Senior Territory Sales Executive - Calicut

Abbott; India; À distance; INR 500 000 - 750 000; Plein temps

Résumé du poste

Abbott India is seeking a field sales professional to drive nutrition products in a defined territory. You will service a defined customer base on scheduled routes and cycles, aiming to hit volume targets by driving orders and following Abbott SOPs.

You will build distributor networks, induct them on ANI processes, coach ISR teams, and maintain strong customer relationships to ensure product availability and sustained growth. Significant travel and compliance adherence are required.

Qualifications

• Graduate in Arts/Science/Commerce.
• 3+ years of relevant field sales experience.
• Experience with distributors and channel management is a plus.

Responsabilités

• Create a business plan to achieve targets for the territory.
• Identify towns, appoint distributors, induct them on ANI processes & systems.
• Coach ISR's to align with ANI ways of working and retain them.
• Establish relationships with customers to uncover needs and drive orders.
• Conduct daily sales calls to coach the team and increase orders; check stock.
• Negotiate customer deliverables/contracts to satisfy both parties.
• Ensure shops are merchandised and maintain Key SKUs to maximise sales.
• Demonstrate Abbott products' value from the customer's perspective.
• Influence customers on stock levels and market credit.
• Conduct monthly channel performance reviews and plan improvements.
• Influence distributors to carry stock and follow route plans.
• Ensure daily stock replenishment to meet weekly, monthly and quarterly targets.
• Integrate digital customer journeys to support demand creation & retention.
• Act in alignment with compliance and regulatory expectations.

Connaissances

Territory planning

Distributor onboarding

CRM & relationships

Formation

Graduate in Arts/Science/Commerce

Description du poste

JOB DESCRIPTION

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.

CORE JOB 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

Minimum Education

Graduate in Arts/Science/Commerce

Education Level

Minimum 3+ years of relevant experience.

Influence distributors to carry stock and adhere to route plans that ensure implementation of trade & consumer promotion plan

Graduate from National Institute of sales will be a plus

Ensure adequate daily stock replenishment to meet weekly, monthly, and quarterly targets through accurate forecasting

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

JOB FAMILY

Sales Force

DIVISION

ANI International Nutrition

LOCATION

INDIA > KERALA > CALICUT : Remote

WORK SHIFT

Standard

TRAVEL

Yes, 75 % of the Time

MEDICAL SURVEILLANCE

Not Applicable

SIGNIFICANT WORK ACTIVITIES

Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)

The base pay for this position is

N/A In specific locations, the pay range may vary from the range posted.