ABM (Area Business Manager) 

JOB DESCRIPTION: 

Business building: 

• To prepare a beat plan for his/her region & allocate targets & inputs accordingly & monitor on a regular basis & drive secondary sales. 

• Ease induction and onboarding of Territory Business Managers 

• Provide strategic input to target planning for the territory, long term vision and ambition. 

• Identify and follow established processes and SOPs to appoint stockiest. 

Demand generation: 

• To carry out sales management of Abbott products in the territories assigned and to achieve the defined sales targets on a monthly/quarterly/yearly basis, as decided mutually by and with Superiors. These targets are subject to revision as per growth/potential of company and company’s products and such change would be intimated to the Sales Executive by Superiors. 

• Maintain control of sales operating budget for the respective region. 

• Direct sales activities to ensure that short- and long-range sales volumes and projections are achieved. 

• To understand, bring in clarity on various strategies/ campaigns including CMEs, camps, etc. rolled out from Marketing and ensure 100% implementation in his/her region. 

• To carry out promotion & BTL activities of the Company in the assigned territory in line with the objectives/norms of the Company. 

Demand fulfillment: 

• Strong ability to plan and forecast for the area. 

• Good coordination skills to manage CFAs, stockiest, etc. to maintain optimum inventory and meet demand. 

• To ensure supply chain efficiency in the region (no. of stockiest, stocks availability and significant reduction in expiry.) 

People leadership 

• To train and develop knowledge and skills of TBMs and build their competencies. 

• To supervise, control, review, motivate and train the TBMs assigned to the Area and to help them as a team to achieve the company’s objectives. 

• To build relationships with opinion leaders and stockiest in the area and to periodically evaluate important customers of the area. 

• Assuring that all assigned personnel have the appropriate training and qualification to perform all duties and responsibilities. Complying with own training requirements to perform duties of own job. 

• To ensure that the distribution of Abbott products is achieved by the Sales representatives in all the assigned towns as per the Company’s plans. 

• To plan trade promotion activities 

• Ensure all TBMs reporting to him/her comply to company requirements on sales force parameters like call average, coverage, knowledge scores, etc. 

You are manager of the company in your area and will be authorized to build company’s reputation in your area. You will be responsible for practicing and leading your direct reportees of the company by setting personal example of excellence in:  

1. Lead and execute strict adherence to Abbott Code of Business conduct  

2. Set examples on implementation of the code of business conduct, FCPA, Pharmacovigilance to ensure compliance  

3. Conformation to all financial and administration systems, compliance to statutory and regulatory norms of the company and laws of the land  

4. Demonstrate and promote professional behavior in line with Abbott Values of Pioneering, Achieving, Caring and Enduring  

5. Ensure high level of customer service and manage any difficult customer situations.  

6. Ensure compliance with internal and external guidelines and ensure minimal comments in audits and other inspections  

7. Ensure transactions and orders are processed with a high level of accuracy and commitment in order to satisfy customer needs  

8. Manage attrition of customer and resource bases  

9.Division and business strategy will be shared with you on time-to-time base which you will have to execute to the fullest  

10. To attend and participate in Strategy meetings, briefing sessions, doctors meet, workshops, training programs and any other programs undertaken by the company to equip you or activities for performance of your job or promote the sales of product of the company or to improve company image.  

PERSON SPECIFICATIONS: 

Experience:  

Required Skills: 

• Excellent planning and operational skills 

• Good communication skills.  Should be fluent in the local language of the area/territory where the incumbent would be placed. Ability to communicate fluently in English is desirable. 

• Problem Solving Skills 

• Supervisory Skills 

Attributes: 

• Self-Motivation. 

• Result Orientation 

• Capable of independently generating sales if required. 

• High Initiative