Abbott - Associate Director - Tradition Trade

Role Overview:

The Associate Director Traditional Trade (NSM) is responsible for driving primary sales across the country by ensuring strong on-ground execution, process adherence, and team capability building. This role demands strategic thinking, operational excellence, and people management to achieve sales growth and maintain financial discipline within the traditional trade channel.

Key Responsibilities:

Sales Target Achievement

- Own and deliver the primary sales targets for all regions under the Traditional Trade business.

- Translate national sales strategy into regional execution plans and ensure effective implementation.

Team Management & Development

- Deploy the right talent in the right markets to optimize team output.

- Regularly review team performance to improve productivity and future readiness.

- Provide on-the-job coaching to enhance team skills and capabilities.

Sales Operations & Process Excellence

- Ensure strong implementation of the sales process across regions.

- Drive timely order collection from stockists in line with the Regulated Supply Schedule (RSS).

- Oversee accurate and timely upload of all orders and ensure proper communication to relevant stakeholders.

- Train teams to adopt scientific and data-driven order-taking approaches.

- Enforce strict compliance with reporting and order management processes.

Financial Hygiene & Budget Control

- Maintain receivables within predefined credit norms and ensure zero write-offs.

- Frequently assess distributor creditworthiness and implement corrective actions where required.

- Monitor and control team expenses to remain within the allocated budget.

Stakeholder Management & Business Development

- Build strong relationships with key Distributors and Trade Association members at State and National levels.

- Identify and onboard strategic distributors in key markets to expand business reach.

- Explore new business avenues such as retail chains, modern trade partners, and emerging markets to fuel additional growth.

Key Skills Required:

- Proven leadership with a track record of leading large, dispersed sales teams.

- Excellent interpersonal and relationship management skills.

- Strong analytical and problem-solving ability.

- High proficiency in MS Excel and PowerPoint for business analysis and reporting.

- Effective communication and negotiation skills.

- Strategic thinking with execution excellence.

Qualifications & Experience:

- Minimum 10 years of experience in Sales, preferably in Pharma or FMCG sectors.

- At least 3 years of experience at the Zonal Sales level.

- Current experience in a Pan-India role is mandatory.