Senior Territory Sales Executive - Chennai

Abbott; Chennai District; On-site; INR 500,000 - 700,000; Full time

Job summary

Abbott India is seeking a field-based Sales Professional to service a defined customer base across Tamil Nadu, driving orders, ensuring product availability and achieving volume targets on a route-based schedule.

You will establish relationships with retailers and distributors, conduct daily calls, negotiate contracts, monitor stock, and implement Abbott merchandising standards to maximize ROI and market share.

Qualifications

• Graduate in Science; sales background a plus.
• 2+ years FMCG/retail sales experience preferred.
• Willingness to operate in Tamil Nadu territory.

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

Skills

Sales

Negotiation

Channel management

Relationship building

Education

Graduate in Science

Sales certification

Job description

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

Major/Field of Study

Graduate in National Institute of sales will be a plus

Sales

Experience

MINIMUM WORK 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