TERRITORY SALES EXECUTIVE Job Openings in Hyderabad – Abbott Careers

Job Id: 20200826020

Company: Abbott

Job Role: TERRITORY SALES EXECUTIVE

Experience: Relevant Experience

Qualification: Graduate

Job Location: Hyderabad

Salary: Best in Industry

Vacancies: Not Mentioned

Website: www.abbott.com

Job Description Abbott Careers Job Openings in Hyderabad Hiring for TERRITORY SALES EXECUTIVE in August 2020:

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
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
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 STR’s and stock rotation
Visibility management
Relationship management

Apply for Abbott Careers Job Openings in Hyderabad Hiring for TERRITORY SALES EXECUTIVE in August 2020:

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