Abbott - Manager - Sales Force Effectiveness & Trade Planning - Abbott Nutrition - IIT / NIT / IIM / FMS / MDI

Core Job Responsibilities.

Sales Force Effectiveness Monitoring : .

• Lead monthly SFE diagnostics and performance reviews for Abbott Nutrition categories.
• Define, track, and refine KPIs across sales planning, coverage, and execution.
• Develop dashboards and scorecards to monitor performance against targets.
• Conduct root cause analysis for performance gaps and recommend corrective actions.
• Support strategic initiatives such as sizing, deployment, incentive design, and attrition analysis.
• Provide performance insights and recommendations to senior leadership.
• Monitor and analyze rep productivity metrics such as calls per day, coverage efficiency, and conversion rates.
• Track and evaluate bills cut performance to assess sales execution quality and identify opportunities for improving conversion and customer engagement.
• Monitor Total Lines Sold (TLS) to assess product mix effectiveness, identify upselling opportunities, and support strategic portfolio planning.
• Oversee Targeted List Segmentation (TLS) effectiveness, ensuring alignment with strategic priorities, optimizing prescriber targeting, and supporting coverage planning through data-driven segmentation.
• Promote collaboration between Trade and Ethical teams to ensure trade strategies are aligned across both teams, fostering collaboration, transparency and proactive risk mitigation.

Trade & Customer Planning Oversight.

• Set and monitor distribution KPIs including reach, frequency, and channel coverage.
• Analyze trade investment ROI and recommend optimization strategies.
• Oversee customer segmentation and targeting frameworks specific to nutrition channels.
• Align trade planning with commercial goals and ensure execution feasibility.
• Track channel performance and identify gaps in distribution or customer engagement.
• Support development of planning tools and analytics for trade teams.
• Supervisory / Management Responsibilities.

Direct Reports : Individual contributor.

Consulting.

Education & experience : .

• Engineer / MBA from premier institutes.
• Minimum 5+ years in SFE / Consulting, preferably in FMCG (or) Nutraceutical / Pharma industry
• Graduate + MBA.
• Overall 4+ years of experience, with current profile in SFE / Commercial Excellence / Strategic Planning.

Competencies / Skills.

• Behavioral : Assertiveness, High energy, Integrity, relationship building ability.
• Functional / Technical : Strong in analytics, problem solving skills and field connect.
• Communication - Excellent Written, Spoken and presentation skills.
• Strong Customer connect.
• Good Coach.
• MS office (Good in Power Point / Excel and Word).

(ref : iimjobs.com)