Senior Territory Sales Executive- Bangalore

Job Description

Job Summary:

Contribute to the long-term growth of Abbott Nutrition products in territory by servicing a defined customer base on a specific route and dedicated days, weeks or monthly cycles as set out by the customer manager of the region and to achieve volume targets by driving orders and placing them as per the standard Abbott operating procedure.

Responsibilities

• Create a business plan to achieve targets that meet territory objectives by driving market traffic and optimizing product availability.
• Identify potential towns, appoint distributors, induct them on ANI processes & systems in line with business strategy and allocate ISR’s basis market potential.
• Facilitate hiring, induction, training & coaching of ISR’s to ensure alignment to “ANI ways of working” and engage ISR’s to ensure high retention rates.
• Establish relationships with customers to uncover needs, drive orders, and increase the number and variety of SKUs stocked.
• Conduct daily sales calls to coach team and increase the number of orders taken, check stock, and ensure proper merchandising at each customer.
• Negotiate customer deliverables/contracts that provide win-win solutions to deliver on account objectives while satisfying the customer’s needs.
• Ensure shops are merchandised and maintain Key SKUs in accordance with Abbott expectations to maximize product availability and potential sales.
• Demonstrate the superiority of Abbott products from the customer’s perspective.
• Influence customers to maintain a proper balance of stock and market credit relative to accounts receivable and periodically review their financial health.
• Conduct monthly reviews of channel performance and create plans to address lagging channels to meet channel targets.
• Influence distributors to carry stock and adhere to route plans that ensure implementation of trade & consumer promotion plan.
• Ensure adequate daily stock replenishment to meet weekly, monthly, and quarterly targets through accurate forecasting.
• Build quality customer database, territory information and have competitive landscape of territory.
• Integrates the digital customer’s journey with the customer lifecycle to support demand creation & retention e.g., POS App, self-serviced app/web, learning management systems, retail communities, webinars etc..
• Act in alignment with compliance and regulatory expectations