Senior Territory Sales Executive - Madurai Job in Abbott Laboratories

• 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, ISRs 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 ISRs basis market potential
• Formulate & execute the secondary sales plan Area wise , distributor wise , Brand wise , SKU wise
• Conduct JCMs for all ISRs every month and review area performance

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 ISRs 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 ISRs 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

Key Behavioral Competencies Required:

• Influencing Skills

• Ability to influence others and gain support from stakeholders within and outside ANI.
• Develop beneficial relationships to win support, gain co-operation or overcome objections in order to progress objectives.

• Developing People

• Ability to effectively supervise and build a high performing team by providing them with resources, coaching, feedback, training and stretched responsibilities to develop their capabilities
• Fostering the development of others by providing a supportive environment for enhanced performance and professional growth

• Customer Focus

• Identifying and responding to current and future customer needs
• Focusing the team / organization on adding value to customers and taking actions to build customer value

Key Technical Competencies Required:

• Business Planning and Development

• Ability to plan for sales targets, sales projections and stock planning
• Ability to identify potential business partners, geographies, channels
• Understanding market place dynamics and pulse of trade and shoppers

• Distributor Management

• Distributor financial management, commercial policy, investment and ROI
• Management of distributor resources i.e. selling infrastructure, warehousing, logistics and IT systems

• People management

• Capability building through training and coaching, Hiring and induction of sales reps
• Monitoring and management of sales rep performance
• Engagement through market work, recognition and team work

• Sales Management

• Planning for target achievement
• Management of coverage through effective route planning, visit frequency optimization and PJP control
• Management of distribution through wholesaler billing efficiency, must stock lists, market STRs and stock rotation
• Visibility management
• Relationship management

• Experience & Knowledge Required:

• Qualification & Experience
• Graduate in Arts / Science / Commerce from affiliated university / MBA from good university / Graduate from National Institute of Sales
• Experience of 2-3 years in field sales in FMCG sales only.
• Preferred companies are Marico, J&J, Dabur, Heinz, Cadbury, Perfetti & RCI.

• Knowledge

• To posses 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