Senior Territory Sales Executive - Mysore Job in Abbott Laboratories
Senior Territory Sales Executive - Mysore
Abbott Laboratories
4+ weeks ago
- Bengaluru, Bangalore Urban, Karnataka
- Not Disclosed
- Full-time
- Permanent
Job Summary
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- KEY RESPONSIBILITIES
Sales Focus
- Ensure achievement of monthly, quarterly and annual agreed Sales targets within laid down business terms for all brands
- Sales target setting and monitoring for Distributors, ISRs at a beat level
- Monitor Actual Sales and mid course corrections and inputs to reduce variance against expectations
- Sales projection for distribution business
Area & Business Planning
- Identify potential towns & appoint distributors in line with business strategy
- Plan & allocate ISRs basis market potential
- Formulate & execute the secondary sales plan Area wise , distributor wise , Brand wise , SKU wise
- Conduct JCMs for all ISRs every month and review area performance
Distribution Management
- Ensuring quality of market coverage through effective use of ISR and distribution network
- Develop and ensure implementation of Distribution plan across distributor territories
- Ensure category availability, visibility & freshness (Stock rotation)
- Ensure that the ISRs are servicing the market for breakages & stock destruction
- Formulate and ensure implementation of trade & consumer promotion plans
- Support micro marketing/ customer activation initiatives planned for the area.
- Competition tracking & providing inputs to the ASM
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 ISRs 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
- ISR retention through high engagement and motivation
Reporting
- Daily activity report
- JCM reports on area performance
- Retail Audit & Retail Universe update
- Expense Statements
- SDR / BIR
- Other relevant forms
Code of conduct and compliance to stat / regulatory norms
- Adherence to code of conduct
- Conformation to all financial and administration systems
- Compliance to statutory and regulatory norms
Key Behavioral Competencies Required:
- Influencing Skills
- Ability to influence others and gain support from stakeholders within and outside ANI.
- Develop beneficial relationships to win support, gain co-operation or overcome objections in order to progress objectives.
- Developing People
- Ability to effectively supervise and build a high performing team by providing them with resources, coaching, feedback, training and stretched responsibilities to develop their capabilities
- Fostering the development of others by providing a supportive environment for enhanced performance and professional growth
- Customer Focus
- Identifying and responding to current and future customer needs
- Focusing the team / organization on adding value to customers and taking actions to build customer value
Key Technical Competencies Required:
- Business Planning and Development
- Ability to plan for sales targets, sales projections and stock planning
- Ability to identify potential business partners, geographies, channels
- Understanding market place dynamics and pulse of trade and shoppers
- Distributor Management
- Distributor financial management, commercial policy, investment and ROI
- Management of distributor resources i.e. selling infrastructure, warehousing, logistics and IT systems
- People management
- Capability building through training and coaching, Hiring and induction of sales reps
- Monitoring and management of sales rep performance
- Engagement through market work, recognition and team work
- Sales Management
- Planning for target achievement
- Management of coverage through effective route planning, visit frequency optimization and PJP control
- Management of distribution through wholesaler billing efficiency, must stock lists, market STRs and stock rotation
- Visibility management
- Relationship management
- Experience & Knowledge Required:
- Qualification & Experience
- Graduate in Arts / Science / Commerce from affiliated university / MBA from good university / Graduate from National Institute of Sales
- Experience of years in field sales in FMCG sales only.
- Preferred companies are Marico, J&J, Dabur, Heinz, Cadbury, Perfetti & RCI.
- Knowledge
- To posses a complete territorial knowledge
- Knowledge of brands , prices , margins and activities of both own products and competition
- Working Knowledge of Ms Office
- Knowledge of local languages other than English
Number of positions (3)
HQ - Mumbai
HQ - Mysore
HQ - Vizag
Experience Required :
Fresher
Vacancy :
2 - 4 Hires
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