Senior Territory Sales Executive - Chennai

Abbott Laboratories; Chennai District; On-site; INR 350,000 - 800,000; Full time

Job summary

Abbott Laboratories in Chennai region seeks an energetic Field Sales professional to drive long-term growth for Abbott Nutrition products. You will service a defined customer base on route days, place orders, and achieve volume targets following Abbott SOPs.

You will build retailer networks, manage distributors, and conduct regular calls to ensure stock, merchandising, and compelling brand storytelling to boost traffic and sales.

Qualifications

• Bachelor/Graduate degree in Science or equivalent.
• Sales training or certification is a plus.
• Experience in FMCG distribution and retail channels preferred.
• Knowledge of territory planning, sales forecasting and POS merchandising.

Responsibilities

• Create a business plan to meet territory targets and optimize product availability.
• Build relationships with retail and wholesale customers to increase SKUs and orders.
• Conduct daily sales calls to grow orders and ensure proper merchandising.
• Negotiate contracts to meet account objectives and customer needs.
• Ensure shops are merchandised per Abbott guidelines to maximise sales.
• Demonstrate ROI advantages of Abbott products to customers.
• Influence distributors to carry stock and follow route plans.
• Ensure stock replenishment to meet weekly, monthly, and quarterly targets.
• Integrate digital customer journeys with lifecycle activities (POS app, self-service tools).
• Comply with compliance and regulatory expectations.

Skills

FMCG sales

Retail experience

Distributor management

Negotiation

Channel development

Customer relationship

Education

Graduate in Science

National Institute of Sales certificate

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 taking 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
• Establish relationships with retail and wholesale customers to uncover needs, take orders, and increase the number and variety of SKUs stocked
• Conduct daily sales calls to increase the number of orders taken, check stock, and ensure proper merchandising at each customer
• Negotiate customer contracts that provide win-win solutions to deliver on account objectives while satisfying the customer’s needs
• Ensure shops are merchandised in accordance with Abbott expectations to maximize product availability and potential sales
• Demonstrate the superiority of Abbott products from the customer’s perspective, emphasizing the ROI advantages of the Abbott brand
• Influence customers to maintain a proper balance of stock and market credit relative to accounts receivable by telling a persuasive brand story that links to increased traffic and sales
• 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 align with customer plans
• Ensure adequate stock replenishment daily to meet weekly, monthly, and quarterly targets
• Build quality customer database , territory information and have competitive landscape of territory/Route,
• 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 QUALIFICATIONS

Minimum Education

Graduate in Science

Education Level

Major/Field of Study

Graduate in National Institute of sales will be a plus

Sales

MINIMUM WORK EXPERIENCE

Experience

Experience Details

• Minimum 2+ years of relevant experience.

• Upto 4years experience for Grade 12 and 4+ years’ experience for Grade 13
• Experience primarily in FMCG, retail
• Should have worked in the same or nearby geography being hired for
• Ability to manage distributors effectively ensuring compliance to processes and agreed deliverables
• Uses appropriate interpersonal styles, methods of communication, data and arguments to gain agreement or acceptance of idea.
• Understands the fundamental concepts of Sales and distribution and applies it to the job
• Prioritizes business requirements Finds ways to improve and enhance productivity
• Demonstrates a passion for sales, applies extra effort to overcome work barriers, issues and obstacles

MINIMUM LICENSES AND CERTIFICATION

Licenses/ Certifications

Other License/Certification

NA

NA