The Senior Territory Sales Executive develops business plans to achieve targets, recruits and trains sales representatives, builds customer relationships, and oversees sales performance in designated territories.
JOB DESCRIPTION:
- Create a business plan to achieve targets that meet territory objectives by driving market traffic and optimizing product availability.
- Identify potential towns, appoint distributors, induct them on ANI processes & systems in line with business strategy and allocate ISR’s basis market potential.
- Facilitate hiring, induction, training & coaching of ISR’s to ensure alignment to “ANI ways of working” and engage ISR’s to ensure high retention rates.
- Establish relationships with customers to uncover needs, drive orders, and increase the number and variety of SKUs stocked.
- Conduct daily sales calls to coach team and increase the number of orders taken, check stock, and ensure proper merchandising at each customer.
- Negotiate customer deliverables/contracts that provide win-win solutions to deliver on account objectives while satisfying the customer’s needs.
- Ensure shops are merchandised and maintain Key SKUs in accordance with Abbott expectations to maximize product availability and potential sales.
- Demonstrate the superiority of Abbott products from the customer’s perspective.
- Influence customers to maintain a proper balance of stock and market credit relative to accounts receivable and periodically review their financial health.
- Conduct monthly reviews of channel performance and create plans to address lagging channels to meet channel targets.
- Influence distributors to carry stock and adhere to route plans that ensure implementation of trade & consumer promotion plan.
- Ensure adequate daily stock replenishment to meet weekly, monthly, and quarterly targets through accurate forecasting.
- Build quality customer database, territory information and have competitive landscape of territory.
- Integrates the digital customer’s journey with the customer lifecycle to support demand creation & retention e.g., POS App, self-serviced app/web, learning management systems, retail communities, webinars etc..
- Act in alignment with compliance and regulatory expectations
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)
Top Skills
Learning Management Systems
Pos App
Retail Communities
Self-Serviced App/Web
Webinars
Abbott Mumbai, Maharashtra, IND Office
16th Godrej BKC Plot C, Bandra Kurla Complex, Bandra East, एवेन्यू 3, G Block BKC, Bandra East, Mumbai, Maharashtra, India, 400051
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