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Abbott - Area Sales Manager

Abbott - Area Sales Manager

Abbott Healthcare Pvt. Ltd.Hyderabad, India
7 days ago
Job description

Job Description

KEY RESPONSIBILITIES :

  • Deliver topline sales number for the Area / State.
  • To plan and achieve the sales targets.
  • To plan and achieve the distribution targets.
  • Ensure control on Damage, Returns and Expiry in line with norms.
  • Area & Business Planning (in line with S&D norms).
  • Ensuring quality of market coverage through TSE and distribution network.
  • Achieve S&D Targets as per plan (DBs, AFCs, Outlets, Eco and Relative Distribution Targets).
  • Monitor implementation of Distribution plan across distributor territories.
  • Monitor brand availability, visibility & freshness (Stock rotation).
  • Drive NPI in line with CM plan across TT, PT and SS network.
  • Ensure that the TSE are regularly working with the ISR & visiting PT distributors.
  • Formulate & execute the secondary sales plan Area wise , TSE wise, Brand wise , SKU wise.
  • Conduct JCMs for TSE and review area performance every month and also attend the JCM of the TSE with the ISR once a year.
  • Work closely with the Ethical teams (RM & ABM in the area).
  • Work atleast 2 days with the MT KDE every month.

Ensure Financial management by way of :

  • Implementing credit policy and credit controls.
  • Timely claims settlement.
  • Risk-free realization from the customer (distributor, institutions & cooperatives).
  • Timely ROI calculation and communication for distributors.

    • Distributor & Infrastructure Development and Management

  • Educate and train the TT and PT distributors on ANI systems & processes.
  • Ensure optimal stocking levels and high billing efficiency for all distributors.
  • Ensure distributor compliance to agreed service levels & credit terms.
  • Review distributor financial health (pipeline and outstanding).
  • Ensure that the claims of the distributor are settled by ANI within specified time limits.

    • Code of conduct and compliance to stat / regulatory norms

  • Adherence to code of conduct.
  • Adherence to SOP.
  • Conformation to all financial and administration systems.
  • To ensure that Trade Marketing activities are carried out as per norms laid down.
  • Analyze the market situation and ensure accurate sales forecasting in line with ANI norms.
  • Compliance to statutory and regulatory norms.
  • Handle Legal Issues, PFA issues, packaging defects etc.

    • Administration Responsibilities

  • Provide administrative support to the Regional Sales Office through timely and accurate reporting.
  • Monitor competitor activity and ensure timely reporting of the same.
  • Ensure timely submission of claims for the area.

    • People Management

  • To motivate, train & develop TSE for achievement of Targets, to maintain hygiene in the marketplace & work towards their all-round development.
  • Facilitate and support training for the field force.
  • Active role in developing their Skills.
  • To identify good talent and develop atleast 1 TSE for higher responsibility in the long.
  • To identify talent in market (attract talent / prelim interviews for recruitment).

    • Localised Trade Marketing Initiatives

  • To develop new business plan in order to increase volume / value sales.
  • Design, recommend and implement innovative Trade Marketing activities through proper identification of trade channels and segments within.
  • Implement regional plans developed by the Customer Marketing Team.
  • Support & Provide feedback on marketing plans for the area.

    • Key Behavioral Competencies Required

  • Leadership.
  • Interpersonal and team building skills.
  • Communication skills.
  • Analytical skills.
  • Negotiation skills and influencing ability.
  • High degree of initiative and enthusiasm.
  • Mobility, Adaptability.
  • Achievement orientation.
  • Planning and organizing ability.

    • Experience

    Graduate 6 - 8 years experience at area level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA with upto 2-3 yrs experience Mobility Interpersonal skills IT computer skill, MS office.

    Technical Knowledge / Skills Required

  • Knowledge of Sales systems and processes.
  • Knowledge of market dynamics, demographics of the area.
  • Knowledge of various statistical techniques, operating packages.
  • Financial & Marketing management.
  • Logistics & supply chain management.
  • Understanding of basic science and product knowledge.
  • Networking and orientation towards customer (retailers / associations) management.
  • People management.
  • Computer skills MS Office.

    • (ref : iimjobs.com)

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    Area Sales Manager • Hyderabad, India