Abbott - Sales Development Manager

Sales Development Manager

Key Responsibilities

Sales & Business Planning

- Develop and execute territory-specific business plans to meet or exceed volume and growth targets.

- Drive market traffic and optimize product availability by leveraging insights and local data.

- Identify and activate new markets/towns as per regional strategy.

Distributor & Channel Management

- Appoint, onboard, and manage distributors as per Abbott Nutrition India's (ANI) business strategy.

- Ensure distributors adhere to route plans, carry sufficient inventory, and implement trade/consumer promotion plans.

- Monitor distributor performance and resolve operational bottlenecks.

Field Force Management

- Facilitate hiring, induction, and ongoing training of ISR (In-Store Representatives).

- Coach and mentor ISR team through joint fieldwork and regular performance reviews.

- Foster a high-performance culture focused on results and talent retention.

Customer & Market Engagement

- Build and maintain strong relationships with key retailers and channel partners.

- Understand customer needs, negotiate favorable deliverables, and drive order volumes.

- Ensure visibility and merchandising of key SKUs as per company standards.

Operational Excellence

- Conduct regular market visits and daily sales calls to ensure market coverage and sales execution.

- Influence customer behavior on stock rotation, receivables, and market credit norms.

- Forecast demand accurately to maintain stock levels in line with business targets.

Data Management & Analytics

- Maintain updated customer databases and competitive intelligence for the territory.

- Conduct periodic channel reviews and devise action plans to bridge performance gaps.

Digital Integration & Compliance

- Drive digital adoption across customer journeys (POS App, LMS, retail community, etc.).

- Ensure strict adherence to Abbotts compliance, quality, and regulatory standards.

Qualifications & Skills

- Bachelors or Master's degree in Business, Marketing, or related field.

- 36 years of experience in FMCG/Consumer Health/Nutrition sales.

- Strong distributor/channel management experience.

- Proven leadership in managing field sales teams.

- Excellent communication, negotiation, and planning skills.

- Digital savviness and understanding of customer journey tools is a plus.

Key Competencies

Customer-Centric Mindset

Sales & Target Orientation

Market Execution & Coverage Planning

Team Leadership & Development

Data-Driven Decision-Making

Compliance & Ethical Conduct