JOB DESCRIPTION:

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 initiatives
• Analyze market and category opportunities within territory using real-time omnichannel business intelligence to identify opportunities for market share growth at the customer/account level
• Hold distributors accountable to the service, infrastructure, and financial terms of the contract
• Support team members in providing win-win solutions through distributor negotiations
• Collaborate with distributors as business partners, gain their support for Abbott’s priorities/plans and at the same time helping them in managing their ROI’s
• Work closely with the Talent Acquisition & Business HR team to source & recruit the right talent for all vacant positions
• Observe and provide progressive, real-time coaching and feedback to sales team in the field on every aspect of the customer lifecycle
• Accelerate the development of digital knowledge and application in sales team through coaching and role-modeling
• Maintain development plans for sales team members, considering development needs at the individual and team levels
• Optimize team performance through regular review & feedback mechanism
• Provide direct, on-going support to trade sales reps in the field through collaborative problem-solving, education, coaching, feedback and escalations
• Act as a business advisor to distributors, helping them maximize ROI while supporting Abbott’s priorities and strategy
• Hold 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 shares
• Integrates 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 deliverables
• Proactively monitor competition activity in the market and share the feedback with management
• Act 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 systems
• Must have knowledge of market dynamics, demographics of area
• Must have knowledge of Channel sales across different types of outlets
• Networking and orientation towards customer (retailers/associations) management
• Possess negotiation skills, people development, Networking Ability and influencing ability

     

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Sales Force

     

DIVISION:

ANI International Nutrition

        

LOCATION:

India > Bangalore : Jigani Link Road

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Yes, 100 % of the Time

     

MEDICAL SURVEILLANCE:

Not Applicable

     

SIGNIFICANT WORK ACTIVITIES:

Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day)