth and availability of product SKUs throughout the area 

CORE JOB RESPONSIBILITIES

Drive results to gain market share within the area through execution of S&D plans and ensure delivery on set M&P initiativesAnalyze market and category opportunities within territory using real-time omnichannel business intelligence to identify opportunities for market share growth at the customer/account levelHold distributors accountable to the service, infrastructure, and financial terms of the contractSupport team members in providing win-win solutions through distributor negotiationsCollaborate with distributors as business partners, gain their support for Abbott’s priorities/plans and at the same time helping them in managing their ROI’sWork closely with the Talent Acquisition & Business HR team to source & recruit the right talent for all vacant positionsObserve and provide progressive, real-time coaching and feedback to sales team in the field on every aspect of the customer lifecycleAccelerate the development of digital knowledge and application in sales team through coaching and role-modelingMaintain development plans for sales team members, considering development needs at the individual and team levelsOptimize team performance through regular review & feedback mechanismProvide direct, on-going support to trade sales reps in the field through collaborative problem-solving, education, coaching, feedback and escalationsAct as a business advisor to distributors, helping them maximize ROI while supporting Abbott’s priorities and strategyHold sales reps accountable in the success of the territory, by setting targets that roll-up to territory objectives, and enables account planning to meet sales objectives and sharesIntegrates digital tools with traditional touchpoints to build relationships with a diverse customer audience e.g. POS App, self-serviced app/web, learning management systems, webinars etc.Collaborates with the Ethical counterparts in ensuring business deliverablesProactively monitor competition activity in the market and share the feedback with managementAct in alignment with compliance and regulatory expectations

MINIMUM QUALIFICATIONS

Minimum Education

Graduate in any field

Education Level

Major/Field of Study

MBA/PGDM

Sales/Marketing

MINIMUM WORK EXPERIENCE

Experience

Experience Details

Minimum 2-3 years of relevant experience.5+ years’ experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systemsMust have knowledge of market dynamics, demographics of areaMust have knowledge of Channel sales across different types of outletsNetworking and orientation towards customer (retailers/associations) managementPossess negotiation skills, people development, Networking Ability and influencing ability