Territory Sales Executive Job in Abbott Laboratories

JOB PURPOSE:

To drive primary sales, secondary sales and market presence in defined markets, to manage the distributor network, and to lead the interim sales rep (ISR) team to achieve desired sales objectives

DIMENSIONS OF THIS ROLE

• Geographical area: District within a State
• Sales turnover
• Manpower: Handling of Interim Sales Representative (ISR)

• Distribution: W/s, covering markets and servicing retail outlets

• External customers: Wholesaler, Retail outlets, ISR etc.
• Internal Customers: ASM, C&F, Branch Office Team

• 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 2-3 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