Senior Territory Sales Executive - Mumbai

JOB SUMMARY

Contribute to the long-term growth of Abbott Nutrition products in territory by servicing a defined customer base on a specific route and dedicated days, weeks or monthly cycles as set out by the customer manager of the region and to achieve volume targets by driving orders and placing them as per the standard Abbott operating procedure.

CORE JOB RESPONSIBILITIES

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

MINIMUM QUALIFICATIONS

Minimum Education

Graduate in Arts/Science/Commerce

Education Level

Influence distributors to carry stock and adhere to route plans that ensure implementation of trade & consumer promotion plan

Graduate from National Institute of sales will be a plus

Ensure adequate daily stock replenishment to meet weekly, monthly, and quarterly targets through accurate forecasting

MINIMUM WORK EXPERIENCE

Experience

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.

Minimum 2+ years of relevant experience.

Act in alignment with compliance and regulatory expectations