JOB DESCRIPTION:

Meeting the top line National sales objective for the assigned Corporate Hospital Accounts –

• Overall responsible for sales to these accounts for the entire country
• Ensuring stock availability with a high degree of forecasting accuracy
• Ensure fill rates of 90% plus with all these chains

Develop and manage the Annual Business plans  and profitability

• Have a vision for the next 2-3 years for the business
• Set annual targets for all these accounts
• Ensure TOT execution and adherence PAN India
• Setup a model to measure key accounts profitability
• Maintain a track of cost of doing business with these accounts

Key Account Management  and Execution

• Build and maintain long-term relationships with key accounts and customers
• New Accounts Opportunity - Identify potential new accounts with large footprints having nutrition partnership opportunity
• Be the single point of contact for top leadership from Hospitals and facilitate the strategic interventions /campaigns /programs
• Customized program for the corporate hospitals and coordinate efforts between department i.e Medical , Marketing and PA
• Accounts Segmentation and targeting with mapping of various stakeholders, decision makers and influencers to shape nutrition protocols and implementations
• Joint action planning with accounts , KPIs and Tracking

Building Strategic Roadmap

• Define strategic actions to the changing market environment, find innovative solutions on how to accelerate Abbott’s products entering in corporate Hospitals and proactively maintain and optimize access 
• Foster strategic relationships, especially with top corporate Hospitals to have customized programs to meet business needs

Collaborative Solutions

• Work closely with cross functions such as Marketing, Medical and Public Affair to build networks, understanding and close relationships with decision makers
• Identify and build access for key stake holders in Hospitals and policy shaping advocacy
• Plan meetings between Key accounts top management and ANI leadership / Business Head – Ethical
• Coordination with ethical and trade sales team for on ground execution and insights sharing for operational effectiveness

Manage all interfaces with all Accounts

• Develop good relations with central stake holders & Regional branches of Hospitals
• Share best practices and also identify global initiatives.
• Initiate and manage all process changes like new product introductions, change in pack, new launches
• Organise Key Hospitals top management and ANI GM / Business Head -ethical

• Observe and promote all Abbott compliance and local country regulatory requirements as defined per applicable regulations, rules and procedures established by the Company, and notifying any violation or deviation to appropriate authorities

     

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 > Mumbai : BKC Building

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Yes, 75 % 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)