Key Account Development Manager

Abbott; NTR; On-site; INR 600,000 - 900,000; Full time

Job summary

Abbott Laboratories in India seeks a dynamic sales professional to drive ANI-driven secondary sales in key accounts. You will coordinate local visibility, support store promotions, and implement plannograms with merchandisers to ensure strong in-store execution.

The role also covers distributor management, forecasting, stock control, credit terms, and TOT compliance, while building robust customer relationships and monitoring market trends for accurate planning.

Responsibilities

• Rollout of ABPs to accomplish secondary sales target in key accounts
• Coordinate with local accounts to ensure visibility as per ANI guidelines and TOT adherence
• Support and implement planned promotions/activations at the store level
• Implement the plannograms with merchandisers
• Manage key account distributors (SDR / BIR / Forecasting / stock management / sales reporting / claims) and staff training
• Maintain optimum STR for ANI products and high fill rates with accounts
• Maintain credit index as per TOT with the account
• Provide feedback on account operations to RAM and the responsible ASM
• Develop excellent relations with key accounts at all levels
• Monitor competition practices and market trends for accurate sales forecasting
• Ensure merchandisers work effectively to maximize output
• Analyze merchandiser data and update beat plans per business needs
• Maintain quality of merchandisers in the region and liaise with the regional merchandising agency
• Act as the main link for ANI in local geography
• Assist in formulating annual business plans for local accounts
• Provide rolling sales forecasts to RAM and ASM
• Participate in TOT negotiations and rollout
• Plan and implement local activities/promotions with RAM
• Track cost-to-sales for local accounts within approved limits
• Deliver accurate punch-ins for NPI, price changes, and pack changes
• Educate and train distributors on ANI systems and processes
• Ensure stocking levels and billing efficiency across distributors
• Ensure distributor compliance with service levels and credit terms
• Review distributor financial health and outstandings
• Ensure distributor claims are settled within specified time frames
• Facilitate hiring and induction of ISR staff to align with ANI practices
• Enhance ISR effectiveness through training and coaching
• Manage ISR workflows (PJP, itinerary, expenses)
• Periodically review ISR performance and provide feedback

Job description

Rollout of ABPs:

• To accomplish Secondary Sales Target in Key Accounts.

• Coordinate with the accounts at the local level to ensure visibility as per ANI guidelines and ensure TOT adherence at the city level

• To support and implement planned promotions/activations at the store level

• Implement the plannograms agreed upon with help of merchandisers

Ensure maintenance of Sales processes :

• To manage the Key Account distributors (SDR / BIR / Forecasting / Stock management / Sales

reporting / Claims / Infrastructure/ training and development of staff)

• Ensure optimum STR for ANI products and ensure high fill rates with the accounts

• Maintain credit index as per TOT with the account

• Update & provide feedback on the account operations to the regional account manager as well as

the account manager handling the account

Be the Best Sales force :

• To develop excellent relations with the Key Accounts at all levels

• To keep a check and provide feedback on current and new practices followed by competition

• To analyze the market situation in order to aid in accurate Sales Forecasting

• Ensure effective working of the merchandisers to help them deliver the maximum output

Manage the merchandising operations:

• Regularly analyze the data collected by the merchandisers and implement the action points

• Regularly update the beat plans as per business requirement to get maximum output from the merchandiser team

• Keep a control on the quality of merchandisers in the region

• Work with all the merchandisers in the region at least once per quarter

• Be the touch point for the merchandising agency in the region

For local accounts and geography:

Be the most important link of ANI

• Assist the Account Manager in formulating the annual business plan for local accounts

• Provide a rolling sales forecast for the accounts handled to the RAM and the concerned ASM

• Be an integral part of TOT negotiations & help in roll out of the same

• Plan and implement activities and promotions for the local accounts in consultation with the RAM

• Track and maintain cost to sales for all spends on local accounts within agreed limit

• Deliver a perfect punch in terms of NPI, price changes, pack changes

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