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Vacancy for Territory Sales Executive at Abbott

 

Clinical courses

Abbott, we're committed to helping you live your best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 94,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve. Please note that candidates need to be eligible to work in the U.S. without Abbott sponsorship.

Post : Territory Sales Executive

JOB PURPOSE:
To drive primary sales, secondary sales and market presence in defined markets, to manage the distributor network, and to lead the interim sales rep (ISR) team to achieve desired sales objectives

DIMENSIONS OF THIS ROLE
• Geographical area: District within a State
• Sales turnover
• Manpower: Handling of Interim Sales Representative (ISR)
• Distribution: W/s, covering  markets and servicing  retail outlets
• External customers: Wholesaler, Retail outlets, ISR etc.
• Internal Customers: ASM, C&F, Branch Office Team

 

KEY RESPONSIBILITIES:
Sales Focus
• Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands
• Sales target setting and monitoring for Distributors, ISR’s at a beat level
• Monitor Actual Sales and mid course corrections and inputs to reduce variance against expectations
• Sales projection for distribution business

Area & Business Planning
• Identify potential towns & appoint distributors in line with business strategy
• Plan & allocate ISR’s basis market potential
• Formulate & execute the secondary sales plan – Area wise , distributor wise , Brand wise , SKU wise
• Conduct JCM’s for all ISR’s every month and review area performance.

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Distribution Management
• Ensuring quality of market coverage through effective use of ISR and distribution network
• Develop and ensure implementation of Distribution plan across distributor territories
• Ensure category availability, visibility & freshness (Stock rotation)
• Ensure that the ISR’s are servicing the market for breakages & stock destruction.
• Formulate and ensure implementation of trade & consumer promotion plans
• Support micro marketing/ customer activation initiatives planned for the area.
• Competition tracking & providing inputs to the ASM

Distributor Management
• Educate and train the 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

People management and development
• Facilitate hiring & induction of ISR’s to ensure alignment to “ANI ways of working”
• Enhance ISR effectiveness through training & coaching
• Management of ISR working (PJP, Itinerary, expenses etc)
• Periodic review of ISR performance and feedback
• ISR retention through high engagement and motivation

Reporting
• Daily activity report
• JCM reports on area performance
• Retail Audit & Retail Universe update
• Expense Statements
• SDR / BIR
• Other relevant forms

Code of conduct and compliance to stat / regulatory norms
• Adherence to code of conduct
• Conformation to all financial and administration systems
• Compliance to statutory and regulatory norms

Knowledge
To possess a complete territorial knowledge
Knowledge of brands , prices , margins and activities of both own products and competition
Working Knowledge of Ms Office
Knowledge of local languages other than English

Additional Information:
Location: Patiala, Gwalior
Education: B.Pharm, B.Sc
Industry Type: Pharma/ Biotech/Clinical Research
Functional Area: Sales

End Date: 16th December, 2017

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