JOB DESCRIPTION:

1. Give strategic direction to the 2 regions of Ex-India markets and ensure the achievement of the topline sales number

To plan and achieve the sales targets

Plan and execute new brand launches

Create strong marketing plans for existing and new brands

Monitor activities critical to business needs. Viz. Customer Coverage, Doctor Meetings, Opinion Leader Contacts, Patient Programs, Cycle Meetings, activations, BTL, etc.

To plan and achieve the distribution targets and gain market share

To control & monitor sales returns, damages, expiry stocks, etc. as per company norms

2.   Ensure Financial compliance by way of:

Monitoring and controlling SG&A spends in the Region (Over Heads and Trade Marketing)

Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives)

Ensure no financial risk to company

3.    Monitor Business Planning for the both regions through:

HCP coverage by ethical team on distributor payroll

Market coverage by traditional and modern trade channel

Conduct  monthly RTMs (Regional Team Meeting) for Ethical and Trade team of ANI’s Importer (CIC) and review area performance and forecast every month in line with sales requirements

Work closely with the Ethical and Trade team of Importer to achieve business results

Drive effectiveness & efficiency through KPIs

4.   Distribution Management

Monitor pipelines across Distributors in the Ex-India markets

Plan & monitor execution of the secondary sales plan by Brand

Lead Regional Team Meeting along with the Ethical and Trade team and review area wise performance for Importer/Distributor

5.    Code of conduct and compliance to stat / regulatory norms

Ensure Ethical, Medical, Trade adherence to code of conduct

Ensure adherence to sales SOP

Conformation to all financial and administration systems

Compliance to statutory and regulatory norms as per Abbott standards

Ensure that the Sri Lanka CIC team handles Legal Issues, PFA issues, packaging defects etc in consultation with HO India

6   Team Development

Develop Distributor/Importer team through Coaching and Reward management

To identify training needs of CIC’s team and provide relevant  inputs from time to time by working closely with Medical and Marketing team

To motivate and provide leadership to CIC’s sales team

To work with all MRs, Sales Executives every month

Facilitate and support training for the ASM’s and their teams

To manager careers within the branch and actively engage with other branch heads, vertical heads in the trade BU to facilitate cross functional exposure for the team.

To reward superior performance in the branch through timely recognition

Leverage IT support/tools to drive SFE KPIs

7.   In Store Retail execution & Localized Trade Marketing Initiatives

Ensure best in class implementation of Channel loyalty programs as per plan

To develop customized business plan in order to leverage market based opportunities

Oversee the design and implementation of innovative Trade Marketing activities through proper identification of trade channels and segments within the branch.

8. Work closely with Marketing team on country wise Brand plans clearly identifying headspace and sources of growth

9. The role is a specialized job which involves multi-function and country exposure across Marketing, Trade, Ethical, Finance, Logistics and Legal/Regulatory framework for managing Sri Lanka and Maldives business

10. There is business complexity involved on multiple fronts wrt GTM strategy across multiple channels, BTL and Ethical execution, managing supply chain networks (mix of imported and locally manufactured SKUs) and a Regulatory & Legal framework which is different from India business which requires the incumbent to act as an independent Business Manager for the region.

11. Garner significant market share as well as prescription share for the portfolio by strengthening credibility with KOLs, develop educational relationships with the top KOLs in the region and by driving the S&D plan to push Numeric & weighted distribution of AN Products

12. The incumbent will have people management responsibilities of salesmen on distributor payroll (Trade & Ethical). Provide leadership, coaching and guidance to the Area Managers to drive productivity enhancement and stability of field force

     

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:

Sri Lanka > Columbo : 445A,2/1,Galle Road

     

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)