Key Account Development Manager

Abbott; United States; Remote; USD 6,300 - 9,500; Full time

Job summary

ANI International Nutrition in India (Vijayawada, Remote) seeks a sales operations professional to drive secondary sales with Key Accounts, coordinate local visibility, and support planned promotions. You will manage distributors, stock control, and forecasting to achieve targets while ensuring TOT adherence and high service levels.

You will lead merchandising efforts, supervise beat plans, and maintain data-driven action plans.

Responsibilities

• Coordinate with Key Accounts to meet secondary sales targets and ensure visibility per ANI guidelines
• Manage and train SDRs, BIRs, and distributors; monitor stock, forecasting, sales reporting, and credit terms
• Maintain high fill rates, optimize STR, and monitor distributor finances and claims settlement
• Develop strong relationships with Key Accounts at all levels; monitor market practices and forecast sales
• Supervise merchandising operations including beat plans, data analysis, and quarterly site visits
• Assist in annual business planning for local accounts; rolling sales forecasts and TOT negotiations
• Plan promotions and NPI rollouts with RAM; control local spend and price/pack changes
• Ensure smooth distributor onboarding and compliance with ANI systems and processes
• Lead ISR hiring, onboarding, and performance reviews; provide coaching and development

Job description

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

The base pay for this position is

N/A

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

JOB FAMILY:

Sales Force

DIVISION:

ANI International Nutrition

LOCATION:

INDIA > ANDHRA PRADESH > VIJAYAWADA : Remote

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 20 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

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