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 etc.

Administration Responsibilities

- Monitor competitor activity and ensure timely reporting of the same.

- Ensure timely submission of claims for the area.

People Management

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

- 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

- 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

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.