Senior Territory Sales Executive – Calicut Full Time NEW

Summary:

• Contribute to the long-term growth of Abbott Nutrition products in the designated territory.
• Service a defined customer base with specific cycles as set by the customer manager.
• Achieve volume targets by driving orders and placing them according to Abbott’s standard 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 ISRs based on market potential.
• Facilitate hiring, induction, training & coaching of ISRs to ensure alignment to “ANI ways of working” and engage ISRs 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 the team, 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 a quality customer database, territory information, and have a competitive landscape of territory.
• Integrate 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.

Requirements:

• Graduate in Arts/Science/Commerce.
• Graduate from National Institute of Sales will be a plus.
• Minimum of 2+ years of relevant experience.
• Experience in integrating the digital customer’s journey with the customer lifecycle to support demand creation & retention.
• Ability to act in alignment with compliance and regulatory expectations.

Tagged as: Account Manager, India, Nutrition Sales, Sales Representative, Territory Sales Executive