Abbott - Area Sales Manager

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 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 Management
• To motivate, train & develop TSE for achievement of Targets, to maintain hygiene in the

marketplace & work towards their all-round development.

Key Behavioral Competencies Required

(ref : iimjobs.com)